Business en 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 The Distributed Future <div class="field-deck"> The movement toward widespread use of distributed sources of power, from small rooftop solar systems to community and campus microgrids, is gaining momentum and giving shape to the power systems of the future. </div> <div class="node-body article-body"><p>The future is coming on fast in the world of electric power. We&rsquo;ve talked over the past two years in these pages about the potential disruption to come from distributed energy resources (DER) or distributed generation. Over that time, some of the what-ifs have become real world transitions and new what-ifs have become a little more compelling. Recent news reports and research publications give some hints of what a future rich in distributed generation options might look like.</p></div> <p><a href="" target="_blank">read more</a></p> Market Forecasts Management Solar Gold Tue, 01 Mar 2016 19:45:00 +0000 31821 at Frank Peters/iStock/Thinkstock 10 Trends Now Shaking the Industry <div class="field-deck"> This article explores EW’s picks for the 10 trends now rewriting the rules in the electrical wholesaling industry. </div> <div class="node-body article-body">The changing business world will offer transformative opportunities to the companies that adapt, but will lock out others that don’t keep up and elect to continue business as usual. Here are our picks for the trends that will impact your business most in the future.</div> <p><a href="" target="_blank">read more</a></p> Management Gold Tue, 01 Mar 2016 16:54:00 +0000 31791 at Jack Hollingsworth/Photodisc/Thinkstock The Rep of the Future <div class="field-deck"> A new white paper recently published by NEMRA and Farmington Consulting Group says three sea changes are now revolutionizing the rep’s role in the electrical market. Part 1. </div> <div class="node-body article-body">Results from a NEMRA/Farmington Consulting Group survey of independent manufacturers reps, electrical manufacturers, electrical distributors, electrical contractors and other buying influences on what they think about the rep’s role today and in the future.</div> <p><a href="" target="_blank">read more</a></p> Management Gold Tue, 16 Feb 2016 21:43:00 +0000 30791 at Wavebreak Media/Thinkstock Honing an Edge in LED Lighting <div class="field-deck"> EDGReps blends tried-and-true service strategies with customer training and the latest LED technology to build their lighting business throughout Arizona and southern Nevada. </div> <div class="node-body article-body">At EDGReps (EDG), Mesa, Ariz., Nicole Bagozzi, company president, and her team use this approach to compete against larger reps and build their business throughout the Phoenix metropolitan area, the rest of Arizona and southern Nevada. </div> <p><a href="" target="_blank">read more</a></p> Company Profiles Management Rep News Gold Wed, 13 Jan 2016 19:48:00 +0000 29101 at <p>Nicole Bagozzi, president (foreground right), and the EDGReps crew: Amiee Paprocki,&nbsp;Catherine Moldenhauer, Ben Bagozzi and Curtis Moldenhauer.</p> Photo by Jim Lucy Five Attributes of Tomorrow’s Distributor <div class="field-byline"> By Dominic Telaro </div> <div class="node-body article-body">Top distributors use ERP systems to identify problems before they become disasters and market opportunities before they grow stale.</div> <p><a href="" target="_blank">read more</a></p> E-biz IBIS Matt Petersen Microsoft Dynamics Thu, 17 Dec 2015 22:04:00 +0000 28441 at Estimating Opportunity <div class="field-deck"> The electrical market’s dream of a frictionless end-to-end electronic commerce solution may finally be taking shape in a way that online retailers will find hard to disrupt. </div> <div class="node-body article-body">A different and in ways more efficient and organic form of electronic commerce has quietly caught on and continues to grow. Contractors’ use of estimating software to streamline the process of building bids has led to a surge in distributor participation.</div> <p><a href="" target="_blank">read more</a></p> E-biz Gold Tue, 01 Dec 2015 19:47:00 +0000 32661 at <p>Your advantage comes by creating and building on the e-commerce &ldquo;umbilical cord&rdquo; connecting your data into your customers&rsquo; systems.</p> monmeybusinessimages/iStock/Thinkstock