The industry, as we know, is going through change. In many people’s opinion, the three biggest drivers of this change are: Increased competition, especially through alternative channels (non- full-line electrical …
Salespeople: Consultants, Relationship Managers or Order Facilitators to Contractors? Read More »
We\’re at the mid-year and we\’re hearing a wide array of distributor and manufacturer performance. Industry forecasters state the market should be around 6% which begs the question, are you …
Are Your Sales and Marketing Teams Inhibiting Growth? Read More »
eCommerce continues to be a heavily discussed issue within the electrical industry with distributors, in aggregate, investing millions of dollars and manufacturers redesigning sites, investing to build, manage and enhance …
Revenue Generation, Content Key Takeaways from B2B Online Conference Read More »
Earlier today Home Depot presented at the Raymond James 39th Annual Institutional Investors Conference. While, overall, Home Depot is not a significant competitor to electrical distributors, if you serve the residential …
Home Depot … Pros, Website, Analytical Tool Investments to Grow the Business Read More »
According to a recent study conducted by Channel Marketing Group titled \”State of eCommerce, Electrical Contractor & End-User Insights\”, electrical buyers are accelerating their usage of online tools for product …
State of eCommerce According to Electrical Contractors & Buyers Read More »
In our meetings with distributors and manufacturers, all comment on their need for qualified talent to support growth, to replace open positions or, in some cases, a need to upgrade …
Interviewing Strategy to Deliver The Right Candidate Read More »
For the September issue of Electrical Wholesaling magazine I wrote an article for their Speaking Out section titled Mega Agencies vs Smaller Reps. In an industry where it has commonly …
In the electrical industry, capturing business is a fight for market share. And to win that fight you need the most effective sales organization. One that can get into \”the …
O+P=R and a Lower Cost of Sales … The Agent Management Formula Read More »
Home Depot shared its Q2 results yesterday and, while the company continues to perform well as indicated with over $28B in sales, its Pro business, defined as contractors and its …
Distributors traditionally fought for market share via relationship, service and price. The company with the best people, best service and competitive pricing that could provide their customers with access to …
Distributors Need to Evolve from Being Product Companies Read More »
