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 …
Insights
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” …
Ready for the 2nd Half Sprint?
Hope you had a wonderful July 4th weekend with your family? While July 4th celebrates independence it also is a moment for reflection and appreciation of the American spirit. A …
Reallocate Conference Funds to Support Growth
This year many companies should be able to find some “extra” dollars around to reallocate. The question is whether they reallocate them to investments to drive business, funding for incremental …
Evaluating eCommerce Companies, Forrester-style
COVID has heightened the benefit or, and interest in, eCommerce for electrical distributors. Our second and third COVID-19 Electrical Market Sentiment Reports have shown that those with an eCommerce offering …