Last month Desiree Grace, President, Americas, Cembre, Inc., shared thoughts based upon her extensive industry experience on how manufacturers can improve their annual planning process by localizing their information gathering and truly partnering with their sales organizations to gain local […]
The electrical market has become more nuanced in the past few years. National statistics, and perhaps national strategies, mean less than every before. Why? Consider: Geographic tendencies Concentrations of market / vertical segments Population shifts State tax policies which have […]
Mention rebates to distributors and manufacturers and you’re sure to have an interesting conversation. Manufacturer Views on Rebates Manufacturers question their efficacy in driving incremental sales, express frustration in their lack of behavioral modification of distributor field personnel (branch managers, […]
ASA Electrical Sales, a leading independent electrical representative and NEMRA member covering Wyoming, Colorado, Arizona, New Mexico, Nevada, southern California and northern California is growing. The agency recently hired two new salespeople: Kyle Emge will be providing additional coverage in […]
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 […]
Recently US Lighting Trends, a collaboration between Channel Marketing Group and Kerrwil Media Group, connected with Clayton Smith (Director of National Distribution) Carla Bukalski, (Director of Industry Insights & Events) and David Kelley (Director of Specifications and Controls Sales) from […]
The past quarter has been an interesting time for the rep / lighting agent community with a number of significant changes occurring. The question becomes, “why?” While changes on the lighting side of the business seem to be perpetual and […]
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 […]
As the Q2 Pulse of Lighting report highlighted, the the lighting market is experiencing slow / no growth and, for some companies, is contracting. In fact, the second half outlook points to a contraction. However, it remains a large component […]
Labor. Many have talked about it’s shortage. Be it a lack of electricians, a lack of qualified people for distributors to hire, or a lack of staff for manufacturers. Many have “blamed” Covid, the focus on “work from home”, an […]
