82
Challenges
abound
FEB. 17
COVER STORY
70 Challenges for a
Transforming Industry
The utilities industry is morphing from
a provider of one-way dispatched
power to a systems integrator—and it
requires a whole new business model. by Ken Stier
SPECIAL REPORT
76 Characteristics of
Outstanding Salesmanship
In this business of emotions, some
claim success is driven by what’s
created in the mind rather than what’s
produced on the shop floor. by Gary Thomas
BEST PRACTICES
82 Great Challenges
in a Great Land
Alaska is great in size, in wilderness,
in weather, and in opportunity for those
who master its challenges—and here
are a few distributors doing just that. by Jan Niehaus
CONTENTS / FEATURES
