Are You “Zoomed” Out?
Zoom is now the generic term for webinars. The Kleenex of webinars. Teams may rival based upon usage, but from a lexicon viewpoint it is now Zoom, perhaps because of …
Training
The Complicated Rep / Regional Sales Manager Relationship
The relationship between manufacturers and their reps is perhaps the single most important relationship that both can have as it is a synergistic, mutually dependent relationship that impacts the success …
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Interviewing to Hire “The Right” Person
For many managers, the worst part of losing an employee is interviewing prospects. Where to find candidates and what to ask so can get \”the right person\”, quickly. Conversely, if …
Questionable Meetings. Are you willing to ask uncomfortable questions?
With the NAED meeting season coming to an end this weekend and distributors finally done with their planning sessions with manufacturers (more meetings), the issue of the quality of the …
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Here He Comes Again … The RSM
Over the past few weeks I’ve spoken to and met with a number of manufacturer reps, working on topics ranging from strategic planning to marketing initiatives as well as customer …
Developing Your Team Through Channel Dynamic Sharing
Last week we shared thoughts on 10 channel dynamics that are impacting, and will have a greater influence in 2019. To reiterate, these dynamics are: Whose brand is valuable? Size …
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Interviewing Strategy to Deliver The Right Candidate
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 …
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O+P=R and a Lower Cost of Sales … The Agent Management Formula
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 …
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Does your warehouse make you money?
There are two ways to make money. Either you sell more material / services for a profit or you need to reduce your loss (operating costs) in your warehouse (support …
Service Agreements / Extended Warranties – Revenue Generator & Potential Differentiator
Distributors have been seeking opportunities to generate, or increase, their service revenue. While traditionally a complementary service for industrially-oriented distributors, construction-oriented distributors are also seeing opportunities. Some distributors have defined …
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