As we turn the page into 2019, welcome to new opportunities, new challenges, new initiatives and perhaps some new ways of doing business / serving your customers to ensure a …
10 Channel Dynamics as Turning the Page into 2019 Read More »
Lately I’ve been thinking about “value”. Not necessarily from a financial / pricing / cost viewpoint but from a “what does your customer value THE MOST from you?” You may …
Conventional wisdom is that Amazon Business is not good for MRO and construction distributors.They are a technological behemoth that knows nothing about “our space” and are only successful because they …
Distributors. Has Amazon Business Been Good for You? Read More »
Amazon Business is talked about regularly within distribution industries in general and especially in the MRO space. Barely a meeting goes by with a manufacturer where the topic of \”what …
Protecting Price and the Channel in an Online Marketplace World (Amazon) Read More »
When times are tough people often say “cash is king”. This can frequently determine which companies survive and thrive during difficult economic times and those that suffer. Nowadays, as companies …
Every year hundreds of millions of dollars have been invested / spent by manufacturers to solicit preference from distributors. In fact, about 10 years ago we estimated over $500M was …
Over a Billion Dollars in Rebate and Marketing Funding to Distributors Read More »
We\’re at the mid-year and we\’re hearing a wide array of distributor and manufacturer performance. Industry forecasters state the market should be around 6% which begs the question, are you …
Are Your Sales and Marketing Teams Inhibiting Growth? Read More »
Recently there have been a number of distributors who have launched upgraded websites with eCommerce capabilities. Reportedly launch times range from 4 to 28 months … and maybe more (Kirby …
eCommerce continues to be a heavily discussed issue within the electrical industry with distributors, in aggregate, investing millions of dollars and manufacturers redesigning sites, investing to build, manage and enhance …
Revenue Generation, Content Key Takeaways from B2B Online Conference Read More »
Quality product data is the difference between an \”adequate\” website and one with \”quality\” data that is valued by customers. And \”valued\” is determined by increased traffic, increased sales, a …
