Order fulfillment agreements between distributors have been around for years. Have you faced these issues? Servicing your customer’s total needs – Distributors are faced with order fulfillment issues when they don’t stock lines that their customer specifically request by brand, […]
Recently Reed Construction posting observations regarding contractor pricing strategies on its website in an article titled “Construction deflation’s impact on project cost estimates.”The article, which provides contractors with thoughts regarding how to target opportunities within dollar ranges and discusses the […]
Years ago the electrical industy viewed Home Depot as a major threat. First it was a case of DIY customers and smaller contractors leaving electrical distributors for a more convenient retail experience and most recently it was Home Depot’s foray […]
48 years ago, Pete Seeger wrote a song that is making a comeback in the electrical industry. While he called his song “Where Have All The Flowers Gone?”, in the electrical industry we might call this “Where Have All The […]
Consider these comments from senior managers. Do they sound familiar or are reminiscent of your market? “efforts to use limited discounts to lure customers to full-priced items don’t work” “aggressively marketed price reductions help keep sales momentum” “shoppers have been […]
No, we’re not being sexist! This was a term that a client used recently to describe today’s sales environment: PanicModeSelling Throughout their marketplace they are seeing distributors quoting projects at minimal margins and manufacturers providing pricing that is below what […]
Lately the lighting world has been in the news. Some recent articles of note: TCP has announced that it is going to offer its own branded line of CFLs, putting them in direcvt competition with the Big 3 for CFLs […]
Recently we conducted research on the state of SPAs in the electrical market for a client, from which we then wrote a white paper. The client, Datalliance, is offering the white paper on their website. They didn’t have any input […]
The Internet provides the ability for business interactions to become more transparent. Many distributors have used systems that integrate them with GCs and contractors to ensure projects are kept on schedule; distributors and manufacturers have been streamlining their processes through […]
Recognizing that SPAs are prevalent within the electrical industry and can be critical to the profitability of distributors, Allen Ray Associates and Channel Marketing Group recently launched an industry survey to better understand the state of the SPA market. Over […]
David Gordon
Channel Marketing Group
919-488-8635
