Using Price to Expand Your Business
Competing on price is a “no no” for many distributors. Few want to say “the reason why people buy from me is price.” But, do all of your customers want […]
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Insights
Home Depot to Offer Customized Pro Pricing
Home Depot’s retiring CFO’s interview last night with Jim Cramer on CNBC shared a glimpse of why electrical distributors who serve small to mid-sized residential and commercial distributors should be
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Is your supplier finding leads and business, online, for you?
ABB recently launched a new initiative, eFinder, that enables visitors to its website to purchase material online. But they are not disintermediating the channel. Instead they are providing distributors with
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Compete for Grainger’s Business: eProcurement
Many industrially-oriented distributors lament that they can’t compete versus Grainger for MRO business at their accounts. They say “we now the ‘decision’ makers and can beat them on price but
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Reducing Tax Implications of Incentive Travel Programs
This week WESCO is taking 800+ people on an Alaskan cruise as part of their WESCO VIP incentive program. It looks like an exciting adventure (check out this pre-program video
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eCommerce in the Channel
During recent calls with distributors to get the pulse of the industry, one area we touched on is eCommerce and specifically the activity that they are seeing from their customers,
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Home Depot Orange Coming to Your Customer
The color orange signifies joy, happiness and creativity, however, it is also representative of fire and, given that the color is between yellow and red on the color spectrum it
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What is e-Procurement?
The article we had last month introducing Greenwing Technology as a punchout / e-Procurement resource and a new ElectricalTrends advertiser generated much feedback. Part of the reason is it is
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Lessons Learned from eCommerce Transformation of Office Products Distributors
eCommerce has been all the rage the last couple of years with progressive companies leading the charge and investing in new websites as well as product content. In fact, there
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Does it feel like we’re heading into a recession …
Or are we talking ourselves into a recession? Since the fall and the beginning of planning season there have been some economists who have been warning of a second half
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