Market Targeting – The story of Chicken Little
Chicken Little arrived in the US in mid-March and declared \”the world is falling\”, and it started to … and has. Humpty Dumpty fell and he then said, since his …
Marketing
Increasing Sales Effectiveness, a COVID Opportunity?
A potential outcome of COVID-19 is a rethinking of sales organizations. You\’ve now had an opportunity to consider their effectiveness in a different sales environment and hopefully are starting to …
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Selling Services Requires a Plan & Marketing
Much is talked about how distributors needing to sell services to differentiate themselves. They need to create / provide solutions and will need to generate revenue from these services. While …
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’ …
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 …
Convenience Will Deliver Sales and Loyalty
Buyer behavior is changing. Convenience is now a differentiator. Customers expect it. It\’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B …
Football Fever
In the words of Hank Williams, “are you ready for some football?! The season for the most watched sport in America started this weekend with Miami vs Florida and will …
Grainger Q2 Sales Slow … Industrial Indicator?
Grainger frequently is a good bellwether for the industrial market given their MRO focus on Fortune 500 industrial accounts. Grainger\’s performance highlights that the industrial MRO rate of growth decelerated …
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 …