Resources

FCG conducts mail, online, and telephone Customer Satisfaction Surveys for distributors.

FCG conducts mail and online Employee Satisfaction Surveys for distributors.

This three-step management strategy puts you in the driver’s seat to becoming a high-performance electrical distributor.

Since publication of NEMRA/NMG Eliminating Wasteful Activities in the Representative and Manufacturer Sales & Marketing Channel, manufacturers and manufacturers' representatives have taken and are taking the following steps to eliminate wasteful channel activities.

This document comprises the white paper research study we conducted initiated by the National Electrical Manufacturers Representatives Association (NEMRA) and its affiliate the NEMRA Manufacturers Group (NMG). This study has been undertaken to assist the electrical industry and its channel participants to become more productive and profitable by eliminating wasteful activities.

This March 2008 Electrical Wholesaling article outlines 10 survival tips to help prepare your company for today's uncertain economic climate.

The June issue of Electrical Wholesaling magazine teaches you how to implement a successful coaching program

You can use Sun Tzu's ancient strategies for winning battles in today's competitive marketplace.

When the economy turns sour, it's more important than ever to make sure you are satisfying your customers. Here's how you can measure customer satisfaction and grow sales during the recession.

February 2009 Electrical Wholesaling Article summarizes recently published "Best Distributor and Best Manufacturer" research study exploring partner relationships in the electrical wholesaling industry. We asked 24 electrical manufacturers, "What are the top three qualities that make up your best distributors?" and asked 40 electrical distributors "What are the top three qualities that make up your best manufacturers?" All participants were assured complete anonymity and were told that their responses would be formatted in aggregate fashion to protect their individual identities.

Manufacturer representatives become the service bridge between the manufacturer and the electrical distributor. Electrical distributors need reps to secure information from the factories in a timely manner, keep them up-to-date with new product launches, train their salespeople on product knowledge and selling skills, and identify market opportunities including building end-user relationships.

The questioned posed to 40 electrical distributors and 31 manufacturers were: “What are the TOP 3 Qualities that make up your BEST Manufacturers’ Rep?”

We also wanted to assist the electrical distribution industry in understanding the key factors independent manufacturers’ representatives value most from their manufacturers.

Therefore we posed the following question to 54 manufacturers’ representatives: “What are the TOP 3 Qualities that make up your BEST Manufacturer?”

This benchmark study on reps business relationships with manufacturers and distributors offers some intriguing insight into what each partner expects of the other.

We recently published "Rep of the Future" which analyzes data we collected on the market forces with the most current and potential impact on independent manufacturers' representatives. The study also offers a roadmap for growth for both manufacturers' representatives and manufacturers based upon anticipated changes in the electrical market.

Electrical Wholesaling magazine is the electrical industry's leading monthly publication for distributors of electrical supplies.

This three-step management strategy puts you in the driver’s seat to becoming a high-performance electrical distributor.

Tougher economic times demand that electrical distributors take action to increase gross margin and reduce operating expenses.

Are the managers at your organization doing a good job coaching your MVPs?

Many managers/coaches could use some coaching themselves — especially those at companies that don't have performance measures in place to evaluate and reward employees.

This article will provide some tools to keep the talent you need to build your business.

After a decade of easy living in the business lane, many electrical distributors now face the challenges of managing a business in a slowing economy. When competing in harder times, managing performance takes on increased importance.

Part two of this three-part series on the hiring game focuses on the critical steps that will ensure you hire the right people.

You can differentiate yourself from competitors and avoid becoming a "distributor dinosaur" with customer-service guarantees.