While the electrical market is the poster-child for the phrase “every market is a local market”, it helps to have a macro frame of reference to guide you in what to look for. In the housing industry, there are two […]
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Customer Segments
Lowe’s beat profit expectations, while Home Depot did not, and Lowe’s reported growth in comparable sales (sales of stores open at least 13 months) that outpaced that of Home Depot for a second straight quarter. Stepping back, the fact that both showed […]
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Data centers are perceived as a “huge” market opportunity by almost every manufacturer. Many distributors believe that they should be able to win some business there. Reps are expected to win business there. And yes, there are lots of data […]
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Covid did a job on the lighting industry, and we’re still suffering the effects. Aside from the WFH movement that was generated by it and significantly impacted commercial construction, it led to a change in sales and marketing. With so […]
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As a continuation in the series focusing on top industries and products for electrical distributors (March looked at the manufacturing industry), this analysis takes a look at the US infrastructure and opportunities for distributors and manufacturers. It is certainly not […]
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With a slow growth market, the key is account penetration. While a gap analysis helps penetrate existing accounts, penetrating silent accounts … those house / unassigned accounts is a historical industry challenge. The biggest reason is that you do not […]
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The residential market represents 8-12%, typically, of the electrical distribution market, or about 15-20% of the overall contractor market. For some distributors it is much more based upon locale, however, typically this is smaller distributors. And for those in lighting, […]
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Are you wondering where the business is? The phrase “go west young man” now needs to be “go south your man.” Especially when you think about how housing drives the market. Going south is no longer about moving there for […]
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Recently I saw information promoted by a company called Mydatafactory as I saw their advertorial targeting the industrial distribution industry. It intrigued me as it spoke to how industrially-oriented companies could compete more effectively versus the large distributors. Essentially, this […]
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Accelerating Demand, Generating New Opportunities
The chart says it all. 80% of the customers who transact with you throughout the year are unassigned accounts. In a market where demand is softening from your core customers, could there be opportunities with others … and “others” also […]
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