Independent distributors know that business is won based upon their people. It's relationship and knowledge that makes the difference, In a word, it's "caring." Achieving that level of customer intimacy requires staff that genuinely care for customers, each other, and their company. This is why employee retention is higher at independently owned industrial supply … [Read more...] about Thriving Amid Consolidation: Talent Opportunities for Independent Distributors
Growth Strategies
Gain Industry Insights. Participate in the Q3 Pulse of Industrial Supply Survey
Industrial Supply Trends is continuing our quarterly series of gaining marketplace insights and sharing it with you, helping you benchmark your performance. The Q3 Pulse of Industrial Supply survey is now open, until September 24th. Results will be shared the first week in October. We need input from distributors, manufacturers, and independent manufacturer … [Read more...] about Gain Industry Insights. Participate in the Q3 Pulse of Industrial Supply Survey
ISA Member Spotlight Series – Industrial Supply Company
As I was doing the research and interviews with Industrial Supply Company, and writing this profile, one famous quote kept popping in my head.... "Go West, young man, go West and grow up with the country." Horace Greeley. That "grow up with the country" phrase certainly applies to Industrial Supply Company. They are a great example of a Company founded in 1916 in Salt … [Read more...] about ISA Member Spotlight Series – Industrial Supply Company
Building and Keeping a Winning Culture Through Leadership
The famous Peter Drucker said "culture eats strategy for breakfast." The one thing he didn't say, but inferred, is that culture stems from great leadership. In a time where seemingly everyone is running faster than ever and, for much of your staff, 2024 may have been a grind, a strong culture that is reinforced by appreciative leadership, is critical. Consider today's … [Read more...] about Building and Keeping a Winning Culture Through Leadership
Are / Can Industrial Distributors Be Demand Generators?
Recently I visited a manufacturer client who asked me about “the channel”. Specifically, they wanted to know: “What drives distributor product selection, what is the food chain, what’s the value of each?” “Are distributors proactive in creating opportunities and selling our types of products?” In all transparency, this is a manufacturer who is owned by a PE firm and … [Read more...] about Are / Can Industrial Distributors Be Demand Generators?
Why Industrial Product Launches Fail
We're finally through 2024 and some of the manufacturers in your planning meetings likely discussed their new product launch plans (and maybe a distributor shared their approach to new product introductions.) During the planning process some manufacturers communicate to their distributors about their upcoming product launches. Why do we say "some"? Because many are skeptical … [Read more...] about Why Industrial Product Launches Fail
Is Your Team Curious? Are You Investing in “Ventures?”
Recently I was talking with a client about strategic planning as they are beginning their journey to define their path forward to 2030. They’ve set a goal, identified values, have a vision of their purpose, and currently have a strong business. The executive management team is being brought together to share insights and build the “framework” of the plan. After that, others … [Read more...] about Is Your Team Curious? Are You Investing in “Ventures?”
Prokeep Helps Capture the Text and Turn it Into Dollars
As distributors seek cost-effective ways to improve customer experience, improve productivity and have a cost-effective sales tool, while doing all of these digitally, Industrial Trends is pleased to welcome our newest partner, Prokeep. Prokeep offers a unique solution to distributors, which can also cost-effectively and easily be used by manufacturer representatives, which … [Read more...] about Prokeep Helps Capture the Text and Turn it Into Dollars
Creating lemonade at Institutional Accounts
What do market segments such as government, universities / higher education, life sciences, government/ municipalities, sports teams, hospitals, and agriculture have in common? While most are considered "institutions", they all are significant users of eProcurement / punchouts as part of their electrical buying process. They use companies such as Ariba, Coupa, Jaggaer, … [Read more...] about Creating lemonade at Institutional Accounts
Driving Share and Sales with Customer Loyalty Reward Programs
Industrial distributors and manufacturers are fighting to retain market share and seek growth in a challenging market. Typically, the most profitable strategy to strengthen, deepen and broaden opportunities within existing customers. An effective tool to achieving this is also a time-tested strategy for many Industrial distributors and some manufacturers ... contractor … [Read more...] about Driving Share and Sales with Customer Loyalty Reward Programs
