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?
