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The Recession Paradox Why Distributors Need to Embrace Technology Now
The Recession Paradox 2008 1873
The Recession Paradox
The Technology Link Electricity Electronics Semiconductors Personal computers Cable TV The Web
A Vision for Change:  ,[object Object]
What’s Blossoming Today? ,[object Object],[object Object],[object Object],Source: Facebook, comScore
What’s Blossoming Today? ,[object Object],[object Object],[object Object],[object Object],Source: Forrester, Twitter
Why should you care?
Customer buying behaviors  are changing #1
Digital technologies have hit a “tipping point” #2 Source: Pew Research Center
Search optimization is leveling the playing field #3
Profit margins are eroding #4
Change is … good? ,[object Object],38% 20% Market research 5% 7% Social media 30% 24% Digital advertising 82% 68% Product literature Manuf. Distrib.
How do we change? “ Models and Tools”
Dell moves inventory  at the speed of Twitter February 2009 Followers:  11,844 February 2010 Followers:  1,581,857 $6.5 million
Blendtec stirs up a viral storm 140 million views
Technology is as much about  change  as it is about software
Care and feeding of your animals Show them proof of the change—repeatedly  Feed them—especially their egos Break their alliance Get them thinking about something helpful Discover what motivates them
What is your change style? ,[object Object],[object Object],[object Object],[object Object],[object Object],Activity Source: Pfeiffer’s “The Decision-Making Style Inventory”
Change Style Scoring Internal External Spontaneous Systematic
To make change happen, rely on your own strengths Prefers to collaborate with others External Prefers working on  your own Internal Easier to stick  to commitments Systematic Easier to try out  new ideas Spontaneous
3-Minute Stretch
Building a  Social Media Roadmap for Your Organization
What You Can Do Listen Identify Opportunities Select & Explore JUMP IN  & Measure
Listen to Customers  and Vendors
Customer Listening Tools
Electrical Industry  Customer Listening Tools TED Magazine Think Tank
Identify Opportunities Drive more search traffic to your Web site Keep updated on product launches Lower direct marketing costs Build closer customer relationships, particularly with younger buyers Create efficiencies on sales calls Remotely demo products for customers
Selecting social technologies Drive more search traffic to your Web site Keep updated on product launches Lower direct marketing costs Build closer customer relationships,  particularly with younger buyers Create efficiencies on field sales calls Remotely demo products for customers
Building customer relationships  with Facebook
Building customer relationships  with Twitter
Social networks are powerful event drivers
They can create more educated  and engaged customers
And they offer a cheap alternative to running job ads
Gary Root’s search ‘secret’  f26t8cw-4
 
Apps offering lighting companies a bright future
Do you bend pipe?
Mobile inventory and ERP will power tomorrow’s field force
3 ways to JUMP IN ,[object Object],[object Object],[object Object]
The Google Sandbox https://adwords.google.com/select/KeywordToolExternal
Links to search success
How to make a Facebook page
How to make a Facebook page
Build your own app …  now
Final Exam: ,[object Object]
Thank You!

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