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 […]
It seems that more manufacturers are seeing value in the hybrid sales deployment. Utilizing rep organizations with direct factory people in a geography is a growing trend. Allow me to give my view of its advantages and the necessary management […]
My last article comparing the lighting and supply representation models produced discussions that continue. It was then requested we consider other channels to see what manufacturers and distributors could learn. I decided to look at the HVAC channel with given […]
Having spent many years in the electrical industry as a 4th generation rep agency, my grandfather told everyone that my first words as an infant were “thank you, but we choose not to get into lighting.” Things have certainly changed, […]
Welcome to a new year and let me be one of the first to say, “happy New Year to you.” While some manufacturers, reps and distributors started their joint 2022 planning in Q4, for the majority of us the planning […]
Many of us “old-timers” have previously gone through product shortages in this industry. However, I never recall so many products being involved at the same time. How companies deal with this may have longer term affects, however, than in the […]
Given today’s supply chain disruption from material shortages, lack of truck drivers warehouse staff, and docks full of unloaded material, culminating in manufacturers many turn defensive, tell customers “material is coming, just wait” (similar to a rolling airline delay) and […]
It’s that time of year again. Time for responding to sales management requests for 2022 sales forecasting. But this year it may be more wrapping a story around a riddle that may be an enigma … unless you have a […]
Recently I was with a Vice President of Sales for a larger electrical manufacturer discussing rep consolidations and mergers. Was it good for the industry and, most especially, would manufacturers consider this a positive as they look to continue to […]
As NEMRA hired a new director of Digital Transformation, it led me to think of how digital is changing rep selling. Transformation can impact operations, but it also affects sales processes. Using my own experiences. and that of others I […]
