Resilience is Key to Maximizing Selling Price
While many think that there will be a number of distributors, and maybe some manufacturers, that close due to COVID-19, perhaps the bigger impact will be on distributors who survive …
While many think that there will be a number of distributors, and maybe some manufacturers, that close due to COVID-19, perhaps the bigger impact will be on distributors who survive …
In talking with distributors and manufacturers it is clear that many are actively in the planning and pivoting mode, moving from survivability to thriveability. They’ve stabilized their business financially, emotionally …
Distributor counter areas have been spotlighted in the first month of the COVID-19 era. Counters represent between 5-30% of a distributor’s business with the importance of counter sales being directly …
Chicken Little arrived in the US in mid-March and declared \”the world is falling\”, and it started to … and has. Humpty Dumpty fell and he then said, since his …
Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating …
A potential outcome of COVID-19 is a rethinking of sales organizations. You\’ve now had an opportunity to consider their effectiveness in a different sales environment and hopefully are starting to …
Increasing Sales Effectiveness, a COVID Opportunity? Read More »
We\’re in an environment that could be called BC vs PC – Before Coronavirus and Post Coronavirus. The challenge is that PC, which could be defined as Q3 and Q4 …
We’ve gone from looking at the coronavirus from afar to being in the middle of the coronavirus storm. It’s obviously changed the business and outlook for the year. While tragic, …
Much is talked about how distributors needing to sell services to differentiate themselves. They need to create / provide solutions and will need to generate revenue from these services. While …
Throughout the fall Channel Marketing Group surveyed NEMRA reps and also interviewed dozens of them on behalf of NEMRA for the upcoming Rep of the Future report, which will be …