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 …
Training
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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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 …
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Innovation through Intellectual Curiosity
Much is talked about \”innovation\”. It\’s a term that is loosely tossed around and requires a commitment, or perhaps a better term is \”mentality\”, that is infused into individuals and …
Attend Free Advanced Business Planning Webinar
Earlier this year Channel Marketing Group conducted research regarding joint business planning and released the results earlier this fall. Some of the key findings revealed that: Manufacturers talk sales; distributors …
Moneyball for Growth
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 …