A frequent issue we’re hearing from manufacturer reps and distributor salespeople is the challenge of connecting with specifiers and customers, especially industrial customers. While COVID drove many to work from home, it appears, at least for now, that a number are remaining at home and/or their companies are still prohibiting visitors to their facility, unless required. … [Read more...] about 3 Keys to Reaching Unreachable Customers Online
Market Analysis
Integrating Text for an Omni-Service Experience
Or I could have titled this “Replicating Your Customer’s Experience – Why Text Should Be Part of Your eCommerce Offering.” Earlier this year we conducted research on contractor decision drivers in working with distributors for a client. While admittedly it was light on electrical contractor responses, that was a function of their list, there is value in … [Read more...] about Integrating Text for an Omni-Service Experience
Ken’s Corner – Know Your Manufacturer Funds
I have been absent for the last few weeks and missed some of the things I enjoy doing, including writing the articles which we are now calling “Ken’s Corner” (here’s a link to my first Ken’s Corner). I am happy to be back and active with Channel Marketing Group. In the last couple of months, I have stayed in touch with several of my friends in the distribution industry, … [Read more...] about Ken’s Corner – Know Your Manufacturer Funds
Learning to Fly. Why planning sessions fail
If 2021 has taught us nothing it has demonstrated that no matter how much planning a business may undertake it is impossible to account for the limitless number of unknowns all taking aim at destroying the best laid plans. Every sales plan is always at risk of market realities changing the assumptions. What made 2020 and 2021 so unique was the sheer size of the impact to the … [Read more...] about Learning to Fly. Why planning sessions fail
6 reasons you may not want to have a product/commerce enabled website
Instinctively everyone knows why companies have websites – to generate sales by sharing information. Given this, it then begs the question of why more electrical distributors do not have websites that have product content on them and why are not commerce-enabled. It’s two different questions. Consider, that, according to a recent CMG survey, 65% of contractors have … [Read more...] about 6 reasons you may not want to have a product/commerce enabled website
Contractor trends impacting distributor relationships
The number one criteria influencing contractor decision-making today is access to inventory. The supply chain disruptions are the talk of every conversation. No material, no work. Putting the supply chain issues aside, why do contractors select the distributors that they do and what will drive their decisions tomorrow? Earlier this year Channel Marketing … [Read more...] about Contractor trends impacting distributor relationships
What’s Your Sales Model of The Future?
As we transition from the pandemic many wonder about “the future of sales”, meaning, “what will the sales process (sales model) look like in the future” and, essentially, “what is the role of / for outside salespeople?” In reality, this question was asked pre-pandemic as management lamented that sales wasn’t being as productive as they desired. Companies are always seeking to … [Read more...] about What’s Your Sales Model of The Future?
