Orbit Industries announced a new sales partnership with ElectriSpecNY of Skaneateles, New York. ElectriSpecNY will represent Orbit’s line of electrical products throughout Upstate New York. Established in 2018, ElectriSpecNY associates will focus on educating electrical contractors about Orbit products, and […]
The relationship between manufacturers and their reps is perhaps the single most important relationship that both can have as it is a synergistic, mutually dependent relationship that impacts the success of both companies. The best are a symbiotic relationship. For […]
Buyer behavior is changing. Convenience is now a differentiator. Customers expect it. It’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B buyer expectations, and it will become distributor reality (and is […]
NEMRA needs your help in understanding your needs to answer the question of “what will the rep of the future look like?” There are three key premises for preparing to prosper (some say “survive”) in the future: You need to […]
The rep alignment dilemma … whom to align with to generate sales? End-users? National chains? Independent supportive distributors? Any distributor who will support the manufacturer? The manufacturer? But, the bottom line becomes, what will generate sales to meet manufacturer expectations? […]
Rarely are the terms “manufacturer rep” and “marketing” referenced together. In reality, their is a synergy between the two. They both relate to communicating and demand creation. Historically manufacturer rep agencies have consisted of salespeople calling on distributors, “buyers” (contractors […]
3M’s recent decision to terminate most, if not all, of its remaining manufacturer reps may have represented the culmination of a decision to drive the business in a different direction where the company believes that its brand is strong enough […]
A few years ago, NEMRA identified that a major issue for its members was ensuring that they were compensated appropriately. While manufacturers endeavored to pay their reps, and typically did according to their contractual agreements, the reality is that the […]
Over the past few weeks I’ve spoken to and met with a number of manufacturer reps, working on topics ranging from strategic planning to marketing initiatives as well as customer satisfaction and succession discussions. Inevitably I’ve been asked a common […]
With the input from nearly 250 electrical and lighting distributors, manufacturers and manufacturer sales reps / lighting agent respondents, Channel Marketing Group and William Blair, with the support of https://www.ewweb.comElectrical Wholesaling, conducted our 2019 Q1 Pulse of Lighting Survey to […]
