Welcome to New York. That’s the sign on I-90 West as the Massachusetts Turnpike ends and you enter into New York. It’s also the road more electrical distributors and electrical reps will be taking. Many New England distributors and reps […]
Last month ElectricalTrends sponsored a sales coaching training workshop focused on driving sales performance through coaching. We shared “why” this is a critical skill that essentially every distributor and manufacturer rep needs to invest resources (at least thought process and […]
The changes continue! At last month’s NEMRA conference, manufacturers emphasized selling rather than the supply chain issues of the past few years as they pursue growth in 2023. For many, the supply chain has dramatically improved. From conversations with manufacturers, […]
Field level sales management is one of the most challenging roles in the industry, and, in many cases, one of the least effective roles in distributors. Why you ask? Because the people who are placed in these roles typically are: […]
Doesn’t time fly. This weekend we turned the clocks forward which means spring is right around the corner and Q1 is almost done! With the quarter almost up, and seemingly much of the conference season, it’s time for our first Pulse […]
Lots going on in Chicagoland lately. Distributor acquisitions and lighting agency drama. On the distributor side of the business there was CED acquiring Amperage. Graybar acquired CX Connexion On the representation side, and more specifically, on the lighting agent side, […]
I was speaking to a large regional VP of Sales for an electrical distributor recently. His comment was “everyone wants loyalty, but when you give it, what is given in return?” This got me thinking, What is loyalty and how […]
I was speaking with a manufacturer who was contemplating converting his direct sales force to a rep network. He was having difficulty replacing salespeople leaving his company either for retirement or other reasons (some of which were revealed in our […]
The industrial segment of the electrical distribution market is undergoing change due to a number of market dynamics including reshoring / near shoring, the impact of climate technologies / EV, manufacturer employment challenges, the need for improved productivity / capacity coupled […]
One of the challenges we hear from distributors is the need for sales and marketing tools from companies that understand distribution … and especially the electrical distribution channel … and that are affordable regardless of the size of the distributor. […]
David Gordon
Channel Marketing Group
919-488-8635
