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: It does not mean they are “bad”. They are trying to succeed, and many eventually do. The challenge, however, is how can they better manage … [Read more...] about Better Industrial Sales through Better Sales Coaching
Insights
Making AI Real Intelligence
AI has been all the rage since ChatGPT was unveiled. Not only is it the talk of every conversation relating to technology, price management, operational improvement, customer service, marketing and more, it has also powered the construction market with the explosion of data centers, advanced chip manufacturing, and, of course, the stock market. But, it’s impact to date is … [Read more...] about Making AI Real Intelligence
Opinion – Quick thoughts from the 2024 NAW Executive Summit
The National Association of Wholesale-Distributors Executive Summit was held this week in Washington D.C. Jan 30- Feb 1. This event has a wide mix of distribution leaders from leading Electrical, Industrial, MRO, Construction, Food, Packaging, Specialty, and two step distributors. It is one to the few events where you can see Electrical channel leaders sitting next to … [Read more...] about Opinion – Quick thoughts from the 2024 NAW Executive Summit
9 Ideas for Profitable Growth in 2024
Over the holidays I was contemplating writing a “10 Trends” type of article. You know, the type where you theorize what will occur in the coming year and talk about how companies can generate growth and profitability in the new year. And then I starting thinking “why”? I mean, enough has probably been talked about industry challenges. No one has the crystal ball regarding the … [Read more...] about 9 Ideas for Profitable Growth in 2024
What do your customers value the most from you?
Lately I’ve been thinking about “value”. Not necessarily from a financial / pricing / cost viewpoint but from a “what does your customer value THE MOST from you?” You may ask why I’m thinking about this? It relates to customer satisfaction, customer experience, value proposition, customer retention, lead generation, account penetration and potentially profitability … [Read more...] about What do your customers value the most from you?
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
Part 1 – How manufacturers are re-examining their Industrial distribution channel strategy for 2024
Leading manufacturers are always 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 step up communication … [Read more...] about Part 1 – How manufacturers are re-examining their Industrial distribution channel strategy for 2024
Today, it takes more than your Account Managers to drive Industrial sales and profitability
The past few months I have had the opportunity to spend a lot of face-to-face time with distribution leadership teams working with them on their go-to-market sales plans. I have some advice and counsel to share. If you are just refreshing your 2010 belly-to-belly selling playbook, I would recommend you consider some slight adjustments for 2025. Your end customer is short on … [Read more...] about Today, it takes more than your Account Managers to drive Industrial sales and profitability
Questionable Meetings. Are you willing to ask uncomfortable questions?
With the Distributor meeting season coming to an end this weekend and distributors finally done with their planning sessions with manufacturers (more meetings), the issue of the quality of the meetings defined as “probing questions / value of the meeting time” has been a topic of discussion that we’ve recently had. Our good friend Mike Marks recently resurrected a post he … [Read more...] about Questionable Meetings. Are you willing to ask uncomfortable questions?
Labor. Tomorrow’s Workforce is Smaller
Labor. Many have talked about it’s shortage. Be it a lack of technicians, a lack of qualified people for distributors to hire, or a lack of staff for manufacturers. Many have “blamed” Covid, the focus on “work from home”, an emerging “gig” / freelance economy, and other reasons. Lots of efforts, and initiatives, have been undertaken to “get people back to work.” Recently, … [Read more...] about Labor. Tomorrow’s Workforce is Smaller
