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 […]
Last month FedEx announced that they won’t renew a ground-delivery deal they had with Amazon to provide small-package ground deliveries. This follows FedEx’s announcement that it wouldn’t renew Amazon’s FedEx Express contract which Amazon used to transport packages by air. […]
The residential market is considered to be about 10-12% of the overall electrical market and about 20% of the overall contractor market, nationally, but, the residential market has a much greater impact on the overall market. The “light” commercial infrastructure […]
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? […]
Competing on price is a “no no” for many distributors. Few want to say “the reason why people buy from me is price.” But, do all of your customers want to buy from you for your service, people or your […]
Home Depot’s retiring CFO’s interview last night with Jim Cramer on CNBC shared a glimpse of why electrical distributors who serve small to mid-sized residential and commercial distributors should be concerned. And it’s all about pricing. The home improvement (perhaps […]
ABB recently launched a new initiative, eFinder, that enables visitors to its website to purchase material online. But they are not disintermediating the channel. Instead they are providing distributors with the opportunity to generate incremental business online. And at the […]
This week WESCO is taking 800+ people on an Alaskan cruise as part of their WESCO VIP incentive program. It looks like an exciting adventure (check out this pre-program video and follow them on their program Instagram page or on […]
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 […]
The article we had last month introducing Greenwing Technology as a punchout / e-Procurement resource and a new ElectricalTrends advertiser generated much feedback. Part of the reason is it is perceived that “punchouts” is “old school” and perhaps reserved for […]
David Gordon
Channel Marketing Group
919-488-8635
