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The Joy of Selling

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Executive Message

Planning for Change... What Got You Here Won't Get You There

IMARK Group convened the first meeting of our Member Growth Advisory Task Force on Oct. 13-14, 2017.The task force members (from small, medium and large IMARK member companies) have committed to...

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Chairman's Perspective

Looking Back... and Looking Forward

A few final thoughts and, if I may be so bold, a call to action.My time as the IMARK board chair is ending and as I reflect on my tenure, I thought it would be appropriate to share some key...

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Seek To Complete

Not Compete in Tough Conversations

Tough conversations can be less difficult if you remember one critical rule: Try to help, not win

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LED's Impact on Leadership

In The Electrical Industry

Once something is digitized, the market surrounding the product goes through rapid stages of change defined as the six Ds.

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Member News

Mars Electric Hosts Open House, Announces PromotionsMars Electric in Cleveland, Ohio hosted an open house and new product expo on Sept. 14 at its new Mayfield Village location. More than 50...

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Supplier News

Atkore International Acquires Calpipe IndustriesAtkore International Group Inc. in Harvey, Illinois has acquired Calpipe Industries LLC, a market leader for electrical conduit systems for corrosive...

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MSP Profile: Distributor Marketing Management

Times Change, But Marketing Fundamentals Remain the Same

Does direct mail marketing still work? You bet it does, says John Anderson, director of sales at Distributor Marketing Management (DMM) in Columbia Station, Ohio.How many emails do you get a day...

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Member Profile: Peninsular Electric Distributors

Peninsular Sets Standards For Service and Knowledge for 70 Years

Todays business environment is more competitive than ever with national chains and online businesses all vying for a piece of the market. Being able to serve customers quickly, accurately and with...

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Management Strategies

You're The Connection

The more you think of yourself as the connection between a product or service and someone who needs it, the more effective sales professional you will be.

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Why Do They Say Yes?

Here is a hierarchy of business-to-business needs that provides insight into what motivates your prospect to say yes.

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Marketing Power