Using Price to Expand Your Business
Competing on price is a “no no” for many distributors. Few want to say “the reason why people buy from me is price.” But, do all of your customers want …
Profitability
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 …
Reducing Tax Implications of Incentive Travel Programs
This week WESCO is taking 800+ people on an Alaskan cruise as part of their WESCO VIP incentive program. It looks like an exciting adventure (check out this pre-program video …
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Home Depot Orange Coming to Your Customer
The color orange signifies joy, happiness and creativity, however, it is also representative of fire and, given that the color is between yellow and red on the color spectrum it …
What is e-Procurement?
The article we had last month introducing Greenwing Technology as a punchout / e-Procurement resource and a new ElectricalTrends advertiser generated much feedback. Part of the reason is it is …
Does it feel like we’re heading into a recession …
Or are we talking ourselves into a recession? Since the fall and the beginning of planning season there have been some economists who have been warning of a second half …
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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 …
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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 …
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 …
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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 …