Sales and Marketing – How Can Joint Sales Calls Become More Effective

Sales and Marketing – How Can Joint Sales Calls Become More Effective

There are really only two ways to increase sales: sell to new customers or sell more products to existing customers. Both require that distributor sales management and salespeople effectively evaluate their customers, and identify new opportunities and manufacturers’ salespeople (direct and reps). Marketplace competitiveness requires a back-to-basics sales approach that differentiates you, especially in light of the movement to more e-communications/e-commerce. No longer will “let’s see what today or this week brings” succeed. Planning and applying basic selling skills are the order of the day, so ask yourself these eight questions.

Building Your Business – Entering New Markets with Hi-Tech Products: Thinking Out of the Box

Building Your Business – Entering New Markets with Hi-Tech Products: Thinking Out of the Box

It is always interesting to see manufacturers develop new products for the electrical industry. Lately we have seen an influx of hi-tech products that require a special type of salesperson at the distributor level.  Over the past few years we’ve seen CFL and LED lighting, solar energy, wind power, Wi-Fi enabled lighting solutions, and the expansion of industrial controllers that incorporate new features and related benefits. The challenge for electrical distribution: are you willing to invest time and money in this new hi-tech market by hiring and training salespeople who have the skills to pitch the product and the expertise to answer relevant questions that will arise during a typical sales call?

Best practices – Vendor Managed Inventory (VMI) for Electrical Distributors: Why It Makes Sense to Have Suppliers Manage Your Inventory

Best practices – Vendor Managed Inventory (VMI) for Electrical Distributors: Why It Makes Sense to Have Suppliers Manage Your Inventory

As a distributor considering participating in a supplier’s Vendor Managed Inventory (VMI) program, you might be asking yourself, “Why should I let a supplier manage my inventory?” It may seem counter-intuitive that you can improve inventory management and increase sales by allowing suppliers to maintain your inventory. But more and more distributors are happily doing just that with key suppliers. In fact, many distributors are now encouraging key suppliers to include them in their VMI programs. Why? Because for you the distributor it results in increased sales, improved inventory turns, and reduced administrative costs.