For many small to mid-sized Industrial distributors, marketing has often been an after-thought. Something to support sales. It’s understandable given the business started with salespeople and, for a business to succeed, orders need to be quoted, captured, and processed. That’s the role of sales. But, for companies to grow, it takes having a strategy and creating awareness so … [Read more...] about Is Your Marketing a QSR or Fine Dining?
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Using Digitalization to Optimize Operations & Drive New Business in Industrial
To combat the challenges of today’s marketplace, progressive distributors looking towards the future are investing more and more into digitizing their processes to optimize performance. These companies recognize that: Data can be monetized. This means that information in their ERP systems can be acted upon rather than remain in data silos and databases. Whether this is … [Read more...] about Using Digitalization to Optimize Operations & Drive New Business in Industrial
Passion Powers, and Empowers, Industrial Leaders
In 2024, Dr. Jeffrey Magee, a leading “leadership and marketing strategist” asked me to contribute an article to his publication, Professional Performance Magazine. I had recently been talking with some people about the changes in the industry and what was driving the rate of acquisitions over the past few years. This inspired the below article. And remember, most … [Read more...] about Passion Powers, and Empowers, Industrial Leaders
CRM helps Reps and Manufacturers Succeed
CRM data sharing between independent manufacturer reps and manufacturers is a tricky, and touchy, issue. One of a rep's value propositions is local market knowledge as well as account / opportunity knowledge. No salesperson likes to let their "boss" know everything they know, but times have changed. The value in information sharing is significant and can help close sales … [Read more...] about CRM helps Reps and Manufacturers Succeed
Better Industrial Sales through Better Sales Coaching
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
