The number one criteria influencing contractor decision-making today is access to inventory. The supply chain disruptions are the talk of every conversation. No material, no work.

A recent Gartner webinar asked an interesting question – “What’s at risk if you don’t have a plan for a digital-first world?” Which, in the eCommerce context could be rephrased as “What’s at risk if you don’t have a product and commerce-enabled website?”

There’s been “scuttle butt” conversation in the industry over the past few weeks regarding some manufacturers cutting rep commissions. Their premise is that they need to do this due to their price increases. While some of the conversations are what manufacturers are thinking, some have reduced commissions which has dismayed many and demotivated the affected agents.

For distributors and manufacturer reps, it’s all that drives sales. It is what differentiates you, why people select you and is what generates profits.

Yes, I know, it is not a revelation that it is no longer a fad. Just check your front door. Something is keeping FedEx, UPS, and USPS very busy this year. While eCommerce was trending to become more integrated into business, its growth as a tool for electrical buyers has accelerated.

Of course you are! Your salespeople are always talking to your customers and your customers are volunteering information … even to the point of answering the questions your salespeople don’t know you want them to ask, or, in some cases, are “afraid” to ask.

Many talk about digitizing the channel and the emerging / present digitalization of the industry and then wonder why eCommerce as a percent of distributor sales is not higher.

As manufacturers and distributors prepare for their joint 2002 planning, both need to first develop their individual 2002 plans.

2001 is ending, bringing planning for 2002. Many companies are developing, or implementing, their 2002 strategies, with many distributors and manufacturers discussing joint planning initiatives.

The quarter is almost over; the yearly planning process is complete. Manufacturers asked you to increase your stock, your commitment to them and your focus on their products; you asked how they can help you increase sales, what are their objectives, their promotional tools, what new products they are introducing and complained about how many of your competitors also sell the manufacturer.