sides can improve their relationships. The only question is how easily those steps can be executed. “This is a hard question, but also pretty simple—collaboration and a willingness to trust are important,” said Clouse. “Margins are so tight and the market is so competitive. It can feel like everyone is in it for them- selves, but we can’t really go it alone. Everyone needs partners. We need to go back to more of a trusting environ- ment and willingness to support each other better. There’s no reason we can’t have conversations with each other about the same topics that are in this article. “Everyone wants quality product that’s in stock and on time—but at the end of the day they want the lowest price, and that creates an environ- ment where trust and a relationship don’t matter,” Clouse added. “I don’t doubt that by adopting a ‘less is more’ philosophy and insisting on accountability both ways, both manufacturers and distributors would make more money, be more profit- able, and be able to introduce more product to the market faster,” said Dunn. “But it means manufacturers can’t look at it as losing business if it cuts a distributor.” Dunn also sees a need for more open communication. “I would love if part of the quarterly or yearly plan- ning meeting was having the right people in the room. If I’m going to plan the next 12 months, I want the person who is responsible for big box and for e-commerce on the phone too. Manufacturers have to figure out how to coordinate better among their channels because it feels like we are competing against other divisions of the companies we are selling.” Some companies are already taking concrete action to improve mutual understanding. Cain noted this his company is creating a short class on the distributor sales model (using NAED data on industry averages) that it will require manufacturer salespeo- ple and reps to take. “There is already an NAED class like that; maybe NEMA could provide something similar for manufacturers to talk about some of the friction points that distributors could better understand.” Similarly, Colorito said Eaton is currently part of an NAED-sponsored project, Catalyzing Reimagined Part- nerships, intended to re-establish a dialogue between manufacturers and distributors. ; Katarsky is a freelance business writer based in Philadelphia. She can be reached at email@example.com.
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Fixture-speci;c LED ef;ciency.
Hi-Pro high Lumen shoe box lamps for
industrial and commercial applications.
for shoe box ;xtures,
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Applications / Features
• For use in shoe box ;xtures
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• Damp location
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• Direct wire range voltage 100-277V
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Operates in expandable 180˚ beam
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