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 …
Productivity
The Rep Conundrum: End-user Calls. Compensation?
Last week we were on a call with a manufacturer and the question arose of “are supply reps calling more on distributors or are they starting to call on end-users, …
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Digitally Transforming the Rep Service Model with EDI
EDI isn\’t just for distributor / manufacturer interactions. It can also effectively be used to reduce operational costs between independent manufacturer representatives and manufacturers while keeping the rep informed on …
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7 Warehouse Tips to Improve Customer Satisfaction
Dick Friedman, a warehouse productivity improvement \”guru\” with much experience working with electrical distributors shares thoughts distributors should consider as there becomes the proverbial \”light at the end of the …
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POS is About Getting Paid for Effort
In an industry awash with data, the issue of POS (point of sale) information being shared to ensure independent manufacturer representatives are compensated for their efforts continues to be an …
Make sure you don’t waste a good pandemic
No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic …
Make sure you don\’t waste a good pandemic
No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic …
Warehouse and Purchasing Considerations as Distributors Comeback
As business begins to improve and distributors reopen counters and bring back some staff, questions arise regard purchasing, staffing, warehouse management and \”operations\” in general. While business for many is …
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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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POS Integral to Rep Commission Model
Throughout the fall Channel Marketing Group surveyed NEMRA reps and also interviewed dozens of them on behalf of NEMRA for the upcoming Rep of the Future report, which will be …