SPAs, or "ship and debit" are special pricing agreements can be an important sales (or marketing, since price, theoretically, is a component of the marketing mix) tool. Over the past few years we've seen SPAs generate attention from technology companies (Interlyx, Enable, CMR, Vistex, TrulinX, and many of the ERP companies). All see the mantra of "digital transformation" as … [Read more...] about SPAs, or Ship & Debit, can be Sales and Profit Drivers or Drags
Insights
Structured Data, a Prerequisite for AI Industrial Manufacturers
In the realm of Industrial manufacturing, the potential of integrating Artificial Intelligence (AI) could be a competitive advantage. One of the critical components underpinning the effectiveness of AI is structured data. Structured data refers to organized information that is formatted for easy analysis and interpretation by machines. In the context of HVACR manufacturers, … [Read more...] about Structured Data, a Prerequisite for AI Industrial Manufacturers
Tips for Industrial Distributors to Improve Gross Margin
Corporate success, for many, is typically defined as sales success as sales revenue is an easily identifiable, and discussed / shared, metric. But in a quest to grow sales, and due to competitive pressures, gross margins for many distributors have eroded making gross profit dollars scarcer for investment back into the business. And with operating costs increasing and … [Read more...] about Tips for Industrial Distributors to Improve Gross Margin
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
