In recent market research we heard that many feel that the overall size of their current market has, and is, shrinking, thus leading to price wars and hence margin deterioration. While much of this can be attributed to the economy, […]
Many have heard that Cerro recently changed its sales approach. The company exercised its 30 day right to cancel its rep agreements and is adding a number of people (rumor is five) to handle distributor accounts directly. According to a […]
Excellent article in the October issue of ManageSmarter, and referenced in today’s NAWSmartbrief. The article, entitled “Price Cutting is for Sissies” hits on two of the key reasons why salespeople discount pricing, and amplify where companies should commit training, marketing […]
Private labeling and unbranded products could have unintended consequences. An emerging trend amongst “contract manufacturers” is the development of strategies to move up the value chain. Consider: A July 18th Wall Street Journal article entitled “Contract Manufacturers Shift to Brand […]
We’ve had conversations with several analysts recently who have inquired about the electrical distribution industry. The conversations frequently turn to “what would happen to distributors if the economy slowed down?” While there are obvious revenue and profit implications, we discussed […]
