Rep Opportunities Abound
2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, …
Sales Channel
Salespeople in Lockdown Could Cost You Share
Recently I visited a manufacturer rep client and spent time with their salespeople. As typically goes, the conversation “wanders” into what they are observing in the marketplace (the benefit of …
POS is About Getting Paid for Effort
In an industry awash with data, the issue of POS (point of sale) information being shared to ensure independent manufacturer representatives are compensated for their efforts continues to be an …
Are You “Zoomed” Out?
Zoom is now the generic term for webinars. The Kleenex of webinars. Teams may rival based upon usage, but from a lexicon viewpoint it is now Zoom, perhaps because of …
Selling is a Contact Sport
Over the past month, according to our current survey, which closes today, sales for many distributors have stabilized or improved. This which makes sense given construction is open in all …
What Walmart Can Teach Distributors About eCommerce
A few years ago Walmart was “challenged” in eCommerce. The world’s largest retailer was being challenged by Amazon, although the two were in different segments of the market. Walmart dominated …
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The Future of Counters
Distributor counter areas have been spotlighted in the first month of the COVID-19 era. Counters represent between 5-30% of a distributor’s business with the importance of counter sales being directly …
Increasing Sales Effectiveness, a COVID Opportunity?
A potential outcome of COVID-19 is a rethinking of sales organizations. You\’ve now had an opportunity to consider their effectiveness in a different sales environment and hopefully are starting to …
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Selling Services Requires a Plan & Marketing
Much is talked about how distributors needing to sell services to differentiate themselves. They need to create / provide solutions and will need to generate revenue from these services. While …
POS Integral to Rep Commission Model
Throughout the fall Channel Marketing Group surveyed NEMRA reps and also interviewed dozens of them on behalf of NEMRA for the upcoming Rep of the Future report, which will be …