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 …
Recently we\’ve been talking to distributors and manufacturers about the impact of eCommerce on their business as well as assisting on their 2018 planning. While growth is a recurring theme …
Improving Profitability Through Warehouse Transformation Read More »
As electrical distributors launch, or prepare to launch, their eCommerce sites, they need to be aware of a key customer dynamic that is changing…the expectation of accuracy. While many have …
Amazon Business Isn\’t the Greatest Threat, Customer Expectations Is Read More »
There are two ways to make money. Either you sell more material / services for a profit or you need to reduce your loss (operating costs) in your warehouse (support …
Distributors have been seeking opportunities to generate, or increase, their service revenue. While traditionally a complementary service for industrially-oriented distributors, construction-oriented distributors are also seeing opportunities. Some distributors have defined …
Service Agreements / Extended Warranties – Revenue Generator & Potential Differentiator Read More »
The essence of “channel marketing” infers that members within a channel (manufacturer, rep and distributor) are working together to market products, services and applications to generate demand from customers. The …
Channel Marketing and Funding … but for eCommerce Initiatives? Read More »
In talking with senior management and HR managers of distributors, a continual challenge is personnel. While frequently these discussions relate to qualified (industry or skilled) personnel for sales, branch management …
Increasing Warehouse Accuracy in an Age of Employee Churn Read More »
General Motors (GM) historically has been known as a \”staid\” company and the prototypical \”old boys\” company. And its had its share of \”challenges\” ranging from uninspiring design to consumers …
GM Leader Drives Cultural Change, Innovation and Results Read More »
Last month Dick Friedman shared some ideas on how to ensure sales operations and customer satisfaction. Distributors know that operations is the key to profitability. This can relate to managing what …
Operations is the lifeblood of a distributor as it delivers upon sales\’ commitment of getting material to the customer. And at the end of the day, distribution, and customer satisfaction, …
Tips to Ensure Sales Operations and Customer Satisfaction Read More »
