Sometimes You Need to Change Your Club
Golf is one of those games that unless you play the same course every time you need to read the course, understand the conditions, evaluate how you are playing and, …
Golf is one of those games that unless you play the same course every time you need to read the course, understand the conditions, evaluate how you are playing and, …
Have you ever thought about how you can monetize your warehouse in a way other than operational efficiency and increased throughput (which you should be doing with a continuous improvement …
It\’s now about 30 days to the AD and IMARK national meetings. Graybar just held their national meeting. Manufacturers and distributors should be well underway in their individual planning. 2017 …
2017 Planning – Macro Outlook, Wood Building Construction & Oil Read More »
Many may remember the Verizon commercials titled \”Can you hear me now?\” And while the spokesperson may have moved to Sprint and is focusing on price, the lighting industry may …
Yes, Amazon Business is a competitor to distributors. It is also an opportunity for manufacturers given that it represents an additional distribution channel to reach customers. Why? Because some customers …
Is Amazon An Alternate Channel or Just Meeting Customer Needs? Read More »
On September 8th we shared the findings of our recent Joint Business Planning research conducted earlier this year. This report, and the accompanying recording, highlight the findings and share some …
Joint Business Planning Research Findings & Report Read More »
Labor Day marks the unofficial end of summer as well as the unofficial beginning of the 2017 planning season in the electrical industry. While we know a number of manufacturers …
Following the completion of 2016 planning cycle, we heard a lot of frustration with the current Joint Business Planning (JBP) process. In response to this issue, Channel Marketing Group, in …
Survey Finds Joint Business Planning Partners “Dissatisfied” Read More »
Rebates are a fact of life and the first marketing group rebate negotiation, in 1968, was designed to capture incremental revenue (for a wire company) with the distributors collecting the …
Do Vendor Published Rebate Programs Drive Decisions? Read More »
There are three functional responsibilities that are critical to the survival, and growth, of all distributors. They are business development (need more sales!), effective inventory management and collections (inferring that …