Is the Jetsons’ Robot Coming to Your Warehouse?
Perhaps you may remember the Jetson cartoons and seeing them flying around and interacting with Rosie, their robot? Well, Rosie is turning into a \”Robert\” and he may soon be …
Profitability
10 Channel Dynamics as Turning the Page into 2019
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 »
Tips for Distributors to Improve Gross Margin
Corporate success, for many, is typically defined as sales success as sales revenue is an easily identifiable, and discussed / shared, metric. But in a quest to grow sales, and …
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 …
Over a Billion Dollars in Rebate and Marketing Funding to Distributors Read More »
Salespeople: Consultants, Relationship Managers or Order Facilitators to Contractors?
The industry, as we know, is going through change. In many people’s opinion, the three biggest drivers of this change are: Increased competition, especially through alternative channels (non- full-line electrical …
Salespeople: Consultants, Relationship Managers or Order Facilitators to Contractors? Read More »
Grainger Keeps Motoring Along; Amazon Business Out of Sight?
Grainger shared its 2018 Q2 performance earlier this week and, given their industrial MRO focus, highlighted continued strength in this customer segment. And while they are not focused in the …
Grainger Keeps Motoring Along; Amazon Business Out of Sight? Read More »
How Distributors are Adapting to Changing Buyer Demands
Customer expectations are changing how distributors are doing business. They expect more. Some of your competition offers more. And you need to offer more to retain customers and have a …
How Distributors are Adapting to Changing Buyer Demands Read More »
The Future of Marketing Groups?
Could True Value\’s new ownership model be a opportunity for independent distributors and their marketing groups? Many have asked about the future of marketing groups. While IMARK is a cooperative …
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 …
Home Depot … Pros, Website, Analytical Tool Investments to Grow the Business Read More »
What\’s the Value of a Manufacturer’s Brand?
Over the past few months as we\’ve sat in strategy development meetings with distributors, reviewed distributor purchasing information and talked to manufacturer reps and contractors we\’ve seen a purchasing trend …