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 ramp up their eCommerce initiatives product content is king. This is occurring for two reasons: Quality, robust product content delivers on customer expectations. These … [Read more...] about eCommerce Product Content is King
Sales & Marketing
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 spent in rebate funding. (Today we estimate over $1 billion!) All in an effort to retain business and, as manufacturers hope, to gain preference and generate growth. This funding is in addition to … [Read more...] about Over a Billion Dollars in Rebate and Marketing Funding to Distributors
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 distributors) Personnel, with much of it stemming from an aging workforce that has learned product, channel and customer idiosyncrasies “on the job” and … [Read more...] about Salespeople: Consultants, Relationship Managers or Order Facilitators to Contractors?
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 above the industry forecast and growing or are you letting \"rising seas lift all?\" In essence, are you generating growth, content with market performance or lagging the market? And if you … [Read more...] about Are Your Sales and Marketing Teams Inhibiting Growth?
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 Risk, State Electric, Independent Electric, Fairmont Supply, Turtle & Hughes, Electric Supply (Tampa). And we know other major ones coming online soon and some are upgrading their … [Read more...] about Websites and Your Coffee
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 product content and considering the alternative channels that eCommerce is creating be it Amazon Business, Grainger and Zoro, HomeDepot.com, Ferguson.com, … [Read more...] about Revenue Generation, Content Key Takeaways from B2B Online Conference
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 better search experience and being easier to be found via better SEO. The concern, and challenge, according to distributors is that many, if not all, current sources commoditize … [Read more...] about Survey Says … Give Websites Good Product Data
