Jul 01, 2010

More reps will need to evolve from peddlers to market-driven strategists.

Jun 01, 2010

It's going to take a while to get back to “the good old days.” But it's time to start planning for the recovery.

May 01, 2010

When you know whether customers buy based on relationships and value-added services or lowest prices, you can react accordingly and raise your profit margins.

Time Travel and Timeless Tips

May 01, 2010

A rediscovered note on distributor best practices from almost 20 years ago reveals some missed opportunities and unfinished evolution.

Out of the Fire

Apr 01, 2010

Expand your options and grow even when your markets haven't yet recovered.

Visions of Recovery

Apr 01, 2010

The view ahead is looking brighter, but distributors need to be ready to compete in a market that's been reshaped by the recession.

Seven Myths Busted

Mar 01, 2010

Some the most widely accepted beliefs about electrical distribution are wrong. Accepting them as truths will only hold you back.

Out of the Fire

Mar 01, 2010

After the fire, it's time to clean up and rebuild. Article three in a four-part series.

The Elements of Mass Persuasion

Feb 01, 2010

Here are 17 ways to amp-up counter sales in 2010.

Out of the Fire

Feb 01, 2010

Continuing the discussion on the importance of focusing on your company's strengths and building out niches from that foundation. Part two of three parts.