Utility Market 101

Published Monday, July 01, 2002

The utility business is unlike other core segments for distributors. That's because the customers, products, market traditions and knowledge needed to succeed in the utility market are much different from those required in the commercial, industrial and residential markets — which we covered earlier in this series on electrical distributors' key markets. Because of these differences, far fewer electrical distributors pursue the utility business. All the same, it's still a surprisingly sizable market for many companies in the electrical wholesaling industry. This article is intended as a training guide or refresher course for salespeople, new employees or support ...

Utility Market 101

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