The recent issue of NEMRA’s Hot Wire had an interesting article on the marketing role that reps are now undertaking on behalf of a number of manufacturers: Representatives Shoulder the Marketing TaskMany NEMRA reps report that as a result of […]
At one time or another most distributors have used this famous quote when dealing with the tax man. There is a companion statement/plea that also is used: “I don’t care what I paid for it, it is only worth “x”. […]
Lutron, Leviton, Philips, the hardware industry and North Dakota were in recent articles we’ve read. Below are the items of interest: “Lutron says dimmed halogen bulbs are better than compact fluorescents ” was the headline on www.dvice.com. The article goes […]
There are essentially three strategies to survive, and thrive, in a slowdown or recession (whichever term you prefer). They are: Take advantage of opportunities and “sell” your way through the economic challenge, hence positioning yourself for the inevitable upturn. This […]
In recent market research we heard that many feel that the overall size of their current market has, and is, shrinking, thus leading to price wars and hence margin deterioration. While much of this can be attributed to the economy, […]
Many have heard that Cerro recently changed its sales approach. The company exercised its 30 day right to cancel its rep agreements and is adding a number of people (rumor is five) to handle distributor accounts directly. According to a […]
Excellent article in the October issue of ManageSmarter, and referenced in today’s NAWSmartbrief. The article, entitled “Price Cutting is for Sissies” hits on two of the key reasons why salespeople discount pricing, and amplify where companies should commit training, marketing […]
Private labeling and unbranded products could have unintended consequences. An emerging trend amongst “contract manufacturers” is the development of strategies to move up the value chain. Consider: A July 18th Wall Street Journal article entitled “Contract Manufacturers Shift to Brand […]
We’ve had conversations with several analysts recently who have inquired about the electrical distribution industry. The conversations frequently turn to “what would happen to distributors if the economy slowed down?” While there are obvious revenue and profit implications, we discussed […]
