Market Targeting – The story of Chicken Little
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 …
Insights
COVID Content, Concepts & Comments
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 …
Increasing Sales Effectiveness, a COVID Opportunity?
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 …
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Coronavirus Sales BC vs PC
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 …
Business in the Coronavirus Era
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, …
Selling Services Requires a Plan & Marketing
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 …
POS Integral to Rep Commission Model
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 …
SPAs – Is the Cat Chasing its Tail?
In a market where most experience margin stagnation or margin erosion, strategies that can help improve profitability, potentially capture sales and as enhance / ensure quality processes, should be embraced. …
Wants and Needs
You’ve heard the story, “there is a difference between wants and needs.” For example, especially this time of year you hear one parent say to the other “the kids ‘want’ …
Want to Improve Warehouse Productivity?
With a tight economy, tight labor market and tight margins, increasing productivity is more important than ever, especially for warehouse operations where finding qualified staff that can meet HR requirements …