Tips for Distributors to Improve Gross Margin
Corporate success, for many, is typically defined as sales success as sales revenue is an easily identifiable, and discussed / shared, metric. But in a quest to grow sales, and …
Insights
Over a Billion Dollars in Rebate and Marketing Funding to Distributors
Every year hundreds of millions of dollars have been invested / spent by manufacturers to solicit preference from distributors. In fact, about 10 years ago we estimated over $500M was …
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Salespeople: Consultants, Relationship Managers or Order Facilitators to Contractors?
The industry, as we know, is going through change. In many people’s opinion, the three biggest drivers of this change are: Increased competition, especially through alternative channels (non- full-line electrical …
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Are Your Sales and Marketing Teams Inhibiting Growth?
We\’re at the mid-year and we\’re hearing a wide array of distributor and manufacturer performance. Industry forecasters state the market should be around 6% which begs the question, are you …
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Grainger Keeps Motoring Along; Amazon Business Out of Sight?
Grainger shared its 2018 Q2 performance earlier this week and, given their industrial MRO focus, highlighted continued strength in this customer segment. And while they are not focused in the …
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Websites and Your Coffee
Recently there have been a number of distributors who have launched upgraded websites with eCommerce capabilities. Reportedly launch times range from 4 to 28 months … and maybe more (Kirby …
Challenging Convention, Embracing Disruption. Tomorrow\’s Marketing Groups?
Last month the recurring theme at the NAED National was disruption. And one of the sessions’ speakers posed the question to consider of “what if?” Earlier this month I presented …
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Revenue Generation, Content Key Takeaways from B2B Online Conference
eCommerce continues to be a heavily discussed issue within the electrical industry with distributors, in aggregate, investing millions of dollars and manufacturers redesigning sites, investing to build, manage and enhance …
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Manufacturing and Technology Trends
IndustryWeek\’s Manufacturing and Technology Conference, held last week in Raleigh, highlighted the continued infusing of technology into manufacturing … onto the plant floor as well as through product design. And …
Digital Distributor Starts with eCommerce Product Content
The term \”digital distributor\” is starting to be used more repeatedly. Granted it can be a consultant\’s way to drum up business but it\’s becoming a term used to express …
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