Last week we were on a call with a manufacturer and the question arose of “are supply reps calling more on distributors or are they starting to call on end-users, contractors and engineers?” The question surprised us given our perception of the quality of the manufacturer but, it could also be that person’s perspective of reps or the reps in their territory. Part of our … [Read more...] about The Rep Conundrum: End-user Calls. Compensation?
Technology & Digital
Digitally Transforming the Rep Service Model with EDI
EDI isn\'t just for distributor / manufacturer interactions. It can also effectively be used to reduce operational costs between independent manufacturer representatives and manufacturers while keeping the rep informed on all of the critical information needed to ensure superior customer service to their distributors. IDEA Exchange worked with TradeTech Solutions to develop a … [Read more...] about Digitally Transforming the Rep Service Model with EDI
Getting Heard. Podcasts Deliver Thought Leadership
Two of the biggest marketing trends over the past year have been the increased usage of video and the launching of podcasts. The reason – a desire to share more content and capture attention. Video usage has skyrocketed as it becomes the new “face to face” (F2F) medium and it is a means to highlight product application. Podcasts are a means to share thought leadership … [Read more...] about Getting Heard. Podcasts Deliver Thought Leadership
HD Supply Goes Home
The major story in the distribution industry yesterday was Home Depot acquiring HD Supply. While many electrical distributors may wonder “why the coverage” as “we don’t compete with them”, the reality is that Home Depot and HD Supply are competing more and more with electrical distributors. Some will remember that HD Supply was conceived within Home Depot and was eventually … [Read more...] about HD Supply Goes Home
Manufacturers Integrate with Distributor eCommerce Offerings
Manufacturers are actively inquiring about distributor investment in eCommerce. Some are being proactive and offering resources to their distributors. Festo, a supplier of process control and factory automation solutions, who typically partners with automation distributors, recently developed a collaboration with Kyklo, a leading eCommerce provider that supports many … [Read more...] about Manufacturers Integrate with Distributor eCommerce Offerings
Creating lemonade at Institutions
What do market segments such as government, universities / higher education, life sciences, government / municipalities, sports teams, hospitals, agriculture have in common? While most are considered \"institutions\", they all are significant users of eProcurement / punchouts as part of their electrical buying process. They use companies such as Ariba, Coupa, Jaggaer, … [Read more...] about Creating lemonade at Institutions
Place Your Content in Front of Contractors
\"Placing Your Content in Front of Contractors\" is the name of a webinar being conducted by Trimble and featuring Panduit. (If you did not attend the webinar and want to view it, click here.) Last week I saw an ad from Trimble promoting its Constructible vision and “teasing” how manufacturers can get their product in front of contractors. Further, they mentioned Panduit, … [Read more...] about Place Your Content in Front of Contractors
