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 …
Sales Channel
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 …
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’ …
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 …