Earlier this week I was speaking with distributor and we were discussing sales effectiveness. Throughout his career he has been in sales roles, inclusive of sales management. One of the areas we discussed is the attributes of successful salespeople. He told […]
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 […]
Over the past month, Allen and I have discussed our observations regarding the industry and shared trends we see that we think will impact business for distributors and manufacturers in 2016. We’ve agreed upon 16 sales, marketing, profitability and operations opportunities that we’d […]
This newly created executive role has been developed as a part of our organization’s succession planning process. This position will be a Key Driver in the future accomplishments and direction of our organization; and will be responsible for overseeing and […]
Many talk as service as a differentiator, however, when you begin to ask questions … or essentially peel back the layers … you find that their services, for the most part, are carbon copies of their competitors. While everyone may […]
It’s the beginning of earnings season again and we’ve reviewed Acuity’s and Cree’s. It appears to be a tale of two companies. Both are having success in the LED space with Acuity’s net sales up 14% and Cree’s up 11%. The […]
Over the past 30 days there have been a number of lighting announcements that, individually are company-specific but, when aggregated and considered from a category viewpoint, represent a significant lighting change in the industry … and may require distributors to […]
DSO Reports Virtually all managers and owners are aware of when orders are booked/placed and when extended credit has exceeded the company’s normal credit terms. These reports are affectionately known as a Daily Sales Outstanding report and can be for a Branch, Region […]
Why industrial gloves for electrical distributors? Diversification. We’re seeing distributors diversify into other segments (i.e. industrial supplies) as well as taking existing products that they offer (i.e. gloves) and developing, or re-positioning, a product category for safety. It’s an effort […]
WESCO delivered its 2016 projections on Tuesday, providing some insight into how 2015 is finishing and what they foresee for 2016. The company issue a press release, a report that is available on WESCO’s website and held an analyst call. […]
David Gordon
Channel Marketing Group
919-488-8635
