Marketing for distribution today requires more nuance than ever before. It is no longer solely counter days, events (especially golf!), flyers, short-term promotions and logoed items. It's more about strategy, analysis, targeting customers, determining messaging, tailoring offers to selected audiences, promoting your value proposition and more. Further, giving a flyer to … [Read more...] about CRM … Today’s Marketing Backbone
Industry Insights
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?
The Top 5 tips to manage your inventory risk
This article originally was published in our HVACRtrends publication and edited for Industrial Supply Trends. Bonus wisdom - from the Hughes Brothers. During Covid and for some time after dealing with supply chain issues made is difficult to find that balance between low cost and available product. The business dynamics didn't change, but the risks have made managing your … [Read more...] about The Top 5 tips to manage your inventory risk
Distributors – Maximize Your Volume Rebates with a Strategic Revenue Plan
Given the importance of rebates to the net profitability of distributors, I reached out to a friend and former distributor client, Greg Smith, to share his first-hand experience, and best practices, to help distributors optimize their rebate earnings. For those who don’t know Greg, he owned a small electrical distributor, sold the business to a regional distributor and then, … [Read more...] about Distributors – Maximize Your Volume Rebates with a Strategic Revenue Plan
Manufacturers – Is Your Customer King?
My colleague, Gene Biben, penned an article for ElectricalTrends, discussing a disturbing trends, that affects many manufacturers. As background, Gene spent over 40 years as a manufacturer rep. The agency was passed from father to son. He has since retired, with his son-in-law taking over, but he stays involved in the business and the industry. Many of you know that the … [Read more...] about Manufacturers – Is Your Customer King?
