Are you happy with 3% growth?

David Gordon 

When was the last time you had the opportunity to learn something that could significantly enhance the profitability of your business, and it would only cost you a plane ticket?

You may ask why I ask.  Next month, NAED, in conjunction with NEMRA and the Electro Federation, is sponsoring a marketing conference designed to share a 7 step process for taking share.  Perhaps this shouldn't be called a marketing conference, how about a business development conference?

And the cost to distributors?  It can be minimal.  NAED has received support from 19 manufacturers who are willing to allow distributors to use co-op dollars to attend the conference.  There is a good mix of gear, lamp, wiring device, tool and other manufacturers.

And each of the industry's major marketing groups endorse the conference.

What you will get

This 3 day conference is full of content, time for networking and sharing of best practices.  Some highlights:

• CMG will present a 7 Step Approach for Taking Share

• Distributors, manufacturers and reps will have the opportunity to apply what they learn through development of a plan for XYZ Electric, a case study that will remind many of their business.

• 6 Best Practice case studies

• How web conferencing can improve productivity, reduce costs and be a sales tool.

• How you can make your website finally make money - through marketing your company to drive business to your people.

This conference is for companies that plan to end two year's of stagnant / declining business.  Economists are forecasting only 3% growth (at the most) for the economy through mid 2003.  Will you be happy with that?  If not, register today.

For a preview of the North American Electrical Marketing Conference, view the PowerPoint presentation that was given at the NAED Annual Meeting.

Article Highlights

Contributing Writer

Making the Most of Customer Relationships

Michael Hoening

Vice President, Business Development,

Eclipse, Inc.

Who are your best customers? If you’re like most wholesale distributors, you probably don’t know for sure.

Let’s think about it for a moment. There’s the customer who places two or three orders a week – like clockwork. He pays his bills on time, too. Doesn’t he qualify? And then there’s the customer whose purchases make up something like 15% of your total annual revenue. He’s got to be considered one of your best customers, right? Or what about the customer who’s been loyal to you through thick and thin? The one who’s always a pleasure to talk to over the phone, who remembers your kids’ names – and remembers to ask about them. You’d have to put him on that list, wouldn’t you?

Maybe we’d better start by defining the term “best.” 

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