With economic uncertainty, margin pressures generated by competitive pricing environments, commodity increases and increasing operational expenses all challenging channel profitability, it's more difficult than ever to achieve a 5 percent net...
Peter Drucker summarized the next frontier for American businesses as follows: “The ability to make good decisions about people represents one of the last reliable sources of competitive advantage, since very few organizations are very good...
With so many lines, so many new products, and so many other demands on your attention, how can a distributor make sure his team is getting enough training to be effective without wasting time?
Your short-term economic success will depend on how you manage your company's resources in the current economic contraction.
Here's how to implement a successful coaching program.
This study offers a real-world snapshot of the concerns that distributors, reps and manufacturers have with each other.
A clear-eyed assessment of the challenges facing the electrical market must begin with a look at the conflicts among players within the channel.
While many electrical marketers are currently enjoying some sales growth, the business conditions in the overall U.S. economy will slowly but surely spread into this industry.