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? […]
ABB’ globally, seems to be “plodding” along. In this article analyzing the company from an investment viewpoint, the analyst compares ABB’s quarterly report versus some competitors and, for the most part, competitors prevail. He does say that ABB has the […]
Do you have the potential to be a Mid-Atlantic Regional Sales Manager for one of the fastest growing companies in the industry? If so, come work for Topaz. Topaz, a leading manufacturer and distributor of lighting and electrical products is […]
Grainger frequently is a good bellwether for the industrial market given their MRO focus on Fortune 500 industrial accounts. Grainger’s performance highlights that the industrial MRO rate of growth decelerated significantly. Q2 Report From their quarterly report and slide presentation: […]
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 […]
Rarely are the terms “manufacturer rep” and “marketing” referenced together. In reality, their is a synergy between the two. They both relate to communicating and demand creation. Historically manufacturer rep agencies have consisted of salespeople calling on distributors, “buyers” (contractors […]
Many industrially-oriented distributors lament that they can’t compete versus Grainger for MRO business at their accounts. They say “we now the ‘decision’ makers and can beat them on price but we can’t get the business. The same occurs with large […]
Dakota Supply Group (DSG) has hired Mike Rode as its new Vice President of Sales for electrical products and services. This new leadership role ensures that DSG’s customers in the electrical business segment have a dedicated focus at the executive […]
