Management en 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 AmazonSupply: Threat or Partner? <div class="field-deck"> Is AmazonSupply the real deal or is the online giant not really ready for prime time in the electrical market? This article will help you decide. </div> <div class="node-body article-body">AmazonSupply will eventually take a percentage of electrical industry sales. It’s just a question of how much and when. But not all customers will flock to AmazonSupply just because it exists. In the end, it may very well depend on what type of products they want to buy and what type of service they expect from a supplier of electrical products, whether it be a traditional electrical distributor or an online vendor like AmazonSupply. </div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> E-biz Management AmazonSupply disruptors Gold Wed, 08 Oct 2014 20:53:00 +0000 20081 at <p>AmazonSupply or Traditional Distributors: Where will he buy his electrical products in the future?</p> © Better Branches: A Change Has Got To Come <div class="field-deck"> The search for long-term advantage in all your markets begins with investing in branch operational excellence and the development of your people. Article 2 of Better Branches. </div> <div class="node-body article-body">The search for long-term advantage in all your markets begins with investing in branch operational excellence and the development of your people. Article 2 of Better Branches.</div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Management branch management Silver Thu, 25 Sep 2014 19:12:00 +0000 19681 at Stockbyte/Thinkstock Merger and Acquisition Update: An electrical industry dealmaker's insights <div class="field-deck"> Burke Burkhardt, senior managing director, HT Capital Advisors, New York, offers an insider’s perspective on the state of distributor merger and acquisition activity in the electrical market. </div> <div class="node-body article-body">HT Capital Advisors is an investment banking firms with a major focus on the electrical wholesaling industry, and over the years it has represented the owners of many electrical distributors in mergers and acquisitions. As an executive on the HT Capital Advisors team who has worked on many of these acquisitions, we thought Burke Burkhardt could give us a good idea of what’s happening with mergers and acquisitions in the electrical market. He offered his insight in the following Q&A.</div> <div class="field-content-focus"> <span>Content Classification:&nbsp;</span> influencer </div> <div class="og_rss_groups"></div><p><a href="" target="_blank">read more</a></p> Management Mergers & Acquisitions Gold Wed, 16 Apr 2014 18:42:00 +0000 15811 at