HD Supply Goes Home
The major story in the distribution industry yesterday was Home Depot acquiring HD Supply. While many electrical distributors may wonder “why the coverage” as “we don’t compete with them”, the …
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Will Fear of Wall Street Impact Manufacturer Sales Organizations?
COVID changed every manufacturer’s sales budgets in April. Aside from top line revenue and maybe salaries (due to employment reduction), the one expense line that may have changed the most …
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Manufacturers Integrate with Distributor eCommerce Offerings
Manufacturers are actively inquiring about distributor investment in eCommerce. Some are being proactive and offering resources to their distributors. Festo, a supplier of process control and factory automation solutions, who …
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Changing Role of Sales
It’s been almost seven months (March) since COVID exploded into the electrical industry. It’s been a roller coaster road for many with everyone expecting the business to fall off the …
Rep Opportunities Abound
2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, …
Creating lemonade at Institutions
What do market segments such as government, universities / higher education, life sciences, government / municipalities, sports teams, hospitals, agriculture have in common? While most are considered \”institutions\”, they all …
Salespeople in Lockdown Could Cost You Share
Recently I visited a manufacturer rep client and spent time with their salespeople. As typically goes, the conversation “wanders” into what they are observing in the marketplace (the benefit of …
Place Your Content in Front of Contractors
\”Placing Your Content in Front of Contractors\” is the name of a webinar being conducted by Trimble and featuring Panduit. (If you did not attend the webinar and want to …
POS is About Getting Paid for Effort
In an industry awash with data, the issue of POS (point of sale) information being shared to ensure independent manufacturer representatives are compensated for their efforts continues to be an …
Pricing in a Pandemic
Everyone is an expert in pricing. It’s either too high or too low based upon your role. Salespeople like it low. Management wants it high. The customer wants it “right” …