SPAs- Are they Worth the Cost?
In a penny nickel business, every penny counts. Which is why SPAs can matter. Increasing gross margins and, more importantly, net profitability, in today’s environment is extremely challenging. Publicly-held national …
Insights
2020 Planning
We’re in the midst of meeting and planning season and with it comes the perennial question of “what’s the outlook for 2020?” While no one has a crystal ball, it’s …
400% MRO Account Growth?
Looking for a growth strategy that supplements your existing technology platform, focuses your salespeople, requires nominal investment and can generate a 400% increase in MRO material sales from industrial or …
The Complicated Rep / Regional Sales Manager Relationship
The relationship between manufacturers and their reps is perhaps the single most important relationship that both can have as it is a synergistic, mutually dependent relationship that impacts the success …
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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 …
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 …