Last week’s NEMRA meeting proved once again that much gets accomplished when almost 2000 people from manufacturers and their sales organizations get together as NEMRA seemingly took over San Diego’s Marriott Marquis. Between a general session that unveiled new programs […]
With the NEMRA Annual Meeting beginning next week, more will go on than just manufacturers meeting with their reps. This week NEMRA announced a number of initiatives designed to position reps who are focused on “tomorrow” for success. Key announcements […]
Eclipse Tools is pleased to announce Electrical Logistics is its new representative for the state of Florida. Roger Scott, President & Owner of Eclipse Tools, said “Eclipse Tools has been seeking a good solid rep firm to represent our line […]
START Lighting shared this press release START Lighting is pleased to announce that CET & Associates is its new representative for the Colorado and Wyoming Markets. START, a commercial and industrial lighting manufacturer is known for designing and producing quality […]
Recognizing the opportunity to support its distributors, contractors and end-users in its territory, Biben Sales added a Lighting & Energy Manager to its team. It’s recent press release stated: The associates of Biben Sales & Biben Marketing Group are very […]
A core philosophy in developing sales compensation models is to reward salespeople for what you want them to do … which is sell. Salespeople need to be aligned with their company’s, and in the case of manufacturer reps their manufacturers, […]
Many distributors know that Acuity has touted its four tier approach to the market. The first two tiers have essentially been the traditional offering of electrical distributors but there has been some mystique to tiers three and four via its […]
For the September issue of Electrical Wholesaling magazine I wrote an article for their Speaking Out section titled Mega Agencies vs Smaller Reps. In an industry where it has commonly been stated that 80% of manufacturers who represent 60% of […]
In the electrical industry, capturing business is a fight for market share. And to win that fight you need the most effective sales organization. One that can get into “the right person at the customer” (be they and end-user, contractor […]
Much is talked about “innovation”. It’s a term that is loosely tossed around and requires a commitment, or perhaps a better term is “mentality”, that is infused into individuals and a culture. It’s a desire to “excel” and, perhaps more […]
David Gordon
Channel Marketing Group
919-488-8635
