POS, defined as “place of sale” rather than “point of sale” to protect distributor customer privacy should be important to every distributor that operates a CDC or an RDC because it may cost you money … if the manufacturer does […]
The Bottom Line: McAuliffe Sales has completed its leadership transition to Chris Allshouse and is formalizing a vertical market strategy — splitting into dedicated Commercial and Industrial divisions under new VPs Scott Davis and Ken Lee — to deliver deeper […]
Super Bowl Sunday begins the super bowl of industry conferences. NEMRA holds its Annual Conference next week with over 2000 people expected in Orlando. This is the industry’s largest single collection of individuals from the channel under one roof. Did […]
It has been stated that certain events in US history can be cited as specifically changing our economic environment. Until a few years ago, every example was a war – Revolutionary, Civil, World War II, and Vietnam – until the […]
Channel friction inevitably occurs when money is involved. While the flow of money is always good, administering and reporting on it is where the friction comes about. This gets to the issue of “is the information accurate.” Achieving accuracy requires […]
Twenty-five years ago, a CEO and President who had created one of the first electrical industry platforms told me manufacturer representatives should be compensated via monthly salaries rather than commissions as it was a more equitable system. What are Salespeople […]
NEMRA has always been a very member-responsive association and actively involves both its independent manufacturer representative members and its manufacturers in committees and its board to not only gather input, but to assist in key leadership decisions. With its annual […]
The new year brings the opportunity to communicate change and new initiatives. Once company doing this is Electrical Sales Associates, a leading manufacturer representative based in Nashville, TN. Three Announcements from ESA According to their press release, ESA had three […]
As the year comes to an end, Sonepar, a leading distributor, and Yanow, a leading manufacturer representative in New England, both announced leadership promotions: Yanow Promotes Eric DeMaio to Partner According to a press release “Yanow, Inc. has announced the […]
We’re at the time of year where seemingly many manufacturers review their independent manufacturer reps / lighting agents and contemplate change. How do I know? Follow your LinkedIn feed. Notice the number of companies that announce new relationships. Between now […]
David Gordon
Channel Marketing Group
919-488-8635
