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 it to identify some key content and sharing some concepts makes it easier for you and, hopefully, more informative. Today is the last day to participate in our second COVID-19 … [Read more...] about COVID Content, Concepts & Comments
Insights
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 think about your sales organization \"post COVID\". Consider … prior to the pandemic outside salespeople believed that they needed to spend time behind a windshield and needed … [Read more...] about Increasing Sales Effectiveness, a COVID Opportunity?
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 don\'t look pretty. Everyone, at least manufacturers, are asking \"what is the forecast?\" The challenge is that all want an answer for the short-term. \"What will be \'this month\'? Next month? Q2?\" The … [Read more...] about Coronavirus Sales BC vs PC
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, and disruptive, the phrase “this to shall pass” should be kept in mind. Keeping calm, making sensible decisions and keep #AmericaStrong. Some thoughts regarding doing business in the coronavirus … [Read more...] about Business in the Coronavirus Era
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 some of the discussed services are unbundling, what is currently provided / expected, others are more consultative in nature or services that customers / contractors can outsource to … [Read more...] about Selling Services Requires a Plan & Marketing
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 unveiled at the upcoming NEMRA meeting. While the objective of the research was to identify the traits needed for the rep of 2025, we also gained deeper insights into the financial model of … [Read more...] about POS Integral to Rep Commission Model
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. One of these strategies, which we’ve highlighted this fall, is effective management of SPAs, It is an issue for most distributors in the industry (as well as … [Read more...] about SPAs – Is the Cat Chasing its Tail?
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’ the latest and greatest electronic, but do they ‘need’ it?” The same occurs with a number of distributor sales management. They “want” new accounts and believe that customers “need” them. Yes, I … [Read more...] about Wants and Needs
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 is harder than ever. And one of the reasons is that competition for these employees is literally any other business and frequently drivers and warehouse personnel can make … [Read more...] about Want to Improve Warehouse Productivity?
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 chains such as Rexel and WESCO report net profitability in the 4-4.5% range whereas the NAED PAR report typically proclaims a 2-4% net profitability for … [Read more...] about SPAs- Are they Worth the Cost?
