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 […]
Electra Products, a leading manufacturer representative covering the state of Indiana, announced that they are now representing Phillips Lighting’s lamps and ballasts. According to a press release from Joel Van Tresse, president of Electra Products … “We are excited to […]
Brian Ragan, former Vice President Channel Strategy and Business Development for Schneider Electric, has joined NEMRA as its Director of Digital Transformation. According to a press release from NEMRA, ” – The National Electrical Manufacturers Representatives Association (NEMRA) is pleased […]
Verozza Lighting is excited to announce that Roth Lighting has been added to our ever-growing list of agencies representing Verozza’s lighting solutions to the specification community. Jeff Kosberg, Verozza Lighting’s Vice President of Sales remarked, “I’ve worked with Roth Lighting […]
This is a follow up on my last writing regarding manufacturer’s representatives and their functions. Based upon reader requests, I was asked for some compensation suggestions to motive reps. This is just one perspective from someone with agency experience. There […]
Sometimes it takes time for there to be synergy between a rep and a manufacturer. And yes, we’re using a play on words as Synergy Electrical Sales announced that it has become the manufacturer representative for IDEAL Electrical in the […]
First let’s go to Wikipedia for a definition. A spiff is slang for an immediate bonus for a sale. Typically, spiffs are paid, either by a manufacturer or employer, directly to a salesperson for selling a specific product. Frequently they […]
Hossley Lighting & Power Solutions, recently formed from their merger of Hossley Lighting and Lighting and Power Solutions, is expanding its reach into western Tennessee with a “strategic agreement” with Spectrum Lighting & Controls, serving as a succession plan (future […]
Have you noticed that with all the manufacturer and distributor mergers & acquisitions, that manufacturers representatives are following a similar strategy? For reference, since last August: There have been at least four major mergers of lighting agencies (most notably in […]
The first quarter saw a number of industry acquisitions and, while individually they highlight company growth initiatives, collectively they signal a trend that could be transformative for the industry … an industry divide driven by size. Yes, the big are […]
David Gordon
Channel Marketing Group
919-488-8635
