ELECTRICAL WHOLESALING recently published an article contributed by Egret Consulting’s Ted Konnerth, which evaluated the results of a company survey of lighting manufacturer reps. Key conclusions include the big firms have gotten bigger, firms are adding more lines and dealing with greater complexity, and major manufacturers are prioritizing projects over a stock-and-flow business.
Konnerth writes:
In the past 12 years, lighting reps have seen a transformation of their companies. The advent of LED lighting and subsequent advancement in solid-state lighting has dramatically shaped their value proposition in the industry. With those changes, mid-sized and large lighting reps have changed their organizations to reflect the increase in technical support and customer differentiation…
The results show remarkable changes in the organizations, including increased headcount, increased support staff and more complex channel strategies.
Click here to read it.
