As everyone knows, there has been much discussion regarding eCommerce and how it is \"vital\" for the survival of distributors. It\'s essential to compete against Amazon. And small distributors (<$25M) are dinosaurs, destined to become extinct because of their inability to invest in eCommerce. And at the same time we heard of eCommerce systems that cost hundreds of … [Read more...] about Affordable eCommerce for Smaller Distributors
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Looking Forward – Industry Outlook for Basic Sales Forecasting
Only 30 days left in the year. And with all of the year-end things to do and possibly meetings you had to attend, many are just getting around to doing their 2017 planning … or at least sales forecasting. The planning element … determining how you want to affect change in your “environment” whether through service offerings, operational improvement, personnel “enhancement”, … [Read more...] about Looking Forward – Industry Outlook for Basic Sales Forecasting
Electing to Market Through Video
With Tuesday being Election Day, far be it from me, or a rep agency, to try to influence an election, but the debates have captured our attention. Living in a \"swing state\" I can say unequivocally that I am tired of the election advertising ... by the presidential candidates as well as every state and local electable role. And after awhile (okay, less than a week), I got … [Read more...] about Electing to Market Through Video
Construction Outlook: up 5% in 2017; Building Construction Up 8%!
The recent Dodge Construction Outlook report produced by Dodge Data & Analytics is an interesting read. Not only does it provide some historical perspective but provides the understanding for why 2016 has been such a \"market specific\" economy and also shares the rationale for its 2017 projection of a 5% increase in construction. And while the outlook could be perceived as … [Read more...] about Construction Outlook: up 5% in 2017; Building Construction Up 8%!
Construction Process Disruption & 2017 Dodge Construction Forecast
Many at last week\'s Dodge Data & Analytics Construction Outlook conference, which coincided with the AD North American Meeting at the same hotel, over 170 manufacturers and retailers attended to gain insights into 2017. While many came for the outlook (and we\'ll dissect the report for a future posting, but here is a high level report from Electrical … [Read more...] about Construction Process Disruption & 2017 Dodge Construction Forecast
Attend Free Advanced Business Planning Webinar
Earlier this year Channel Marketing Group conducted research regarding joint business planning and released the results earlier this fall. Some of the key findings revealed that: Manufacturers talk sales; distributors talk profits ... and then sales Distributors who invest in planning processes outperform those who \"gloss\" over the process and are content with goal … [Read more...] about Attend Free Advanced Business Planning Webinar
Entering and Managing In the IoT Space
Last week we shared information, highlighted the potential opportunities and discussed potential distributor involvement in the Internet of Things (IoT) and Industrial Internet of Things (IIoT) arena while also featuring the first segment of input from Dick Friedman. As promised, below are additional thoughts from Dick: Part one of this series touched on the threat of … [Read more...] about Entering and Managing In the IoT Space
Are you ready for the IoT?
Whether it is IoT or IIoT, the Internet of Things is all the rage. You can\'t pick up a trade publication without seeing an article on either topic. And in reality they are essentially the same with the only difference being the market segment with the IIoT focusing on the industrial market and IoT covering essentially all other segments. Lighting and lighting control … [Read more...] about Are you ready for the IoT?
Are you interested in new customers? New sales?
Companies are currently planning their 2017 initiatives. Corporate typically sets the revenue goal (okay, they may ask for input, but ...) A portion of the objective comes from an expectation of recurring revenue / customer retention. An element is expected growth from existing customers. Maybe there will be a branch opening or an acquisition. Perhaps you\'re funding for new … [Read more...] about Are you interested in new customers? New sales?
Sometimes You Need to Change Your Club
Golf is one of those games that unless you play the same course every time you need to read the course, understand the conditions, evaluate how you are playing and, sometimes (many times for me), you need to change the club you are using based upon circumstances to get a good shot. As you plan for 2017, understanding your course is critical. While the core of your game may … [Read more...] about Sometimes You Need to Change Your Club
