Management en Times & Trends: More Bricks & More Clicks <div class="field-deck"> Ever wonder how many sources of supply you compete against in your local market? Check out the chart and analysis in this editorial. </div> <div class="node-body article-body">There are all sorts of alternative channels that electrical manufacturers can use to sell electrical products to the market. </div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Editorial Commentary Management Commentary Sat, 01 Aug 2015 19:38:00 +0000 26991 at <p>Jim Lucy, Chief Editor</p> Why Non-Stock Inventory is a No-No <div class="field-deck"> The author believes non-stock items are the scourge of the electrical wholesaling industry and he offers some ideas on how to get rid of them. </div> <div class="node-body article-body">Many distributors tell me their inventory has grown anywhere from 15% to 35% in a single year even though they really didn’t plan on investing that much money to service their customers.</div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Management Thu, 14 May 2015 18:51:00 +0000 24641 at diaojianqing /iStock/Thinkstock On the Board: The value of boards of advisors and directors for electrical distributors <div class="node-body article-body">Private companies aren’t obligated to have outside directors. Inside directors are insulated and the boards of private companies are often packed with yes-men who rubber-stamp decisions. Outside directors can provide much-needed objective advice from a healthy distance. </div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Management Tue, 12 May 2015 20:46:00 +0000 24601 at Alexey Klementiev/Hemera/Thinkstock 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 success, Part 2 <div class="field-byline"> By Mike Rockwood and Lou Pontarelli </div> <div class="field-deck"> In Part 2 of their 12-part sales course, the authors from Associated of Los Angeles discuss Focus. </div> <div class="node-body article-body">One way we can harness the flow is to attack the most obvious impediment to reaching it — a lack of focus. There are too many demands, too much data, too many emergencies and too many conflicting expectations facing our salespeople. Improving this situation requires an extreme level of focus for us and continuous teaching and coaching on it to our salespeople.</div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Management Sales Mon, 02 Mar 2015 19:55:00 +0000 24101 at 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 Appleton Group Selects Datalliance for VMI <div class="node-body article-body">Vendor-managed inventory (VMI) solution specialist Datalliance, Cincinnati, announced that Appleton Group, Emerson Electric’s business line for lighting fixtures, electrical fittings, plugs and receptacles, control stations, distribution panels and so forth, based in Rosemont, Ill., selected Datalliance VMI as the platform for handling VMI with the company’s distributors.</div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Bulletin Board Management Wed, 12 Nov 2014 14:23:00 +0000 20921 at Growing Better Branches: What Needs to Change? <div class="field-deck"> The previous article in this series said “A Change Has Got To Come” for electrical distributors who want to boost branch performance. Start with what your people know. Last of 3 parts. </div> <div class="node-body article-body"><p>Better branches are built with better people. So it behooves you to find out what your people know and don&rsquo;t know by position. Then you will know what to change. That&rsquo;s why we executed a survey to find out what some distributors thought of their people&rsquo;s skills and knowledge by position type.</p></div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Management branch management profitability Silver Fri, 10 Oct 2014 16:43:00 +0000 20121 at Stockbyte/Thinkstock