Channel Marketing Group’s Gene Biben, with over 40 years’ experience in helping manufacturers generate demand for new products, recently shared some thoughts on effectively launching new products and a major […]
Launching New Products Effectively Read More »
The role of the manufacturer regional manager has been challenged, and redefined, during and since Covid. Whereas it was to be a facilitator and “face of factory” prior to Covid,
How Regional Managers (Can) Add Value Read More »
To combat the challenges of today’s marketplace, progressive distributors looking towards the future are investing more and more into digitizing their processes to optimize performance. These companies recognize that: Data
Using Digitalization to Optimize Operations & Drive New Business in HVACR Read More »
Having worked with many distributors over the years, one observation about many distributor salespeople are that they are customer pleasers. Most are profit adverse. Sure, many are on commission. And
Why are Salespeople Profit Adverse? Read More »
Field level sales management is one of the most challenging roles in the industry, and, in many cases, one of the least effective roles in distributors. Why you ask? Because
Better HVACR Sales through Better Sales Coaching Read More »
As we transition from the pandemic many wonder about “the future of sales”, meaning, “what will the sales process (sales model) look like in the future” and, essentially, “what is
What’s Your Sales Model of The Future? Read More »
COVID changed every manufacturer’s sales budgets in April. Aside from top line revenue and maybe salaries (due to employment reduction), the one expense line that may have changed the most
Will Fear of Wall Street Impact Manufacturer Sales Organizations? Read More »
It’s been almost seven months (March) since COVID exploded into the electrical industry. It’s been a roller coaster road for many with everyone expecting the business to fall off the
Changing Role of Sales Read More »
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,
Rep Opportunities Abound Read More »
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
Salespeople in Lockdown Could Cost You Share Read More »
