Reps

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Looking Forward for 2021

David Gordon Posted On January 6, 2021

January 1 marked the turning of the calendar and with it we think “a new year.” 2020 was an “interesting” year. Few, if any, recall the first 75 days of 2020 and the promise, or concerns, that ushered in the […]

Associations / More Insights / Reps / Sales Channel

NEMRA Goes Big with 2021 Annual Meeting; Fights for PPP Deductions

David Gordon Posted On December 14, 2020

With the dramatic surge in COVID, last month NEMRA pivoted from its planned, 2021 face-to-face annual meeting planned for Orlando (that already had over 500 registrants), to a virtual conference. And unlike conferences in every industry that seem to reduce […]

Industry Consolidation / More Insights / People in the News / Reps / Sales Channel

Southwire Adds to Board, Two Tied to Electrical Industry

David Gordon Posted On December 3, 2020

Southwire, ostensibly the US’s electrical distribution wire and cable leader, announced that it added four people to its board of directors. The four individuals are: Karen Carter, Chief Human Resources Officer and Chief Inclusion Officer for Dow Richard Holder, formerly […]

People in the News / Reps / Sales Channel

Orbit Industries Expands Rep Network

David Gordon Posted On November 29, 2020

Orbit Industries, known for their fittings, boxes, lighting offering and pre-fab solutions has expanded its rep network with Electra Sales of Arkansas and L.P. Chick in Kentucky. The company, based in California but expanding rapidly in the East with its […]

Channel Strategies / Distributors / Industry Consolidation / Industry Outlook / More Insights / Reps

My Podcast with Jason Bader

David Gordon Posted On October 9, 2020

Recently I had the honor to be interviewed by Jason Bader of The DistributionTeam for his 50th podcast Distribution Talk. Our conversation, which you can listen to here, was wide-ranging. We touched on: Acquisitions Customer loyalty programs The role of […]

Manufacturers / More Insights / People in the News / Reps / Sales Channel

New Century Sales Expands, Takes nVent to Kentucky

David Gordon Posted On October 8, 2020

New Century Sales, a leading Indiana manufacturer representative with key lines such as Southwire, Rab, the nVent Erico package, Littelfuse, Light Efficient Design, Appleton and more is expanding into Kentucky. It’s first line in this new market, is, according to […]

Channel Strategies / Distributors / Growth Strategies / Industry Outlook / More Insights / Reps / Research Reports

Q3 2020 Recovery & Looking Forward to 2021

David Gordon Posted On October 7, 2020

2020 has been a rollercoaster of a year … Q1, if you can remember that far back, started strong for most distributors. Q2 was the rollercoaster plunge, which we documented in three of our COVID surveys (first, second and third […]

Channel Strategies / Growth Strategies / Industry Consolidation / More Insights / Reps / Sales Channel

Rep Opportunities Abound

David Gordon Posted On October 1, 2020

2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, was surprising. Some are being forced to make changes due […]

Associations / More Insights / Reps / Sales Channel / Training

NEMRA Helps Reps Train for the Future

David Gordon Posted On August 31, 2020

Earlier this year NEMRA launched its Rep of the Future report which highlighted industry changes that are / expected to occur over the next five years and the traits that reps will need going forward. And recent conversations with reps […]

Growth Strategies / More Insights / Reps / Sales Channel / Training

Salespeople in Lockdown Could Cost You Share

David Gordon Posted On August 24, 2020

Recently I visited a manufacturer rep client and spent time with their salespeople. As typically goes, the conversation “wanders” into what they are observing in the marketplace (the benefit of F2F meetings!). The salespeople I was talking to have been […]