We\'re at the mid-year and we\'re hearing a wide array of distributor and manufacturer performance. Industry forecasters state the market should be around 6% which begs the question, are you above the industry forecast and growing or are you letting \"rising seas lift all?\" In essence, are you generating growth, content with market performance or lagging the market? And if you … [Read more...] about Are Your Sales and Marketing Teams Inhibiting Growth?
marketing
2018 Planning Countdown
Electrical industry tradeshows start in 4 weeks with AD\'s North American Meeting, quickly followed by the IMARK Annual Meeting and the NAED Eastern, and not counting national meetings for national chains. And with the meetings comes talk regarding 2018 joint planning. In fact, Electrical Wholesaling\'s August issue was titled \"Marketing Planning.\" The 2018 planning season … [Read more...] about 2018 Planning Countdown
Sometimes You Need to Change Your Club
Golf is one of those games that unless you play the same course every time you need to read the course, understand the conditions, evaluate how you are playing and, sometimes (many times for me), you need to change the club you are using based upon circumstances to get a good shot. As you plan for 2017, understanding your course is critical. While the core of your game may … [Read more...] about Sometimes You Need to Change Your Club
Marketing Your Warehouse
Have you ever thought about how you can monetize your warehouse in a way other than operational efficiency and increased throughput (which you should be doing with a continuous improvement process guided by a metric management mentality?). Think about how your warehouse can be a sales tool. And if it can\'t be, consider this video from Werner Electric While it is designed as a … [Read more...] about Marketing Your Warehouse
Sales Persistence Pays
Recently I saw a posting on LinkedIn that shared these sales statistics. Having been in sales, managed sales teams and consulted with clients regarding their sales organizations, it struck a cord. Common perceptions of most distributor sales organizations include: Not too effective at new account development Variably effective at account penetration Very good at account … [Read more...] about Sales Persistence Pays
