COVID changed every manufacturer’s sales budgets in April. Aside from top line revenue and maybe salaries (due to employment reduction), the one expense line that may have changed the most is travel and entertainment. The spender of these … sales organizations. As publicly held companies reported Q2 earnings, and are reporting Q3 earnings, a consistent theme is that they are … [Read more...] about Will Fear of Wall Street Impact Manufacturer Sales Organizations?
Market Analysis
Manufacturers Integrate with Distributor eCommerce Offerings
Manufacturers are actively inquiring about distributor investment in eCommerce. Some are being proactive and offering resources to their distributors. Festo, a supplier of process control and factory automation solutions, who typically partners with automation distributors, recently developed a collaboration with Kyklo, a leading eCommerce provider that supports many … [Read more...] about Manufacturers Integrate with Distributor eCommerce Offerings
Changing Role of Sales
It’s been almost seven months (March) since COVID exploded into the electrical industry. It’s been a roller coaster road for many with everyone expecting the business to fall off the side of the earth in April. And the role of sales has been the most disrupted. In the first 30-45 days many companies instituted workforce changes (furloughs and layoffs). While the … [Read more...] about Changing Role of Sales
Rep Opportunities Abound
2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, was surprising.Some are being forced to make changes due to manufacturer consolidation.Agencies moving into new, contiguous, markets either by plan or at the request of a manufacturer.There … [Read more...] about Rep Opportunities Abound
Creating lemonade at Institutions
What do market segments such as government, universities / higher education, life sciences, government / municipalities, sports teams, hospitals, agriculture have in common? While most are considered \"institutions\", they all are significant users of eProcurement / punchouts as part of their electrical buying process. They use companies such as Ariba, Coupa, Jaggaer, … [Read more...] about Creating lemonade at Institutions
Salespeople in Lockdown Could Cost You Share
Recently I visited a manufacturer rep client and spent time with their salespeople. As typically goes, the conversation “wanders” into what they are observing in the marketplace (the benefit of F2F meetings!). The salespeople I was talking to have been visiting with distributors and contractors while observing applicable COVID protocols and, most importantly, being respectful … [Read more...] about Salespeople in Lockdown Could Cost You Share
Place Your Content in Front of Contractors
\"Placing Your Content in Front of Contractors\" is the name of a webinar being conducted by Trimble and featuring Panduit. (If you did not attend the webinar and want to view it, click here.) Last week I saw an ad from Trimble promoting its Constructible vision and “teasing” how manufacturers can get their product in front of contractors. Further, they mentioned Panduit, … [Read more...] about Place Your Content in Front of Contractors
