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How Do Electrical Contractors Learn About New Products?
By Bridget McCrea In the electrical distribution world, everyone seems to have a different opinion about how new product introductions are – and should be – handled. For How Good…
Contractors Speak Up: Regional vs. National Suppliers
By Bridget McCrea For the most part, Michael Duffield is pretty happy with the products and services that Apopka, Fla.-based Greenway Electrical Services, LLC, receives from the electrical distributors that…
Amazon: Friend or Foe?
By Jack Keough While most distributors are watching with a wary eye the entrance of AmazonSupply.com into the industrial marketplace, one industry expert says distributors can actually benefit from the…
The Value-Added Distributor Series: 5 Ways Sales Reps are L [...]
By Bridget McCrea 5 Ways Sales Reps are Like Soldiers In Six Common Sales Myths: #1 “A Sales Person’s Job is Just to Sell”, Jerry Vieira of The QMP Group,…
The Value-Added Distributor Series: Creating the Optimal Upsell
By Bridget McCrea Joe Martin sees real value in the additional services and products that his electrical distributors offer outside of their typical product lineups. As vice president at KenMor…
How Distributors Can Give New Product Launches a Boost
By Bridget McCrea You could say Warren Cohen knows a thing or two about how to bring new products to market. You could also say that Cohen’s mind kicked into…
Contractor’s Corner: Packaging and My Anniversary
By Stan Walerczyk My previous column on lighting rep agencies has been the most controversial, with the most feedback. The feedback included one distributor who said I was too tough…