Bob Segal is a Principal of Frank Lynn & Associates. He oversees the firm’s industrial and technology practice groups. He has 24 years experience and is a nationally recognized author and trainer.

In an ideal world, your key distributors would develop annual business plans for your product line and work closely with your distributor account managers to get the plans implemented. In reality, m...

Whether you sell to consumers, contractors or big corporations, your customers are bombarded with messages every day. In this environment, companies cannot assume that prospects, or even long-time...

Many companies interact with their customers primarily through an intermediary. This intermediary, or "channel," may be a retailer, dealer, agent/rep, distributor, integrator, independent catalog or...

People look like their dogs. I say this based on my non-scientific sample of fellow pet owners I have met while walking through Oz Park in Chicago with my own (handsome) dog, Kelsey. My informal ass...