Over the past month, according to our current survey, which closes today, sales for many distributors have stabilized or improved. This which makes sense given construction is open in all states and states have opened their economies to varying degrees. At the same time, distributors have had staff in their branches to support their customers. That is the … [Read more...] about Selling is a Contact Sport
Insights
Make sure you don\’t waste a good pandemic
No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic for those who lost loved ones. And, for all, it will continue to be, especially until there is a vaccine. But, adjusting to change is what Americans excel at. The phrase ““Never let a good … [Read more...] about Make sure you don\’t waste a good pandemic
Make sure you don’t waste a good pandemic
No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic for those who lost loved ones. And, for all, it will continue to be, especially until there is a vaccine. But, adjusting to change is what Americans excel at. The phrase ““Never let a good … [Read more...] about Make sure you don’t waste a good pandemic
Warehouse and Purchasing Considerations as Distributors Comeback
As business begins to improve and distributors reopen counters and bring back some staff, questions arise regard purchasing, staffing, warehouse management and \"operations\" in general. While business for many is operating at a reduced level, the acceleration of business can create disruption ... especially after a significant slowdown over 45-60 days. Dick Friedman, an … [Read more...] about Warehouse and Purchasing Considerations as Distributors Comeback
The Changing Distribution Landscape – 2030 2040 2050
With the benefit of retrospect, we can presume that the number of electrical distribution start-ups will mimic those in the past ten years … in other words, very few and those that have had success, defined as significant growth, are even fewer. (Okay, let\'s run an crowd-sourced effort to list electrical distribution start-ups in the last 10 years ... post in the below comment … [Read more...] about The Changing Distribution Landscape – 2030 2040 2050
What Walmart Can Teach Distributors About eCommerce
A few years ago Walmart was “challenged” in eCommerce. The world’s largest retailer was being challenged by Amazon, although the two were in different segments of the market. Walmart dominated the “physical” market, Amazon the online market, however, the eCommerce market was growing at a much more rapid rate. Walmart made the determination that it wanted to compete … [Read more...] about What Walmart Can Teach Distributors About eCommerce
Resilience is Key to Maximizing Selling Price
While many think that there will be a number of distributors, and maybe some manufacturers, that close due to COVID-19, perhaps the bigger impact will be on distributors who survive now, hoping for brighter days, but who only survive, struggle and ultimately sell in the next three years. Resilience is the the key to maximizing your selling price. This was the point of a … [Read more...] about Resilience is Key to Maximizing Selling Price
Moving from Survivability to Thriveability
In talking with distributors and manufacturers it is clear that many are actively in the planning and pivoting mode, moving from survivability to thriveability. They’ve stabilized their business financially, emotionally (from a staff viewpoint) and operationally. Now they are looking at “doing business” and more financially secure ones are identifying ways to take … [Read more...] about Moving from Survivability to Thriveability
The Future of Counters
Distributor counter areas have been spotlighted in the first month of the COVID-19 era. Counters represent between 5-30% of a distributor’s business with the importance of counter sales being directly tied to target audience, locale and business focus. What is their future? According to our Mid-April Electrical Market Sentiment survey, 56% of distributor respondents … [Read more...] about The Future of Counters
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 horsemen were missing (probably unemployed), \"Carmen Sandiego will help in finding the pieces (after the government offers money to stabilize employment)\" So, let’s find the pieces and help you in … [Read more...] about Market Targeting – The story of Chicken Little
