No, we’re not being sexist! This was a term that a client used recently to describe today’s sales environment: PanicModeSelling Throughout their marketplace they are seeing distributors quoting projects at minimal margins and manufacturers providing pricing that is below what […]
A comedic thought for today. Recently we wrote an article for Electrical Wholesaling categorizing distributors as smart growth companies, cash flow companies or reactor companies (and yes, some may be toxic!). The article will appear in the June issue. (if […]
No, we’re not talking bankruptcy (although GM did file today), but dealer management.Over the past month, Chrysler and GM have essentially reduced their dealer networks by about 1900 dealerships, (about 800 out of 3200 for Chrysler and 1100 out of […]
The recent NAED Electrical Leadership Summit (aka NAED Annual or National) was one of the quietest conferences we’ve been to in a while. While attendance was 50-60% below recent annual meetings, and was more like a regional meeting (the number […]
Over the past month we’ve talked to a number of distributors and manufacturers who are sensing a change. While business for many has been “challenging”, for some the steep decline has been mitigated. A number of these companies are transitioning […]
A recent Washington Post article focused on the declining inventory levels throughout the economy. And while this can be good for each company as everyone wants to reduce inventories to ensure that they carry what they are selling, it can […]
Much has occurred over the past couple of months and many manufacturers and distributors have cut to the bone in an effort to preserve profitability. These cuts have focused on people, programs (in the case of manufacturers) and products (in […]
Recently we’ve spoken and met with some manufacturers about their methods of going to market, and specifically through distribution, and more specifically about how distribution may be constraining their growth.As you can suspect, the views are wide ranging.One company, which […]
As seen in today’s Electrical Marketing, and with expanded information and insights … David Gordon, president, Channel Marketing Group, Raleigh, N.C., and Allen Ray, president, Allen Ray Associates, Kennedale, Texas, recently conducted their annual ElectroIndustry survey. Almost 400 distributors, manufacturers […]
On November 9th we posted some thoughts entitled “Taking Advantage of a Downturn” where we quoted some research that proved that investing in sales and marketing during a downturn can enable a compaany to take share and grow their business. […]
