10 Ways to Thrive In 2023’s Recession
The markets up, the markets down. You listen to economists and you hear about recession and will the Fed raise rates or hold. Large technology firms are laying people off …
Insights
Are Rebates Like Drugs?
Yes, I know the headline is provocative, however, the goal was to get your attention. The “drug” I’m talking about has been around for almost 60 years in the HVAC/R …
Do you value your reps?
There’s been “scuttle butt” conversation in the industry regarding some manufacturers cutting rep commissions. Their premise is that they need to do this due to their price increases. While some …
Enhancing your sales Organization is critical to accelerating revenue growth
B2B distribution and manufacturing sales has been compared to the game of golf. Your account manager stepped up to the tee box placed the ball and hit it down the …
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How to Avoid Three Big B2B Distribution Digital Death Traps
As a distributor building a digital strategy and creating digital solutions, I’ve worked with advanced and basic software solutions. I’ve been fortunate to be on distribution teams and work with …
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Improving Rep Productivity – Push Information with APIs
As the speed of business accelerates and companies try to do more with less, the key is improving productivity. One of the issues we’re hearing more and more about is …
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HVAC and Electrical … Merging Manufacturers
The electrical and HVAC markets have many similarities, and some private equity companies may be noticing. The commonality, other than manufacturers being able to identify operational synergies, could also extend …
3 Keys to Reaching Unreachable Customers Online
A frequent issue we’re hearing from manufacturer reps and distributor salespeople is the challenge of connecting with specifiers and customers, especially industrial customers. While COVID drove many to work from …
Integrating Text for an Omni-Service Experience
Or I could have titled this “Replicating Your Customer’s Experience – Why Text Should Be Part of Your eCommerce Offering.” Earlier this year we conducted research on contractor decision drivers in …
Ken’s Corner – Know Your Manufacturer Funds
I have been absent for the last few weeks and missed some of the things I enjoy doing, including writing the articles which we are now calling “Ken’s Corner” (here’s …