Productivity Archives

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NEMRA Delivers … 1900+ Attendees

David Gordon Posted On February 18, 2016

A couple of weeks ago I attended the NEMRA meeting as Channel Marketing Group has been working with NEMRA on its POS / POT initiative (point of sale / point of transfer). I was there to launch a draft of […]

Distributors / Growth Strategies / Marketing / More Insights / Pricing / Productivity / Profitability / Sales Channel / Supplier / Products / Technology / Training

Moneyball for Growth

David Gordon Posted On February 16, 2016

If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that they aren’t. Why? Because you don’t know. Unless you have […]

Branding / Channel Strategies / Customer Segments / Customer Service / eBusiness / eMarketing / Growth Strategies / Industrial Market / Industry Consolidation / Industry News / Lighting / Lighting2 / Marketing / More Insights / Pricing / Productivity / Profitability / Purchasing / Sales Channel / Technology

16 Distribution Industry Trends for 2016

David Gordon Posted On January 27, 2016

Over the past month, Allen and I have discussed our observations regarding the industry and shared trends we see that we think will impact business for distributors and manufacturers in 2016. We’ve agreed upon 16 sales, marketing, profitability and operations opportunities that we’d […]

Channel Strategies / eBusiness / Growth Strategies / Logistics / More Insights / Productivity / Sales Channel / Technology

Learning from Amazon and Generating Ideas

David Gordon Posted On December 6, 2015

Over the past couple of years there has been a number of initiatives, as well as much time and money invested, into ecommerce. While essentially everyone feels that this is an essential service to offer for longer-term growth (or survival), […]

More Insights / Productivity / Profitability / Technology

Excel … The Pervasive Hidden Tool

David Gordon Posted On November 8, 2015

As ERP’s age and new ones come on line for on-site install and Cloud, there is one piece of software coupled with a package that has become a de facto standard for most distributors to upload price matrix. Excel is that […]

Contractors / Industrial Market / Industry News / More Insights / Productivity / Profitability

WESCO Reports Q3 Performance.

David Gordon Posted On October 22, 2015

Earning season continues and with it an opportunity for distributors and manufacturers to benchmark their performance. We’ve shared some already and will have more in the next few days but, next up, is one that is anticipated by many … […]

Channel Strategies / Growth Strategies / More Insights / Productivity / Sales Channel

Sales Making Excuses?

David Gordon Posted On September 22, 2015

Your salespeople are great, right? After all, they are YOUR salespeople. When the economy is going great (you remember when!!), everyone hit their sales goals or achieved ever higher levels. When it muddles along and goals are not achieved, excuses […]

Contractors / Customer Segments / Distributors / Industrial Market / Industry News / Lighting / Lighting2 / Manufacturers / More Insights / Productivity

Patchwork Economy Resulting in Layoffs & Branch Closings

David Gordon Posted On September 14, 2015

Over the past few weeks Allen and I have spoken to a number of distributors and manufacturers and are receiving a range of input. During our discussions we gain a sense of what is occurring within markets. All of our […]

Customer Service / Logistics / More Insights / Productivity / Profitability / Technology

Extending Automated Inventory Management

David Gordon Posted On September 7, 2015

As we’ve talked to distributors over the summer a recurring theme has been the need to improve inventory management. Part of the reason is that the frequency of new products has increased, another issue is the stocking of LED products […]

Awards / Distributors / More Insights / Productivity / Technology

I.B.I.S. Inc. Named Top Microsoft U.S. Distribution Partner

David Gordon Posted On August 27, 2015

This press release announcing that Microsoft recognized I.B.I.S. as its US Distribution Partner of the Year came across our desk the other day and basically it’s interesting because I.B.I.S., Inc. was just one of the companies we featured in our Tech […]