Management en 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 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 Enter the Attack CFO <div class="field-deck"> Distributor CFOs need to arm themselves with better financial analytics in the battle to improve gross margins. </div> <div class="node-body article-body">As a group, CFOs have stepped into a new power position impacting their organization’s behavior in every department. And, often driving profits to whole new levels.</div> <p><a href="" target="_blank">read more</a></p> Management Silver Thu, 01 Oct 2015 15:38:00 +0000 28061 at 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> <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> <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> <p><a href="" target="_blank">read more</a></p> Management Tue, 12 May 2015 20:46:00 +0000 24601 at Alexey Klementiev/Hemera/Thinkstock