T & T … Technology & Training

Some thoughts regarding technology and training:

Technology

• Did you see the e-newsletter last week from Trade Service? A year ago they parted company with IDEA and many questioned the move. Seems like it has worked out well for Trade Service and that they have expanded from being strictly a product / pricing service to something more valuable. Take a read.
• Recently the WSJ published an article (read it here) focused on the emerging web-based software model trend. Essentially, the major software companies (SAP, Microsoft, Oracle, HP) will start competing with other companies like Salesforce.com, offering their software over the web in an “on-demand” and per-user basis. By being on the web, licensing costs are lower and systems can be easily accessed from “anywhere”. Additionally, companies won’t need dedicated hardware for their systems (an infrastructure / capital expense savings). Microsoft and Google are also getting into the web software business with Microsoft launching a version of MS Office over the web to compete with Google Docs and Google announcing it will launch its own operating system.

This then brings up a question; could ERP companies develop online software for distributors to reduce operating expenses or as a way to have access to specialized tools? As an industry, we’re already using online training supported by remote companies (BlueVolt, NAED’s Learning Center, ElectricSmarts) and sales
management software from companies like Sales Management Plus. Why not analysis tools, price optimization tools, HR benefit administration tools and more? And why not an online ERP that is accessible through a web-browser from Infor or Activant?

• Many companies continue to question their rationale for having, and investing, into their website. Earlier this year we had a client who questioned why we recommended updating their site as “no one visits our site”. We had them install Google Analytics, which is free, on their site. In one month they learned that over 1100 people visited their site and could identify which pages people visited. Over 90% of the visitors were from their trading area! The next step is them surveying your customers to learn what they would like, and use, on a site (which we have a survey for). If you’re not tracking your site’s performance, it is difficult to gain an ROI on it.

And as an adjunct to Google Analytics, take a look at DemandBase. We’ve subscribed to the streaming version (which is free). It’s interesting … can see which companies are viewing your site in real-time (works best if your visitors are greater than $5M in sales). If you pay for the service you can view actual visitors. The information can help you push potential customers / leads to your salespeople, real-time.

Training

While training is important, for everything there is a time and for every time there is a place (and hopefully for every place there is some money!)

Have you realized that NAED is hosting / sponsoring 5 industry events in hte next 60 days?

LEAD (personnel development) July 30-August 2
AdVenture (marketing) August 9-12
HR & Training Conference September 14-16
IDEA’s E-Biz (technology) September 22-24
Selling Energy Solutions September 24-25

Lot’s of training opportunities for distributors and manufacturers over the next 60 days. And they can be valuable if there are specific short-term takeaways to drive the remainder of the year’s business (and are affordable and your people can spare the time). Are you / your company attending these events? Why or Why not?