Wants and Needs
You’ve heard the story, “there is a difference between wants and needs.” For example, especially this time of year you hear one parent say to the other “the kids ‘want’ …
Sales Channel
The Complicated Rep / Regional Sales Manager Relationship
The relationship between manufacturers and their reps is perhaps the single most important relationship that both can have as it is a synergistic, mutually dependent relationship that impacts the success …
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What will the Rep of the Future look like?
NEMRA needs your help in understanding your needs to answer the question of “what will the rep of the future look like?” There are three key premises for preparing to …
FedEx to Live without Amazon. Lessons for Distributors
Last month FedEx announced that they won’t renew a ground-delivery deal they had with Amazon to provide small-package ground deliveries. This follows FedEx’s announcement that it wouldn’t renew Amazon’s FedEx …
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The Rep Alignment Dilemma
The rep alignment dilemma … whom to align with to generate sales? End-users? National chains? Independent supportive distributors? Any distributor who will support the manufacturer? The manufacturer? But, the bottom …
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 …
Home Depot to Offer Customized Pro Pricing
Home Depot’s retiring CFO’s interview last night with Jim Cramer on CNBC shared a glimpse of why electrical distributors who serve small to mid-sized residential and commercial distributors should be …
Is your supplier finding leads and business, online, for you?
ABB recently launched a new initiative, eFinder, that enables visitors to its website to purchase material online. But they are not disintermediating the channel. Instead they are providing distributors with …
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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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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 …