Business en What Other Local Company Presidents Have to Say About the WinLectric Way <div class="node-body article-body"><p><em><strong>Note:</strong> This article is a sidebar to the March 2015 profile of WinWholesale, <a href="" target="_blank"><strong>&quot;The Will to Win.&quot;</strong></a></em></p></div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Company Profiles Fri, 13 Mar 2015 19:02:00 +0000 23531 at The Will to Win: Profile of WinWholesale <div class="field-deck"> WinWholesale became one of the 50 largest electrical distributors in North America by offering the challenge and joy of ownership to its local company presidents. </div> <div class="node-body article-body">Winlectric has grown steadily, too. It now has 64 locations, and another 11 WinWholesale companies carry electrical supplies to round out their core product lines. </div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Company Profiles Management Gold Winlectric Winwholesale Fri, 13 Mar 2015 18:27:00 +0000 23521 at <p>Before coming to Ft. Collins Winlectric in 1981, Roger&nbsp;Glanz was an electrician&rsquo;s apprentice.</p> Photos by Jim Lucy 5 Keys to Unlocking Profitable Growth <div class="field-byline"> By Steve Deist and Mike Marks </div> <div class="field-deck"> To find new growth opportunities, you will have to challenge old assumptions about how customers really want to be served and how to tailor your company’s services to meet these needs. </div> <div class="node-body article-body">Distributors’ sales and marketing resources are too often tied down doing the same old things when they could be working for the company in much more powerful ways.</div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Management Wed, 04 Mar 2015 16:34:00 +0000 23331 at klaikungwon/iStock/Thinkstock Getting into the Flow: A new formula for sales success, Part 1 <div class="field-byline"> By Mike Rockwood and Lou Pontarelli </div> <div class="field-deck"> With a custom-designed 12-course sales program, two sales pros from Associated of Los Angeles believe they have a winning formula for sales success. The first article in a continuing series. </div> <div class="node-body article-body"><p>After years of success leading dozens of sales teams and hundreds of salespeople, we became frustrated and puzzled that our tried-and-true sales leadership techniques were losing their punch.</p> <p>We asked ourselves, &ldquo;Why are our practices not inspiring effective, energized, winning teams as well as before? What was wrong? What changed?&rdquo;</p></div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Sales flow sales Wed, 04 Mar 2015 16:25:00 +0000 23321 at Lutron Celebrates Five-Star Showrooms <div class="node-body article-body">Lutron Electronics announced the winners of its 2014 5-Star Lighting Showroom Awards at the International Lighting Market show at the Dallas Market Center, Dallas, Texas, last week.</div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Bulletin Board Lighting Marketing Mon, 26 Jan 2015 23:17:00 +0000 22401 at Image from Lutron HomeWorks QS web page Top 10 Reasons Your Business Strategy Could Fail <div class="field-deck"> Distributors, manufacturers and reps often run into the same problems in executing business strategies. This article offers insight into the common problems they have and some advice on how remedy them. </div> <div class="node-body article-body">We have consistently found 10 major reasons why these companies fail to execute their business strategies. The electrical distribution channel is not alone when it comes to flawed strategy execution.</div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Management distribution strategy Silver Thu, 15 Jan 2015 17:33:00 +0000 22271 at Digital Vision/Photodisc/Thinkstock Point of Sale: Profits Lost? <div class="field-deck"> A study conducted for NEMRA finds opportunities for industry-wide improvement in a look at independent rep compensation and the state of point-of-sale data in 2014. </div> <div class="node-body article-body">A new study conducted for the National Electrical Manufacturers Representatives Association (NEMRA) shows that widespread gaps in point-of-sale (POS) data policies and procedures make it difficult for manufacturers’ reps to be correctly compensated for their work, and traces out the causes and implications of the problem. </div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> E-biz Management Rep News Gold Wed, 14 Jan 2015 19:33:00 +0000 22211 at Vstock/Vstock LLC/Thinkstock Masters of the New York Minute <div class="field-deck"> For G&G Electric Supply’s Larry Heimrath and Joe Fusco, there’s no place quite like New York and with the city’s renaissance, no better time to be an electrical distributor in the Big Apple. </div> <div class="node-body article-body"><p>Electrical distributors who thrive in Manhattan are a different breed. They are first and above all survivors. In the past 15 years, they survived Hurricane Sandy, which shut off power to an estimated 200,000-plus customers in Manhattan, and many times that number in the city&rsquo;s four other boroughs. They survived the horrors of 9/11 and a recession that decimated Wall Street&rsquo;s financial industry with mass layoffs.</p></div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Company Profiles New York distributor Gold New York Mon, 15 Dec 2014 21:55:00 +0000 21721 at <p>Larry Heimrath (left) and Joe Fusco, his nephew and the fourth generation in the family-owned business, have used their street smarts to build what they say is the largest family-owned electrical supply house headquartered in Manhattan.</p> Photo by Jim Lucy The 6 Dirty Words that Soil and Spoil Your Marketing Plans <div class="node-body article-body">Got a product launch planned in 2015? Find out what John Favalo of Eric + Mower and Associates has learned about bringing new products to market during his 35 years of marketing products to electrical distributors, electrical contractors and other end users.</div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Marketing Eric Mower Favalo product launch Mon, 08 Dec 2014 21:22:00 +0000 21561 at <p><span style="font-size: 10pt; font-family: Arial, sans-serif;">John Favalo, Managing Partner Group B2B, Eric Mower + Associates<o:p></o:p></span></p> Eight Great Sales Tips <div class="field-byline"> Sean Leahy, Author of &quot;The Sales Shot&quot; </div> <div class="node-body gallery-body"> Sean Leahy, author of "The Sales Shot," offers these 8 Great Sales Tips as a holiday gift to EW readers.</div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Sales sales Sales Shot Sean Leahy Mon, 08 Dec 2014 17:27:00 +0000 21541 at