Make sure you don\’t waste a good pandemic
No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic …
Industry Outlook
The Changing Distribution Landscape – 2030 2040 2050
With the benefit of retrospect, we can presume that the number of electrical distribution start-ups will mimic those in the past ten years … in other words, very few and …
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What Walmart Can Teach Distributors About eCommerce
A few years ago Walmart was “challenged” in eCommerce. The world’s largest retailer was being challenged by Amazon, although the two were in different segments of the market. Walmart dominated …
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Moving from Survivability to Thriveability
In talking with distributors and manufacturers it is clear that many are actively in the planning and pivoting mode, moving from survivability to thriveability. They’ve stabilized their business financially, emotionally …
The Future of Counters
Distributor counter areas have been spotlighted in the first month of the COVID-19 era. Counters represent between 5-30% of a distributor’s business with the importance of counter sales being directly …
Market Targeting – The story of Chicken Little
Chicken Little arrived in the US in mid-March and declared \”the world is falling\”, and it started to … and has. Humpty Dumpty fell and he then said, since his …
COVID Content, Concepts & Comments
Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating …
Coronavirus Sales BC vs PC
We\’re in an environment that could be called BC vs PC – Before Coronavirus and Post Coronavirus. The challenge is that PC, which could be defined as Q3 and Q4 …
Business in the Coronavirus Era
We’ve gone from looking at the coronavirus from afar to being in the middle of the coronavirus storm. It’s obviously changed the business and outlook for the year. While tragic, …
Selling Services Requires a Plan & Marketing
Much is talked about how distributors needing to sell services to differentiate themselves. They need to create / provide solutions and will need to generate revenue from these services. While …