A changing MRO environment?
Recently I participated in a networking group that included a number of MRO buyers. The subject was trends in the MRO space. Granted many of the attendees were larger MRO …
Insights
Developing Your Team Through Channel Dynamic Sharing
Last week we shared thoughts on 10 channel dynamics that are impacting, and will have a greater influence in 2019. To reiterate, these dynamics are: Whose brand is valuable? Size …
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10 Channel Dynamics as Turning the Page into 2019
As we turn the page into 2019, welcome to new opportunities, new challenges, new initiatives and perhaps some new ways of doing business / serving your customers to ensure a …
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2018 Top 10 & End of Year Observations
As we close the year it’s time to look back and reflect a little as we get ready to turn the page to new and exciting endeavors to support clients. …
Using M&A to Change Paradigms
Every year there is much talk about M&A (mergers and acquisitions). Some companies forecast it into their budget. For some it is part of their culture to always be seeking …
What do your customers value the most from you?
Lately I’ve been thinking about “value”. Not necessarily from a financial / pricing / cost viewpoint but from a “what does your customer value THE MOST from you?” You may …
2019 According to Dodge…Takeaways from the Dodge Construction Outlook
Over the past few months there have been a number of economists and analysts who have shared their projections for 2019 regarding the overall economy. Inevitably, with the topics of …
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The Intelligent Building – A reality or just an IoT dream?
The last couple of years have seen a plethora of lighting innovations in a quest to \”control\” the ceiling and eventually a building, a network of buildings and then cities. …
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Distributors. Has Amazon Business Been Good for You?
Conventional wisdom is that Amazon Business is not good for MRO and construction distributors.They are a technological behemoth that knows nothing about “our space” and are only successful because they …
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Protecting Price and the Channel in an Online Marketplace World (Amazon)
Amazon Business is talked about regularly within distribution industries in general and especially in the MRO space. Barely a meeting goes by with a manufacturer where the topic of \”what …
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