With Tuesday being Election Day, far be it from me, or a rep agency, to try to influence an election, but the debates have captured our attention. Living in a “swing state” I can say unequivocally that I am tired of […]
Earlier this year Channel Marketing Group conducted research regarding joint business planning and released the results earlier this fall. Some of the key findings revealed that: Manufacturers talk sales; distributors talk profits … and then sales Distributors who invest in […]
Earlier this week there was a press release announcing that a small, innovative and progressive LED lighting company, START Lighting, had recently joined NEMRA. Now normally a small manufacturer joining an association isn’t too noteworthy, and, quite frankly, it isn’t, […]
Following the completion of 2016 planning cycle, we heard a lot of frustration with the current Joint Business Planning (JBP) process. In response to this issue, Channel Marketing Group, in conjunction with Verde Associates, fielded a JBP survey to a […]
Monday was “movement day” for lighting relationships. And the changing relationships may say something more about the manufacturers than their partners. WESCO Moves to Current by GE WESCO has been synonymous with Eaton and Phllips Lighting and was / is the […]
Equitable compensation is a topic that is near and dear to every manufacturer, distributor, manufacturer rep and salesperson. After all, why “sell” a product if you are not compensated for it? This is one of the key issues facing electrical […]
Stan and I attended the NAED South-Central, held in Las Vegas, last week. Reportedly 630 or so people were registered, albeit the “feel” of the meeting left one wondering “where are the people” as the general session seemed lightly attended […]
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 […]
Earlier this week I was speaking with distributor and we were discussing sales effectiveness. Throughout his career he has been in sales roles, inclusive of sales management. One of the areas we discussed is the attributes of successful salespeople. He told […]
Recently I saw a posting on LinkedIn that shared these sales statistics. Having been in sales, managed sales teams and consulted with clients regarding their sales organizations, it struck a cord. Common perceptions of most distributor sales organizations include: Not too […]
David Gordon
Channel Marketing Group
919-488-8635
