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?
Industry Insights
The world of industrial customer segmentation in 2025
This past month, I have been going through old boxes of work material and coming across some foundational material on customer segmentation and pricing that I used as a distributor. I found in the archives my personal pricing Encyclopedia Britannia (the Complex) and the Texas A&M Industrial Distribution Customer Stratification Model (the Simple) and it made me think … [Read more...] about The world of industrial customer segmentation in 2025
What does the IMARK/AD Merger for electrical mean for the Industrial Channel?
AD & IMARK Electrical Make the Merger Official: how does the new AD IESD impact the channel and is there any impact to HVACR Distributors? The news release that made it official called this a merger of equals to create AD Independent Electrical Supply Division (IESD) that represents 700+ independent electrical distributors with annual sales of over $43 Billion. Immediately … [Read more...] about What does the IMARK/AD Merger for electrical mean for the Industrial Channel?
Where is the channel headed in 2025 and beyond? Thoughts from MDM SHIFT
I was fortunate to once again be able to attend and present at the NAW/MDM SHIFT conference, and it is interesting to see how the construction and industrial channel continues to evolve. Modern Distribution Management (MDM) has been hosting this annual event for Distribution Leaders called SHIFT (originally MDM Sales GPS) for the last decade. Some of the best and … [Read more...] about Where is the channel headed in 2025 and beyond? Thoughts from MDM SHIFT
Winning the HVACR Product Data Revolution
In June HVACRTrends hosted a webinar introducing the Trimble / Distributor Data Solutions (DDS) collaboration. The two companies shared what they are seeing in the construction trades and how data is being used, and will be used, to help companies operate more efficiently, more effectively, and as a tool to capture market share. Takeaways Two key takeaways from the session … [Read more...] about Winning the HVACR Product Data Revolution
Rebates … The Gift that Keeps on Giving
Editors Note: CMG Trends publishing Electrical Trends (ET) and this article on rebates has been edited and shared with Industrial Trends readers. When you mention rebates to distributors and manufacturers and you’re sure to have an interesting conversation. Manufacturer Views on Rebates Manufacturers question their efficacy in driving incremental sales, express frustration in … [Read more...] about Rebates … The Gift that Keeps on Giving
ERP … The Heart of Your Industrial Channel Business
There was a phrase years ago that is attributed to EF Hutton, which was a financial advisory firm that goes “when EF Hutton speaks, people listen.” The inference was that EF Hutton had a wide reach, and somewhat influence. The same goes for Epicor given how integral their Prophet 21 and Eclipse ERP platforms are for many HVACR distributors.So, when Frank Heenan, Global VP of … [Read more...] about ERP … The Heart of Your Industrial Channel Business
The Road to a New ERP System
Deciding on an ERP system is one of the most challenging decisions for an Industrial distributor given its impact on business operations … everything from easy of doing business, ability to integrate with other tools, access to information, cost (acquisition, maintenance, training, productivity) let alone it touches every person who interacts with a company … associates, … [Read more...] about The Road to a New ERP System
Driving Industrial Distributor Profitability Through Operational Efficiency
The past year has proven we are back to pre-pandemic industry growth rates and in many cases flat to single digit declines. Maintaining, and improving, net profitability in the face of slowing growth, increased cost structure, and stagnant (if not decreasing) margins, requires improved operational efficiency, inventory management, strategic price management, appropriate … [Read more...] about Driving Industrial Distributor Profitability Through Operational Efficiency
Part 2- How manufacturers can re-examine their Industrial distribution channel strategy for 2024
Part 2 of our series on how leading manufacturers are preparing for and examining their Industrial distribution channel for adjustments in 2024. Get yourself prepared for the coming manufacturer-manufacturer rep- distributor realignment games to come. Future-focused manufacturers have been re-examining their channel strategy for the past few years. As business slows, they will … [Read more...] about Part 2- How manufacturers can re-examine their Industrial distribution channel strategy for 2024
