I was in the grocery store the other day picking up a few things and noticed that some of my wife’s selections were no longer being stocked. Instead, I noticed a significant increase in the visibility, and presumably SKUs, of […]
Yesterday’s announcement from the National Bureau of Economic Research that the economy is in a recession wasn’t a surprise. Nor was the fact that the economy has been slowing since last December. While it may be surprising that December was […]
With many companies currently developing their 2009 plans, its important to remember that there are many opportunities to take share, drive revenue and improve profitability in this marketplace.In fact, history shows that companies that take a prudent, aggressive, stance in […]
If you secure business via contracts, either as a distributor or a manufacturer, you know that maverick buying, on behalf of the end-user, can be the bane of a contract.Maverick buying is when purchasers within the end-user, who are supposed […]
The beginning of the meeting season coincides with the beginning of the planning season. Many manufacturers are well into the process with some distributors just starting. Looking into your crystal ball can be challenging, especially in light of recent uncertainty.While […]
Yesterday there was an interesting ad in The Wall Street Journal. An electrical and mechanical contractor, EMCOR, with almost $7 billion in revenues of which about 25% is electrical, was advertising their services. While the reasons are obvious – developers […]
The recent issue of NEMRA’s Hot Wire had an interesting article on the marketing role that reps are now undertaking on behalf of a number of manufacturers: Representatives Shoulder the Marketing TaskMany NEMRA reps report that as a result of […]
At one time or another most distributors have used this famous quote when dealing with the tax man. There is a companion statement/plea that also is used: “I don’t care what I paid for it, it is only worth “x”. […]
Lutron, Leviton, Philips, the hardware industry and North Dakota were in recent articles we’ve read. Below are the items of interest: “Lutron says dimmed halogen bulbs are better than compact fluorescents ” was the headline on www.dvice.com. The article goes […]
There are essentially three strategies to survive, and thrive, in a slowdown or recession (whichever term you prefer). They are: Take advantage of opportunities and “sell” your way through the economic challenge, hence positioning yourself for the inevitable upturn. This […]
