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 credit typically won more business in a market. Since a customer couldn\'t buy everything from one company (due to product lines or credit reasons), they shared business … [Read more...] about Distributors Need to Evolve from Being Product Companies
Technology & Digital
Channel Marketing and Funding … but for eCommerce Initiatives?
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 term doesn’t infer whom funds the initiative but frequently there are co-marketing, and hence co-funding, initiatives. At times this is co-op, perhaps MDF or other … [Read more...] about Channel Marketing and Funding … but for eCommerce Initiatives?
Increasing Warehouse Accuracy in an Age of Employee Churn
In talking with senior management and HR managers of distributors, a continual challenge is personnel. While frequently these discussions relate to qualified (industry or skilled) personnel for sales, branch management and/or specialists, a frequent comment is the \"churn\" that they experience in their warehouse as well as with their drivers. Low unemployment and the reality … [Read more...] about Increasing Warehouse Accuracy in an Age of Employee Churn
eCommerce & Amazon Business … Driving Change?
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 website you\'ll be out of business.\" The mantra has been repeated in industry meetings and trade publications. Analysts such as Forrester Research and Gartner predict that B2B purchasers … [Read more...] about eCommerce & Amazon Business … Driving Change?
Arrival of the “Alt Channels”- Amazon and Zoro Advertise
Much has been researched, written and talked about the emergence of alternate (alt) channels. Amazon Business is regularly mentioned and Grainger\'s eCommerce initiatives are lauded. Now comes Zoro Tools, which many may recall Grainger purchased and has been promoting here in the U.S. Both companies have influenced eCommerce spend among electrical distributors but not many have … [Read more...] about Arrival of the “Alt Channels”- Amazon and Zoro Advertise
Thinking about the eCommerce information clutter
There continues to be much discussed in the industry regarding \"eCommerce\". Daily we hear about Amazon Business, Grainger and the coming \"conquering of the channel\" by eCommerce. It almost seems as if everyone expects that the zombies in the Walking Dead will take over the world (\"\"zombies\" being customers and hence everyone will buy online and there will be no / … [Read more...] about Thinking about the eCommerce information clutter
Industrial Market Drivers, Can You Compete Differently
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 increase in oil rigs; from replacing / upgrading aging equipment to responding to the need for increased capacity; from consolidation of operations requiring investment in a … [Read more...] about Industrial Market Drivers, Can You Compete Differently
