The essence of “channel marketing” infers that members within a channel (manufacturer, rep and distributor) are working together to market products, services and applications to generate demand from customers. The …
Channel Marketing and Funding … but for eCommerce Initiatives? Read More »
What is Amazon Business\’ true impact on the electrical distribution channel? It isn\’t \”point and click\”? Over the past few years it\’s been said \”if you don\’t have a commerce-enabled …
Over the past few weeks distributors and manufacturers are reporting an uptick in their industrial business and, in some cases, a significant increase. The reasons vary from \”general optimism\” to the …
Industrial Market Drivers, Can You Compete Differently Read More »
Only 30 days left in the year. And with all of the year-end things to do and possibly meetings you had to attend, many are just getting around to doing …
Looking Forward – Industry Outlook for Basic Sales Forecasting Read More »
Companies are currently planning their 2017 initiatives. Corporate typically sets the revenue goal (okay, they may ask for input, but …) A portion of the objective comes from an expectation …
Many may remember the Verizon commercials titled \”Can you hear me now?\” And while the spokesperson may have moved to Sprint and is focusing on price, the lighting industry may …
It\’s Q2 earning season, providing distributors (and manufacturers) with an opportunity to benchmark their performance, gain insights (or confirmation) on what they are seeing in the market and possibly learn …
Grainger Q2 Earnings … Industrial slowdown continues Read More »
An issue we\’re starting to hear more and more about is Joint Business Planning (JBP). We started hearing rumblings just before the NAED National from some larger distributors and manufacturers …
Is Joint Business Planning a Dying Art or a Growth Differentiator? Read More »
If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that …
Earlier this week I was speaking with distributor and we were discussing sales effectiveness. Throughout his career he has been in sales roles, inclusive of sales management. One of the areas …
