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The Right Inventory, and Pricing, Drives Sales and Profits
•Energy efficiency remains a market that represents opportunity for electrical distributors. The key is understanding how to pursue it and targeting efforts.
•Over the past couple of months a number of new energy efficiency incentive programs have been developed by local utilities. You can find recent ones here.
•While the federal stimulus program offers opportunities for local projects and federal agencies, the “shovel ready” projects don’t represent many short-term electrical material opportunities (unless you do highway lighting). Helping your customers become more energy efficient, save on their energy costs and save on their materials (through energy rebates) can provide you with a stimulant.
•Most distributors are still on the sidelines when it comes to energy efficiency, reluctant to develop a strategy or invest in resources to generate demand. Many prefer to either bid projects or address opportunities in a “one-off” mentality and rely upon their reps. To each their own, but to those who focus may go the riches. In fact, in speaking with an industrially-oriented distributor last week, their industrial business is down more than 25% however their energy business is up significantly due to utility rebate programs and educational opportunities (and they are actually hiring on that side of their business!)
•There are segments of the market that are growing. A little research, some planning and quick action can help you take share. What are you doing to go after this market?
November 25, 2024
November 15, 2024
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David Gordon
Channel Marketing Group
919-488-8635 Recent Posts
