If you secure business via contracts, either as a distributor or a manufacturer, you know that maverick buying, on behalf of the end-user, can be the bane of a contract.Maverick buying is when purchasers within the end-user, who are supposed […]
The beginning of the meeting season coincides with the beginning of the planning season. Many manufacturers are well into the process with some distributors just starting. Looking into your crystal ball can be challenging, especially in light of recent uncertainty.While […]
Yesterday there was an interesting ad in The Wall Street Journal. An electrical and mechanical contractor, EMCOR, with almost $7 billion in revenues of which about 25% is electrical, was advertising their services. While the reasons are obvious – developers […]
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 […]
David Gordon
Channel Marketing Group
919-488-8635
