Business en Lighting’s Inventory Puzzles <div class="field-deck"> How electrical distributors are dealing with inventory in lighting’s new world of accelerated obsolescence. </div> <div class="node-body article-body">The wondrous changes brought by LED lighting technology over the past few years also bring with them a fiendish set of puzzles for distributors to solve in terms of inventory.</div> <p><a href="" target="_blank">read more</a></p> Lighting Management Gold Wed, 10 Aug 2016 19:10:00 +0000 35941 at jgroup/iStock/Thinkstock A Journey to Reality with IIOT <div class="field-deck"> The Industrial Internet of Things (IIOT) is an opportunity, not a threat for electrical distributors. Here’s why. </div> <div class="node-body article-body">Today, in spite of the current industrial slowdown, the experts remain bullish. With this massive potential for growth, one can only wonder why more companies haven’t positioned themselves as early adopters in the IIoT movement.</div> <p><a href="" target="_blank">read more</a></p> Management Gold Tue, 02 Aug 2016 20:47:00 +0000 35841 at <p>Thanks to the IIOT, remote monitoring of plant-floor processes can slash maintenance expenses. With the burdened cost of a journeyman control engineer at up to $100 per hour, losing a couple days of production due to downtime can cost thousands.</p> microolga/iStock/Thinkstock A New Game Plan for Performance Reviews <div class="field-deck"> This High-Performance Coaching strategy can help distributors, reps and manufacturers manage the appraisal process more effectively. </div> <div class="node-body article-body">Electrical distributors, manufacturers, and reps that have kicked old-style annual performance appraisals to the curb and retrained their managers to give continual performance feedback through monthly high-performance coaching sessions achieve both higher employee productivity and employee satisfaction.</div> <p><a href="" target="_blank">read more</a></p> Management Gold Mon, 01 Aug 2016 19:43:00 +0000 35811 at Ryan McVay/Photodisc/Thinkstock Battling the Energy Pirates <div class="field-deck"> Wondering how the Internet of Things (IoT) might impact the electrical market? Check out how Boss Controls uses the IoT to remotely control electrical loads for its customers and helps them market the savings to electric utilities. </div> <div class="node-body article-body">Puschnigg looks at the ability to mass control the smart plugs to turn off devices during peak demand periods as a “virtual power plant” that users can utilize to produce savings and lessen the load on the local utility.</div> <p><a href="" target="_blank">read more</a></p> Company Profiles Electrical Jobs Today Gold Thu, 30 Jun 2016 20:59:00 +0000 34961 at <p>The folks at Boss Controls love being on the cutting edge of new technology. Several are &ldquo;serial entrepreneurs&rdquo; who worked for other startups before coming to BOSS Controls. (Left-right) Paulette Duderstadt, the company&rsquo;s CMO and CXO, marketing for C-Leveled; Abby Kougher, C-Leveled; Greg Puschnigg; Dan Brailer; and Tara Mocco, BOSS&rsquo;s corporate controller.</p> Jim Lucy ATI Takes on E-Commerce <div class="field-deck"> Distributor embraces the challenge of rethinking its online presence to make customers more comfortable buying online. </div> <div class="node-body article-body">The company’s experience building its online identity demonstrates that consumer-grade e-commerce can be done by electrical distributors without the resources of a billion-dollar company.</div> <p><a href="" target="_blank">read more</a></p> E-biz Silver Tue, 28 Jun 2016 17:20:00 +0000 34881 at <p>ATI&rsquo;s e-commerce website at <a href=""></a> is going in for an upgrade to improve user experience.</p> Tool Time in Milwaukee <div class="field-deck"> Milwaukee Tool showed off its investments in its 18V battery line and remote tool tracking to more than 100 editors and online content providers at its annual New Product Symposium. </div> <div class="node-body article-body">A key theme of the event can be summed up in three words: Cut the cord. Milwaukee is moving aggressively to shift its power tool portfolio from corded products to its lithium-ion 18V Fuel platform.</div> <p><a href="" target="_blank">read more</a></p> Marketing Silver Tue, 28 Jun 2016 17:11:00 +0000 34871 at <p>To market its enhanced line of LED work lights, Milwaukee Tool took quite a bit of floor space in a three-story former hardware store in downtown Milwaukee that was the site of the New Product Symposium and transformed it into a dark and dingy industrial job-site, complete with smoke for effect.&nbsp;</p> Photo by Jim Lucy Desperately Seeking Objections <div class="field-byline"> By Mike Rockwood </div> <div class="field-deck"> Salespeople too often avoid customers’ objections. That’s too bad because they are missing out on a great learning tool to find out what customers really want. </div> <div class="node-body article-body">Rather than minimize or avoid objections we should desperately seek them out throughout the whole sales process. Instead of avoiding such critical thinking, pursue it, and face each objection squarely. </div> <p><a href="" target="_blank">read more</a></p> Sales Silver Tue, 31 May 2016 21:55:00 +0000 33991 at ALLVISIONN/iStock/Thinkstock The Rep of the Future: Part 3, the Role of Sales and Marketing <div class="field-deck"> Reps will need to rethink the role of their inside salespeople and invest in their marketing functions to cope with the changing electrical marketplace. Final excerpt of a three-part series. </div> <div class="node-body article-body"><p><strong>Rep sales forces will need to be restructured and re-trained to target specific types of customers and to provide more technical product information.</strong> We think reps&rsquo; 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.</p></div> <p><a href="" target="_blank">read more</a></p> Management Rep News Silver Tue, 31 May 2016 20:53:00 +0000 33981 at Wavebreak Media/Thinkstock Rethinking Lighting <div class="field-deck"> Digital IoT control, continuing advances in the solid-state technology and new business models for installing and selling lighting are rewriting the rules of the lighting game. </div> <div class="node-body article-body">The lighting market is no stranger to change, but what’s about to happen next in a market space that can easily account for more than 20% of the typical electrical distributor’s annual sales is truly mind-boggling.</div> <p><a href="" target="_blank">read more</a></p> Lighting Management Gold Fri, 01 Apr 2016 17:31:00 +0000 32441 at <p>When Thomas Rau, founder of the Rau architectural firm in Amsterdam, talked with Philips Lighting about the new lighting system he envisioned for this office, he told them he wanted lighting that was customizable by the workspace and employee and, of course, highly energy efficient.</p> Philips Lighting and RAU-Architecten A’dam/Thomas Rau The Rep of the Future: Part 2, Sales Technology and Demand Creation <div class="field-deck"> Over the next few years, you will see best-in-class independent reps in your market invest in the latest sales automation tools and restructure their sales forces to focus on distinct end-user market segments. </div> <div class="node-body article-body">This article will drill down into the study’s findings on the need for reps to operate more efficiently and to use sales technology more effectively.</div> <p><a href="" target="_blank">read more</a></p> Sales Rep News Gold Thu, 03 Mar 2016 19:50:00 +0000 31381 at <p>FCG&rsquo;s Tom O&rsquo;Connor led a panel discussion on the NEMRA Rep of the Future study at the NEMRA annual conference on the recently published NEMRA/Farmington Consulting Group &ldquo;Rep of the Future&rdquo; study. On the panel were (left-right) John Hoffman, Legrand; Jim Johnson, Calpipe; Troy Jennings, John Moore &amp; Associates; Kelly Boyd, ElectroRep; electrical contractor Randy Hirotsu, Rosendin Electric; and CED&rsquo;s Joe Huffman.</p> Photo by NEMRA