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 you\'re seeking a \"new\" opportunity, the idea of interviewing can be daunting ... what questions will be asked? As an industry we perpetually talk about “the people issue”. Either it’s … [Read more...] about Interviewing to Hire “The Right” Person
Training
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 meetings defined as “probing questions / value of the meeting time” has been a topic of discussion that we’ve recently had. Our good friend Mike Marks recently resurrected a post he wrote from … [Read more...] about Questionable Meetings. Are you willing to ask uncomfortable questions?
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 satisfaction and succession discussions. Inevitably I’ve been asked a common question that elicits much discussion … “what is the role of a manufacturer regional sales manager?” Now, you may say … [Read more...] about Here He Comes Again … The RSM
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 mattersManufacturers support channels, but you?Products or Customers? What do you sell / what is your focus?Reaching / driving influencersDigital divide from the top, through the channelDefining … [Read more...] about Developing Your Team Through Channel Dynamic Sharing
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 their current talent. The challenge is \"how to find the \'right\' person?\" And many are concerned, although this isn\'t vocalized, about the cost of making a \"less than optimal\" decision. … [Read more...] about Interviewing Strategy to Deliver The Right Candidate
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 right person at the customer\" (be they and end-user, contractor or distributor) to prove your difference. At the same time companies need to do this cost-effectively. There is a balance that needs to be … [Read more...] about O+P=R and a Lower Cost of Sales … The Agent Management Formula
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 services). The only ways to make your warehouse a profit contributor is to reduce costs by reducing people, reducing delivery costs or increasing output without increasing expenses. Alternatively you can seek ways … [Read more...] about Does your warehouse make you money?
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 revenue goals, others look at this opportunistically (or give the service away to capture the product … [Read more...] about Service Agreements / Extended Warranties – Revenue Generator & Potential Differentiator
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
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 a culture. It\'s a desire to \"excel\" and, perhaps more importantly, to bring idea generation to challenges and a willingness to \"do differently.\" To be \"innovative\" infers that a … [Read more...] about Innovation through Intellectual Curiosity
