Commentary en Speaking Out: Distribution's Digital Divide <div class="field-byline"> By Doug Smith </div> <div class="field-deck"> Epicor's Doug Smith says a “business as usual” IT strategy won’t cut it in today’s digital economy. </div> <div class="node-body article-body">In an ever-changing business landscape, wholesalers must adapt to their surroundings or risk getting left behind.</div> <p><a href="" target="_blank">read more</a></p> E-biz Commentary Silver Wed, 17 May 2017 17:43:00 +0000 39101 at Speaking Out: Marketing to Win <div class="field-byline"> By Ted Simpson </div> <div class="field-deck"> Preparation goes a long way to developing a winning marketing strategy. </div> <div class="node-body article-body">I learned the importance of shared objectives early in my career when I was trusted with the largest product introduction of the year.</div> <p><a href="" target="_blank">read more</a></p> Commentary Silver Tue, 16 May 2017 17:03:00 +0000 39071 at <p>Ted Simpson, Affiliated Distributors</p> Speaking Out: The Shrinking Electrical Landscape for Reps <div class="field-deck"> A wave of consolidation in the rep world is now underway and it’s already reshaping the electrical channel in many local markets. </div> <div class="node-body article-body">Following manufacturer consolidation and distributor consolidation, in the next three years the electrical market will experience accelerated manufacturers’ rep agency consolidation. This can pose either an opportunity or a threat.</div> <p><a href="" target="_blank">read more</a></p> Commentary Gold Mon, 06 Mar 2017 21:52:00 +0000 38561 at Speaking Out: The Value of Distribution <div class="field-byline"> Desirée Grace, Anamet Electrical Inc. </div> <div class="field-deck"> When thinking through your channels to market, spend some time on both their form and function. </div> <div class="node-body article-body">Anamet's Desirée Grace suggests we look at sales execution and value creation for 2017 with an eye to the changes in the form of the channel, not changes to the value it provides. The value provided still exists and always will.</div> <p><a href="" target="_blank">read more</a></p> Commentary Silver Fri, 03 Feb 2017 18:03:00 +0000 38221 at Speaking Out: 8 Basics of Long-Term Business Success <div class="field-byline"> Jack Schuster, EPCO </div> <div class="field-deck"> EPCO’s Jack Schuster offers some advice on why staying close to customers and employees is the foundation for your future success. </div> <div class="node-body article-body">Over the past 29 years at EPCO, the constant learning about industry, product and people never stopped, and I feel like I earned an MBA at the EPCO School of Hard Knocks. Here are some things I learned.</div> <p><a href="" target="_blank">read more</a></p> Commentary Silver Thu, 19 Jan 2017 22:38:00 +0000 38081 at Manufacturers Dig Deep into Industrial Software <div class="node-body article-body"><p>The past year has seen a flourishing of interest in the Internet of Things (IoT) as the latest opportunity for growth in the technology sector. There remains plenty of reason for skepticism about IoT hype in the consumer space &mdash; not about whether it will happen but about whether the value it will bring will justify its costs in cybersecurity and the erosion of privacy &mdash; but the picture is very different on the factory floor.</p></div> <p><a href="" target="_blank">read more</a></p> Commentary News Gold Fri, 09 Dec 2016 21:46:00 +0000 37621 at <p>New web-enabled industrial software is forever changing factories.</p> zhuzhu/iStock/Thinkstock Speaking Out: 12 Tips for Reinventing Your Lighting Business <div class="field-byline"> By Bill Attardi </div> <div class="field-deck"> The author’s common-sense take on how traditional lighting distributors need to evolve to survive in today’s lighting market is short, sweet and real world. </div> <div class="node-body article-body">Every single traditional lighting business will go out of business. It’s just a matter of time and it will happen faster than most would like.</div> <p><a href="" target="_blank">read more</a></p> Commentary Silver Fri, 30 Sep 2016 19:49:00 +0000 36551 at Speaking Out: Growing Real Estate at the Counter <div class="field-byline"> By Tama Williamson </div> <div class="field-deck"> New technologies in digital signage give distributors the power to tune their marketing messages to customers in real time </div> <div class="node-body article-body">The key element that marketing has been missing is the knowledge it needs to make strategic decisions without relying on hindsight or hypotheticals.</div> <p><a href="" target="_blank">read more</a></p> Commentary Silver Wed, 29 Jun 2016 16:33:00 +0000 34891 at Real World Innovation <div class="field-deck"> There are many innovators among electrical distributors. Joining them takes culture, not only books. </div> <div class="node-body article-body">The reality is that many distributors are innovators and continue to innovate — for their customers, suppliers and themselves. In many cases, the original innovator within a distributor, manufacturer or manufacturer rep was the founder. They found a need (perhaps an unserved market), took a risk and invested into a business.</div> <p><a href="" target="_blank">read more</a></p> Commentary Gold Wed, 15 Jun 2016 17:52:00 +0000 34601 at Vadmary/iStock/Thinkstock Times & Trends: Lessons Learned from the Top 200 <div class="field-deck"> Here are the five most important things I learned from this year’s Top 200 ranking. </div> <div class="node-body article-body"><p>Hearing about what&rsquo;s on the minds of dozens of distribution executives from the largest electrical distributors in North America is an education in entrepreneurship that has got to be worth a few college credits from some business school. Each year I learn something new about this business from our Top 200 respondents. Below are the five things I learned while working on this year&rsquo;s ranking.</p></div> <p><a href="" target="_blank">read more</a></p> Editorial Commentary Top 200 Commentary Gold Tue, 14 Jun 2016 20:39:00 +0000 34521 at