Last month, the National Electrical Manufacturers Representative Association (NEMRA) published their Manufacturer of the Future Report. Channel Marketing Group conducted research, interviewing over 30 manufacturers for their input into major trends impacting manufacturers.

Four primary areas of inquiry were:

• Consolidation throughout the ED channel and its impacts (distributor, rep, & manufacturer M&A)
• Increasing operational efficiency through technology, quality data, and AI
• The role of an agency to drive local demand creation
• The challenges of an aging workforce

Major findings of the report include reps need to:

1. Focus more on end-users to drive local demand and add value to both distributors and manufacturers.
2. Increase marketing efforts and marketing skills.
3. Embrace operational technology to improve speed and efficiency.
4. Invest more into training their team and take more responsibility as product trainers for distributor personnel.

The report is available to NEMRA reps, NEMRA lighting agents, and NEMRA manufacturers for FREE. There is a fee of $199 for non-members (contact Sue Todd.) Distributors who would like to receive an executive summary can contact NEMRA or email Channel Marketing Group to request a copy.

Image: NEMRA

David Shiller

David Shiller is the Publisher of LightNOW, and President of Lighting Solution Development, a North American consulting firm providing business development services to advanced lighting manufacturers. The ALA awarded David the Pillar of the Industry Award. David has co-chaired ALA’s Engineering Committee since 2010. David established MaxLite’s OEM component sales into a multi-million dollar division. He invented GU24 lamps while leading ENERGY STAR lighting programs for the US EPA. David has been published in leading lighting publications, including LD+A, enLIGHTenment Magazine, LEDs Magazine, and more.

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