Contributor

Author

Gene Biben

Gene Biben is a 30+ year veteran of the electrical industry having led Joseph E. Biben Sales Corp (Biben Sales), a leading electrical manufacturer representative in the MidAtlantic region.

Launching New Products Requires Sales Investment

Gene Biben Posted On November 26, 2023

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 […]

Channel Strategies / Manufacturers / More Insights

Manufacturers – Is Your Customer King?

Gene Biben Posted On October 11, 2023

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 […]

Channel Strategies / Manufacturers / More Insights / Reps / Sales Channel

Manufacturer Planning … with Reps

Gene Biben Posted On September 12, 2023

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 […]

More Insights / Reps / Sales Channel

Should Independent Reps Be Committed to Electrical Distribution?

Gene Biben Posted On June 26, 2023

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 […]

Associations / More Insights / Reps

Reps Thoughts on Platform Manufacturers

Gene Biben Posted On May 24, 2023

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 […]

More Insights / Reps / Sales Channel

Why Reps? We Asked Manufacturers

Gene Biben Posted On April 3, 2023

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, […]

Channel Strategies / More Insights

The Key to Loyalty is Communication

Gene Biben Posted On January 11, 2023

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 […]

Channel Strategies / Distributors / Growth Strategies / Manufacturers / More Insights / Reps / Sales Channel

LOYALTY: DEMANDED? FULFILLED? HOW?

Gene Biben Posted On November 20, 2022

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 […]

Growth Strategies / More Insights / Reps / Sales Channel

The Hidden Secret to Rep and Distributor Sales

Gene Biben Posted On August 29, 2022

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 […]

Growth Strategies / Industry Outlook / More Insights / Sales Channel

Return to Basics to Avoid Personal Recession

Gene Biben Posted On July 11, 2022

Recently I was contemplating the news that is impacting our industry and considering if what we are doing today will enable us to be successful going forward. Key headlines you hear repeatedly business newscasts include: Increased Interest rates making it […]

Newer Posts Older Posts