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 the “physical” market, Amazon the online market, however, the eCommerce market was growing at a much more rapid rate. Walmart made the determination that it wanted to compete … [Read more...] about What Walmart Can Teach Distributors About eCommerce
Technology & Digital
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 tied to target audience, locale and business focus. What is their future? According to our Mid-April Electrical Market Sentiment survey, 56% of distributor respondents … [Read more...] about The Future of Counters
COVID Content, Concepts & Comments
Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating it to identify some key content and sharing some concepts makes it easier for you and, hopefully, more informative. Today is the last day to participate in our second COVID-19 … [Read more...] about COVID Content, Concepts & Comments
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 think about your sales organization \"post COVID\". Consider … prior to the pandemic outside salespeople believed that they needed to spend time behind a windshield and needed … [Read more...] about Increasing Sales Effectiveness, a COVID Opportunity?
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 unveiled at the upcoming NEMRA meeting. While the objective of the research was to identify the traits needed for the rep of 2025, we also gained deeper insights into the financial model of … [Read more...] about POS Integral to Rep Commission Model
400% MRO Account Growth?
Looking for a growth strategy that supplements your existing technology platform, focuses your salespeople, requires nominal investment and can generate a 400% increase in MRO material sales from industrial or institutional accounts. And if you don’t have a commerce-enabled website, it gets you into eCommerce quickly and in the most profitable segment? Jeremy Friedman from … [Read more...] about 400% MRO Account Growth?
Convenience Will Deliver Sales and Loyalty
Buyer behavior is changing. Convenience is now a differentiator. Customers expect it. It\'s the new definition of service. It started in the consumer world and is quickly transitioning to B2B buyer expectations, and it will become distributor reality (and is defined as \"ease of doing business\" by distributors in considering manufacturers.) While customers expect competitive … [Read more...] about Convenience Will Deliver Sales and Loyalty
