Rep sales forces will need to be restructured and re-trained to target specific types of customers and to provide more technical product information. We think reps’ sales organizations will undergo significant restructuring within the next five years. The rep of the future will need to add technical resources that align with the products and markets upon which the rep agency plans to grow....More
Barron Lighting Group, the originator of the LED exit sign and brands such as Exitronix, Trace*Lite, specialty LED and Indoor Grow Science, has recently appointed Virginia Lighting Associates Inc. as its new lighting representative for central Virginia....More
One Source Associates Inc. and Paolicelli & Associates have announced that the two companies will merge to serve the territories of western Pennsylvania and West Virginia with expanded manufacturer offerings....More
There’s no question eCommerce has changed the distribution landscape.
· It’s changed how you find, engage, and retain customers
· It’s changed your relationship with customers and the skills your people need to serve them
· It’s become a necessary business tool...More
In recent years, distributors have seen their markets drastically change with new competitors and new product categories appearing almost daily, and customers wanting to change the way they buy products and services. And when markets change, distributors must change....More