Allen Ray

Allen Ray has years of experience as a distribution business owner and in information systems. He has also been a marketer of product data and is currently a consultant to distributors, advising clients on how to stop  profit leakage and grow their bottom line. You can contact him at

Extra! Extra!
Thriving in a down market takes some creative thinking, whether you're delivering electrical products or newspapers.
Nicely Niched
While winning teams have powerful offenses and stingy defenses, special teams frequently deliver the winning edge. Be it a kick-off return that positions
Creative Offense Supports Strong Defense
Last month we wrote about how a strong defense, the operational aspect of your business, can add dollars to your bottom line. In a close game, defense
Gaining Intelligence to Grow Sales
Industry data can help you make better sales and marketing decisions
Fine-Tuning Your Operations - Electrical Wholesaling 07 Nov
Here are 16 ideas you can use to expand your business in a slow-growth market
Private-Label Pachyderm vs. Generic Godzilla
Over the past year, we've written extensively regarding the advent of private labeling in the electrical industry. We've surveyed and interviewed distributors,
The Rep's Ride on the 5-Ton Elephant
The advent of private labeling and the growth of no-name products are creating a squeeze for independent manufacturers' representatives. Some distributors,
Customers Speak Out on the Industry's Five-Ton Elephant
Private labeling has become a hot topic in the electrical wholesaling industry over the past few months, and Electrical Wholesaling's series of articles
Four Myths & Realities of Private Labeling
Before distributors consider private labeling, they must first understand all of the issues, including liability, the trade-offs of inheriting the role
The 5-Ton Elephant Returns
Part three of this series on private labeling explores the manufacturers' perspective on this controversial industry practice.
The 5-Ton Elephant Returns
In the first part of The 5-Ton Elephant, (EW Jan., p. 28), we shared some results of our distributor survey on private labeling. This month we'll share
The 5-Ton Elephant
Private labeling has always been that 5-ton elephant in the room that no one wants to talk about. Everyone always knew it was occurring and some distributors have private-labeled portions of their product line for years, but few people were willing to talk openly about it. That may be changing.
E-Biz Forum Report
The Electro E-Biz Forum 2006 held last month in Long Beach, Calif., captured the imagination of the electrical wholesaling industry's biggest e-biz supporters
The Paper Trail Continues
Electrical distributors buy hard goods in bulk, break them into smaller quantities and add credit and customer service to generate value and profits.
Paper Trail
It really makes no difference if electrical contractors bid on and build new construction or have a fleet of service trucks, because they are choking


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