As we close in on ISA25 next week, we wanted to share with you some preliminary findings from the recent survey that ISA completed with manufacturers, distributors, and independent manufacturer representatives (IMRs). Brendan Breen from ISA shared some detail on the survey results and a preview of what to expect at ISA25 March 31- April 2nd in Nashville. By Brendan Breen The … [Read more...] about What Do Industrial Manufacturers, Distributors and IMRs Want to Know from Their End Users?
Manufacturers
What AI topics are highlighted at ISA25?
The current economic and industry-specific forecast for the Industrial Channel do not show double digit growth. Historically when the market is slower growth the focus on how to grow with end customers shifts to gaining more share and automating tasks that your team does manually. In looking at ISA25 this year one session really jumped out to me that is all about helping … [Read more...] about What AI topics are highlighted at ISA25?
Launching New Products Effectively
Channel Marketing Group's Gene Biben, with over 40 years' experience in helping manufacturers generate demand for new products, recently shared some thoughts on effectively launching new products and a major flaw in many manufacturers' product launch strategy ... not properly funding the launch strategy with an appropriate sales investment. He uses an experience he had in … [Read more...] about Launching New Products Effectively
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?
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?
