Companies are currently planning their 2017 initiatives. Corporate typically sets the revenue goal (okay, they may ask for input, but ...) A portion of the objective comes from an expectation of recurring revenue / customer retention. An element is expected growth from existing customers. Maybe there will be a branch opening or an acquisition. Perhaps you\'re funding for new … [Read more...] about Are you interested in new customers? New sales?
Sales & Marketing
Sometimes You Need to Change Your Club
Golf is one of those games that unless you play the same course every time you need to read the course, understand the conditions, evaluate how you are playing and, sometimes (many times for me), you need to change the club you are using based upon circumstances to get a good shot. As you plan for 2017, understanding your course is critical. While the core of your game may … [Read more...] about Sometimes You Need to Change Your Club
Marketing Your Warehouse
Have you ever thought about how you can monetize your warehouse in a way other than operational efficiency and increased throughput (which you should be doing with a continuous improvement process guided by a metric management mentality?). Think about how your warehouse can be a sales tool. And if it can\'t be, consider this video from Werner Electric While it is designed as a … [Read more...] about Marketing Your Warehouse
“Can you hear me now?” – Verizon
Many may remember the Verizon commercials titled \"Can you hear me now?\" And while the spokesperson may have moved to Sprint and is focusing on price, the lighting industry may now be hearing Verizon calling. And electrical and lighting distributors may be hearing from a new competitor ... a new channel. While Verizon is known as a telecom company, it is also well known to … [Read more...] about “Can you hear me now?” – Verizon
Survey Finds Joint Business Planning Partners “Dissatisfied”
Following the completion of 2016 planning cycle, we heard a lot of frustration with the current Joint Business Planning (JBP) process. In response to this issue, Channel Marketing Group, in conjunction with Verde Associates, fielded a JBP survey to a wide group of planning process participants from both manufacturing and distributor companies. The purpose of this survey was … [Read more...] about Survey Finds Joint Business Planning Partners “Dissatisfied”
Grainger Q2 Earnings … Industrial slowdown continues
It\'s Q2 earning season, providing distributors (and manufacturers) with an opportunity to benchmark their performance, gain insights (or confirmation) on what they are seeing in the market and possibly learn a little from publicly held companies. First up is Grainger whose results reaffirm that the industrial slowdown continues, albeit it is no longer in free fall. Grainger … [Read more...] about Grainger Q2 Earnings … Industrial slowdown continues
Getting Found Online…Site Optimization (SEO)
Do you know if your website, including eCommerce engine is optimized? Is your company an SEO master? Whoever said “build it and they will come” never developed a website. Making the investment in a website (and eCommerce) is, as they say, “the easy part” as it takes money, process / project-oriented people and product content. The hard party is generating traffic to your … [Read more...] about Getting Found Online…Site Optimization (SEO)
