For those of you who remember good music, you may recall Pete Seeger’s classic “Where Have All the Flowers Gone”. Now that you have the melody in your head (and if you don’t, click on this link to hear it […]
2
0
Advocacy
/
Marketing
/
More Insights
/
Reps
/
Sales Channel
Launching New Products Requires Sales Investment
Leading manufacturers seek to bring new products to market on a regular basis as a means of driving sales. Further, these new products are based upon changes to the NEC (National Electrical Code), safety, productivity, new installation methodologies, or new […]
1
While interviewing a larger manufacturer for a different article, the regional manager stated in frustration that in his company’s executive meetings, there was no one in sales that was invited to participate, rather the meetings were now populated by IT […]
1
NAED meetings, NEMRA planning, AD and IMARK meetings are coming and now being scheduled. It means it’s time for the 2024 planning process between manufacturers and their representatives to begin! But before the meetings and joint planning, manufacturers develop their […]
0
I read a statement that in the history of the United States, there have been 4 events that have most significantly changed the life of our inhabitants: The Revolutionary War, the Civil War, the Vietnam War and COVID. Please consider […]
0
The feedback on my last article regarding why manufacturers seem to be converting their sales force more to include representatives, and what they were looking for in choosing a representative received significant enough feedback to suggest an article discussing the […]
0
The changes continue! At last month’s NEMRA conference, manufacturers emphasized selling rather than the supply chain issues of the past few years as they pursue growth in 2023. For many, the supply chain has dramatically improved. From conversations with manufacturers, […]
1
Recently I wrote about channel loyalty and asked what mattered – loyalty or volume and defined loyalty based upon “earned loyalty” (living up to commitments.) We received a good number of calls and comments. Most shared that loyalty, as described […]
2
Channel Strategies
/
Distributors
/
Growth Strategies
/
Manufacturers
/
More Insights
/
Reps
/
Sales Channel
LOYALTY: DEMANDED? FULFILLED? HOW?
I was speaking to a large regional VP of Sales for an electrical distributor recently. His comment was “everyone wants loyalty, but when you give it, what is given in return?” This got me thinking, What is loyalty and how […]
0
I was speaking with a manufacturer who was contemplating converting his direct sales force to a rep network. He was having difficulty replacing salespeople leaving his company either for retirement or other reasons (some of which were revealed in our […]
0
-
David Gordon
Channel Marketing Group
919-488-8635 Recent Posts
