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 …
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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, …
Reps … Mega vs Medium / Smaller?
For the September issue of Electrical Wholesaling magazine I wrote an article for their Speaking Out section titled Mega Agencies vs Smaller Reps. In an industry where it has commonly …
Distributor Perspective of State of eCommerce Research Report
Recently Channel Marketing Group surveyed distributors in the construction and industrial trades regarding their eCommerce experience. The intent was to gain a distributor\’s perspective of the state of eCommerce, how …
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O+P=R and a Lower Cost of Sales … The Agent Management Formula
In the electrical industry, capturing business is a fight for market share. And to win that fight you need the most effective sales organization. One that can get into \”the …
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Does your warehouse make you money?
There are two ways to make money. Either you sell more material / services for a profit or you need to reduce your loss (operating costs) in your warehouse (support …
What is Good “Product Content”?
For the past few years electrical distributors have been actively investing (in the hopes of eventually deploying) in commerce-enabled websites. This has necessitated that distributors become acquainted with, focus on, …
Acquisitions – Pieces of a Puzzle …Border States and Womack
Monday marked the day that Amazon closed on its Whole Foods acquisition and that Border States closed on its Kriz Davis acquisition. Both provided the acquirer strategic opportunities to increase …
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2018 Planning Countdown
Electrical industry tradeshows start in 4 weeks with AD\’s North American Meeting, quickly followed by the IMARK Annual Meeting and the NAED Eastern, and not counting national meetings for national …
Home Depot Q2 – Pro Insights
Home Depot shared its Q2 results yesterday and, while the company continues to perform well as indicated with over $28B in sales, its Pro business, defined as contractors and its …