On September 8th we shared the findings of our recent Joint Business Planning research conducted earlier this year. This report, and the accompanying recording, highlight the findings and share some recommendations. Key areas for improvement include: Advanced planning Understanding the […]
A continued growth area for distributors is energy efficiency. While new construction, almost by definition, will utilize “energy efficient” products, the renovation market is where there is continued growth potential. It requires companies to be aware of the benefits, their […]
Labor Day marks the unofficial end of summer as well as the unofficial beginning of the 2017 planning season in the electrical industry. While we know a number of manufacturers and distributors who have started to embark on their planning […]
2016 has been a challenging year for many industrially-oriented electrical distributors. Between the decline and ripple effects of oil and gas markets, the strength of the dollar constricting the OEM market, the agricultural equipment market stagnating and economic growth being […]
Following the completion of 2016 planning cycle, we heard a lot of frustration with the current Joint Business Planning (JBP) process. In response to this issue, Channel Marketing Group, in conjunction with Verde Associates, fielded a JBP survey to a […]
Earlier this week Cree announced its 2016 fourth quarter fiscal year performance. The following are notes from their investor call but, the end result was essentially “what’s going on with Cree?” given that the stock essentially tanked thereafter. From their […]
Topaz Lighting and Electric is seeking a Western Region Sales Manager. Reporting to the National Sales Manager, this position manages all selling activities of Topaz’s Lighting and Electrical products through electrical distributors while increasing sales, building brand awareness, and growing profitability. […]
What do Crescent Electric and Walmart have in common? They both have recently made eCommerce acquisitions … and probably for the same reasons. And both, probably, have been frustrated with the pace of their eCommerce initiative. Consider this: Walmart just […]
For years we’ve recommended ElectricSmarts to distributors and manufacturers. For distributors they offer free, robust, content to enhance websites along with an eSales capability that enables contractors to selectively determine which distributors they want to electronically connect to … from […]
Rebates are a fact of life and the first marketing group rebate negotiation, in 1968, was designed to capture incremental revenue (for a wire company) with the distributors collecting the funds for a social engagement. But the core issue was […]
