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?
Market Analysis
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?
2020 Planning
We’re in the midst of meeting and planning season and with it comes the perennial question of “what’s the outlook for 2020?” While no one has a crystal ball, it’s safe to say that many think their ball is “cloudy” for next year. It’s unclear what, if anything, the market “will give” in growth, hence succeeding in 2020 is dependent upon the execution of your strategy and … [Read more...] about 2020 Planning
400% MRO Account Growth?
Looking for a growth strategy that supplements your existing technology platform, focuses your salespeople, requires nominal investment and can generate a 400% increase in MRO material sales from industrial or institutional accounts. And if you don’t have a commerce-enabled website, it gets you into eCommerce quickly and in the most profitable segment? Jeremy Friedman from … [Read more...] about 400% MRO Account Growth?
The Complicated Rep / Regional Sales Manager Relationship
The relationship between manufacturers and their reps is perhaps the single most important relationship that both can have as it is a synergistic, mutually dependent relationship that impacts the success of both companies. The best are a symbiotic relationship. For many it is a complicated one. It\'s a relationship that depends upon each doing their job to support … [Read more...] about The Complicated Rep / Regional Sales Manager Relationship
