The proliferation of alternate distribution channels—those outside traditional brick and mortar electrical distributors—has raised many eyebrows in recent years. Growing concerns over their present and potential impact loom for many in the electrical distribution industry. This study assesses the types of companies that poise the most serious threat to distributors as an alternative source of supply. Several issues will be addressed, including:
Advanced robotics is one of the many fields associated with disruptive technologies that are making headlines today. This research provides a glance at the sales and perceptions of this market by the electrical distribution industry. The results, from a limited number of respondents, serve as a compelling baseline for any future discussions on the place of robotics in electrical manufacturing and disruption.
Big data has garnered big-time buzz as an effective means to optimize business and measure success. The resources below highlight different aspects of big data including its impact, industry potential, and how it's being used today.
This concise report provides an introduction to the elements of big data and how smart technologies are playing a big role in the information game, including product-service hybrids - connected intelligent physical good capable of producing data for use in digital services and provide an innovative model for customer service.
This research looks at new technologies and how they may play a significant role now and in the future. From potential service and product offerings to internal use by companies to expedite efficiency, these technologies can help set the electrical distribution industry as a leader in disruption.
This report helps sort through through the hype and explore the potential impact of new technologies. Most of them are not new to the industry, but as technology's reach continues to expand and change, they have the greatest potential. The report focuses on the following:
In the Fall of 2014, NAED presented three webinars from Leff Bonney, Professor at Florida State University's Sales Institute. From metrics to the next generation of salespeople, this webinar series focuses on the various aspects of sales in today's business world.
Metrics of World-Class Sales Organization
(original broadcast: November 2014)
This webinar reviews the metrics that world-class companies are using to make sales force evaluations.
Why Sales Training is Broken and How World-Class Companies are Out to Fix It
(original broadcast: December 2014)
This webinar discusses some of the myths and mistakes that leaders fall prey to in their efforts to develop solid training for the sales force. Top companies will also be highlighted across a wide range of industry and how they are addressing the sales training challenge.
Your Next Great Sales Hire My Be Coming to a University Near You
(original broadcast: December 2014)
This webinar reviews what is being taught in most college sales programs as well as where these programs are located. Several methods will be reviewed that companies of all sizes can get access to these students as future sales reps and managers.
US Commercial Building Construction: The Commercial Building Construction industry struggled immensely during the recession with multiple factor leading to industry revenue falling at an average annual rate of 0.2% over the five years to 2014. (Published August 2014)
US Industrial Building Construction: The Industrial Building Construction industry is responsible for constructing factories, assembly plants and mineral-processing mills. The health of the US manufacturing sector determines the industry's growth as most industry projects are related to buildings used to produce and distribute goods. (Published August 2014)
US Lighting and Bulb Manufacturing Market Update: The Lighting and Bulb Manufacturing industry produces a range of products including electric light bulbs, tubes, parts and components. In the five years to 2014, the industry has struggled with increasing input costs, which constrained revenue and profitability costs. (Published July 2014)
Electricians in the US: Revenue for the "Electricians" industry, one of the largest subcontracting industries in the US, has rebounded from its 2009 recessionary low with revenue expected to increase at an average annual rate of 3.2% to $131.6 billion in 2014. (Published July 2014)
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This study examines the industry's current marketing practices and provides recommendations to streamline and improve those efforts.
Multiple online surveys were conducted to collect data and better understand the perspectives of NAED distributor and manufacturer members for this research. The recommendations put forth are the result of surveys, interviews, workshops, and focus groups which centered on five key areas of marketing:
This report provides a comprehensive look at best practices and benchmarks that will help improve sales. Three major areas are addressed: channel productivity, sales efficiency, product introductions. Research includes the following highlights:
Snapshot of how distributor sales representatives spend their time and tools to evaluate, benchmark, and improve performance
Best practices that sales managers can use to maximize their team's efforts and enhance their executive skills
A means to identify your most profitable customers
Ways to examine sales processes within the channel and provide insights to bolster relationships for the betterment of the end-customers' need
NAED's technology benchmarks help you stay tuned in to how the industry is approaching to the latest trends. When you need the big picture, these resources set the bar -- and your priorities -- for using technology to enhance everything from your employees' customer interactions to your business bottom line.
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This bundle includes a comprehensive report filled with best practices, as well as the survey results. This toolkit gives NAED members a look at the industry's current beliefs regarding talent management and suggestions to enhance the company's program. Whether your company has a system in place or wants to create a program, the Talent Management & Review Toolkit offers an array of options to consider a top-notch program that fits your company's needs and objectives.