Distributors, Where Will Your Growth Come From?
By now many have zeroed in on their 2018 sales goals. With DISC, Electrical Wholesaling and many manufacturers coalescing around 4-6% numbers (some a little higher, some a little lower) …
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Aligning Compensation with Channel Selling
A core philosophy in developing sales compensation models is to reward salespeople for what you want them to do … which is sell. Salespeople need to be aligned with their …
Interviewing Strategy to Deliver The Right Candidate
In our meetings with distributors and manufacturers, all comment on their need for qualified talent to support growth, to replace open positions or, in some cases, a need to upgrade …
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What\’s the Value of a Manufacturer’s Brand?
Over the past few months as we\’ve sat in strategy development meetings with distributors, reviewed distributor purchasing information and talked to manufacturer reps and contractors we\’ve seen a purchasing trend …
Info to Help Your 2018 Planning
Occasionally we come across information that can assist your planning. Below is info regarding the MidAtlantic industrial market, the residential market and how to improve warehouse operations. Industrial Planning Information …
Thinking About 2018 GDP
An interesting report was released by Goldman Sachs this week titled \”As Good as It Gets.\” The article shares Goldman\’s 2018 GDP outlook, globally as well as for the US. …
Improving Profitability Through Warehouse Transformation
Recently we\’ve been talking to distributors and manufacturers about the impact of eCommerce on their business as well as assisting on their 2018 planning. While growth is a recurring theme …
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Amazon Business Isn\’t the Greatest Threat, Customer Expectations Is
As electrical distributors launch, or prepare to launch, their eCommerce sites, they need to be aware of a key customer dynamic that is changing…the expectation of accuracy. While many have …
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Grainger Turning a Corner?
Continuing our Q3 earnings observations, next up is Grainger which is a traditionally a good barometer for the industrial MRO space and lately has been a case study in value …
Focusing on People in Need with Disaster Relief
At last month’s AD meeting (our observations here) Bill Weisberg announced the launch of the AD Disaster Relief Foundation. While the timing was serendipitous given the recent tragedies in Houston, …