What do your customers value the most from you?
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 …
Marketing
Distributors. Has Amazon Business Been Good for You?
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 …
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Protecting Price and the Channel in an Online Marketplace World (Amazon)
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 …
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eCommerce Product Content is King
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 …
Over a Billion Dollars in Rebate and Marketing Funding to Distributors
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 …
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Are Your Sales and Marketing Teams Inhibiting Growth?
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 …
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Websites and Your Coffee
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 …
Revenue Generation, Content Key Takeaways from B2B Online Conference
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 …
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Survey Says … Give Websites Good Product Data
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 …
Home Depot … Pros, Website, Analytical Tool Investments to Grow the Business
Earlier today Home Depot presented at the Raymond James 39th Annual Institutional Investors Conference. While, overall, Home Depot is not a significant competitor to electrical distributors, if you serve the residential …
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