Yes, I know the headline is provocative, however, the goal was to get your attention. The “drug” I’m talking about has been around for almost 60 years in the HVAC/R industry. It’s rebates. Rebates went “mainstream” for distributors in the 1960’s. In the electrical industry the first marketing group (then called a buying group) was formed. The genesis of that organization is … [Read more...] about Are Rebates Like Drugs?
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Do you value your reps?
There’s been “scuttle butt” conversation in the industry regarding some manufacturers cutting rep commissions. Their premise is that they need to do this due to their price increases. While some of the conversations are what manufacturers are thinking (so, “water cooler conversation”), some have reduced commissions which has dismayed many and demotivated the affected … [Read more...] about Do you value your reps?
Improving Rep Productivity – Push Information with APIs
As the speed of business accelerates and companies try to do more with less, the key is improving productivity. One of the issues we’re hearing more and more about is the need for manufacturer reps / lighting agents to be more responsive to distributors and end-users / contractors. While they endeavor to get “good” information faster, inevitably the issue is the definition of … [Read more...] about Improving Rep Productivity – Push Information with APIs
HVAC and Electrical … Merging Manufacturers
The electrical and HVAC markets have many similarities, and some private equity companies may be noticing. The commonality, other than manufacturers being able to identify operational synergies, could also extend to some distributors and create opportunities for distributors. This commonality is that more and more contractors are becoming dual trade … electrical and … [Read more...] about HVAC and Electrical … Merging Manufacturers
3 Keys to Reaching Unreachable Customers Online
A frequent issue we’re hearing from manufacturer reps and distributor salespeople is the challenge of connecting with specifiers and customers, especially industrial customers. While COVID drove many to work from home, it appears, at least for now, that a number are remaining at home and/or their companies are still prohibiting visitors to their facility, unless required. … [Read more...] about 3 Keys to Reaching Unreachable Customers Online
Integrating Text for an Omni-Service Experience
Or I could have titled this “Replicating Your Customer’s Experience – Why Text Should Be Part of Your eCommerce Offering.” Earlier this year we conducted research on contractor decision drivers in working with distributors for a client. While admittedly it was light on electrical contractor responses, that was a function of their list, there is value in … [Read more...] about Integrating Text for an Omni-Service Experience
Learning to Fly. Why planning sessions fail
If 2021 has taught us nothing it has demonstrated that no matter how much planning a business may undertake it is impossible to account for the limitless number of unknowns all taking aim at destroying the best laid plans. Every sales plan is always at risk of market realities changing the assumptions. What made 2020 and 2021 so unique was the sheer size of the impact to the … [Read more...] about Learning to Fly. Why planning sessions fail
