eCommerce is more than, in the words of an Amazon and MRO analyst, “click and ship”. eCommerce is about a methodology and a mindset to do business more electronically. In fact, the commerce element can be very diversified, especially for medium to large MRO buyers. Consider Amazon Business, Grainger and MSC. Both Grainger and MSC report that over 40% of … [Read more...] about Punchouts Drive eCommerce
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Here He Comes Again … The RSM
Over the past few weeks I’ve spoken to and met with a number of manufacturer reps, working on topics ranging from strategic planning to marketing initiatives as well as customer satisfaction and succession discussions. Inevitably I’ve been asked a common question that elicits much discussion … “what is the role of a manufacturer regional sales manager?” Now, you may say … [Read more...] about Here He Comes Again … The RSM
Will Alexa Bring Smart?
Many talk about the impact of Amazon. It’s impact on societal expectation. Influence on retail. It’s emergence as an MRO platform through Amazon Business. It’s foray into branded products / private labeling through Amazon Basics and its integration into the platform of many companies through Amazon Web Services (AWS). And, remember, it’s entered into homes (and some … [Read more...] about Will Alexa Bring Smart?
Amazon Business is a Nominal Electrical Distributor Competitor
Interesting article in Electrical Wholesaling, “Amazon Business is Growing. Do Distributors Have a Plan” written by Unilog essentially saying you need to either join or fight Amazon Business because they are / will be taking over the distribution business (and since Unilog placed this article in EW, presumably they believe that the electrical channel is at risk.) The article, … [Read more...] about Amazon Business is a Nominal Electrical Distributor Competitor
Spinning products to improve customer experience
Over the past six months we’ve seen a number of distributors upgrade their websites – either the “look and feel”, evolve to a webstore or upgrade both. Why the investments? Because these distributors recognize that “table stakes” for at least some customers is requiring, or will require, offering an e / omni-channel experience. Customers are evolving to seeking more information … [Read more...] about Spinning products to improve customer experience
A changing MRO environment?
Recently I participated in a networking group that included a number of MRO buyers. The subject was trends in the MRO space. Granted many of the attendees were larger MRO buyers, but the feedback indicated a change in buyer purchasing behaviors. Over the years I\'ve sat in a number of these meetings, albeit with different attendees. The buying and eCommerce trends centered … [Read more...] about A changing MRO environment?
Developing Your Team Through Channel Dynamic Sharing
Last week we shared thoughts on 10 channel dynamics that are impacting, and will have a greater influence in 2019. To reiterate, these dynamics are: Whose brand is valuable?Size mattersManufacturers support channels, but you?Products or Customers? What do you sell / what is your focus?Reaching / driving influencersDigital divide from the top, through the channelDefining … [Read more...] about Developing Your Team Through Channel Dynamic Sharing
10 Channel Dynamics as Turning the Page into 2019
As we turn the page into 2019, welcome to new opportunities, new challenges, new initiatives and perhaps some new ways of doing business / serving your customers to ensure a record 2019 … whatever your goals may be. While we thought about making predictions, we decided to leave those to others and share some channel dynamics that we’ve been observing that we feel are … [Read more...] about 10 Channel Dynamics as Turning the Page into 2019
2018 Top 10 & End of Year Observations
As we close the year it’s time to look back and reflect a little as we get ready to turn the page to new and exciting endeavors to support clients. This past year ElectricalTrends has received almost 100,000 pageviews from you … thank you. Seventeen of the postings received over 1,000 views each. Our top 10 postings were: What’s up with Schneider, Legrand, Rexel and … [Read more...] about 2018 Top 10 & End of Year Observations
Using M&A to Change Paradigms
Every year there is much talk about M&A (mergers and acquisitions). Some companies forecast it into their budget. For some it is part of their culture to always be seeking opportunities. Some it is a new growth venture. But each year there is talk about “who will by who” and “continued consolidation.” We’ve seen it with distributors, historically many manufacturers have … [Read more...] about Using M&A to Change Paradigms
