A core philosophy in developing sales compensation models is to reward salespeople for what you want them to do … which is sell. Salespeople need to be aligned with their company’s, and in the case of manufacturer reps their manufacturers, […]
Recent news of Prysmian winning the General Cable sweepstakes brings a close to the auction of the business that was started this summer as both have benefited from higher copper prices … and hopefully that helped General Cable optimize its […]
As electrical distributors launch, or prepare to launch, their eCommerce sites, they need to be aware of a key customer dynamic that is changing…the expectation of accuracy. While many have talked about Amazon Business being a key competitor (or threat), […]
Many distributors know that Acuity has touted its four tier approach to the market. The first two tiers have essentially been the traditional offering of electrical distributors but there has been some mystique to tiers three and four via its […]
Electrical distributors have few ways to benchmark their performance versus competition other than talking to peers. AD’s increased transparency provides some insight into the performance of a group of independent distributors, Graybar shares some high level insights that sometimes can […]
We’re into earnings season again and time to selectively review transcripts from companies. First up is Cree where we’ll focus on the feedback they provided regarding their lighting business. As many know, Cree recently hired a new CEO who has […]
For the September issue of Electrical Wholesaling magazine I wrote an article for their Speaking Out section titled Mega Agencies vs Smaller Reps. In an industry where it has commonly been stated that 80% of manufacturers who represent 60% of […]
Last week Acuity shared its fourth quarter / end of year report providing some insight into the lighting market for July through September. From an Acuity viewpoint it was another record quarter and year. From the earnings call: Record Q4 […]
The post, GE and ABB – A Done Deal Yet? Almost, was written Sunday night before my early morning departure to head to the AD North American Meeting. Now we have confirmation of a deal … ABB has purchased GE […]
Last week Bloomberg News reported that their sources are saying that ABB will be acquiring GE Industrial Solutions. This seemed to corroborate what was posted by readers on ElectricalTrends’ two stories (GE and ABB … Doing the Tango, GE Industrial […]
