Convenience Will Deliver Sales and Loyalty
Buyer behavior is changing. Convenience is now a differentiator. Customers expect it. It\’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B …
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What will the Rep of the Future look like?
NEMRA needs your help in understanding your needs to answer the question of “what will the rep of the future look like?” There are three key premises for preparing to …
Interviewing to Hire “The Right” Person
For many managers, the worst part of losing an employee is interviewing prospects. Where to find candidates and what to ask so can get \”the right person\”, quickly. Conversely, if …
SPAs – Are We / They In Or Out of Control?
SPAs, special pricing agreements, were originally conceived to ensure the integrity of local market into stock, and “street” pricing while providing distributors and manufacturers with a targeted sales pricing tool …
FedEx to Live without Amazon. Lessons for Distributors
Last month FedEx announced that they won’t renew a ground-delivery deal they had with Amazon to provide small-package ground deliveries. This follows FedEx’s announcement that it wouldn’t renew Amazon’s FedEx …
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Football Fever
In the words of Hank Williams, “are you ready for some football?! The season for the most watched sport in America started this weekend with Miami vs Florida and will …
The Rep Alignment Dilemma
The rep alignment dilemma … whom to align with to generate sales? End-users? National chains? Independent supportive distributors? Any distributor who will support the manufacturer? The manufacturer? But, the bottom …
Grainger Q2 Sales Slow … Industrial Indicator?
Grainger frequently is a good bellwether for the industrial market given their MRO focus on Fortune 500 industrial accounts. Grainger\’s performance highlights that the industrial MRO rate of growth decelerated …
Using Price to Expand Your Business
Competing on price is a “no no” for many distributors. Few want to say “the reason why people buy from me is price.” But, do all of your customers want …
Home Depot to Offer Customized Pro Pricing
Home Depot’s retiring CFO’s interview last night with Jim Cramer on CNBC shared a glimpse of why electrical distributors who serve small to mid-sized residential and commercial distributors should be …