43 Articles and Counting

As a consultant it helps to have a partner who helps you gain visibility.  Over the years I’ve been blessed to develop a relationship with Jim Lucy and Electrical Wholesaling magazine as have written a number of articles for EW. Presumably the visibility through the publication has helped get Channel Marketing Group to where it is today … 18 1/2 years after starting the business following stints at IMARK (was around at the start in the final days of TIED and the beginning of IMARK as joined TIED in October 1995 and the name change due to the merger with WIED in January 1996) and SourceAlliance.com (a national accounts initiative founded by Rockwell Automation and other manufacturers and electrical distributors.)

So, when EW recently listed all of the articles I’ve written over the years it was a trip down memory lane.  43 articles since 2003 that Jim has indexed on one page.  Many different topics ranging from planning to eCommerce; private labeling to marketing; branding and co-op programs to promotions and incentives; consolidation to reps and much in-between.

Below are the articles he’s aggregated, or click here to go to the page:

E-Commerce: The Customer Connection 

MAR 19, 2018

Customers still value traditional services like local branch pickup and job-site deliveries but more of them expect electrical distributors to build out their websites to include online purchasing options and access…

The E-Commerce Investment 

FEB 12, 2018

A new research report by Channel Marketing Group offers a clear snapshot of where distributors are in their journey to and through the e-commerce arena.

Connected Lighting 101 

JAN 25, 2018

The Internet of Things (IoT) is reshaping the lighting market.

Speaking Out: Mega Agencies Vs. Smaller Reps 

SEP 28, 2017

While mega rep agencies are gaining strength in many markets, the author believes the future of small and mid-sized rep agencies is bright.

Thoughts On Our Channel 

AUG 14, 2017

A whole bunch of electrical manufacturers released some financial data, and David Gordon dug into them to see what’s new with the companies.

Thoughts On Our Channel 

AUG 07, 2017

Channel Marketing Group’s David Gordon has some astute observations on a whole bunch of industry news and issues, including some earnings & sales announcements, the concept of manufacturers providing incentives for…

Real World Innovation 

JUN 15, 2016

There are many innovators among electrical distributors. Joining them takes culture, not only books.

Speaking Out: 16 Distribution Industry Trends for 2016 

MAR 01, 2016

Here’s what electrical distributors and electrical manufacturers should consider to increase sales and ensure profitability in 2016.

Point of Sale: Profits Lost? 

JAN 14, 2015

The implications of this dislocation for distributors are significant, especially for large distributors using a DC or hub-and-spoke model. The study found that reps often will direct business to those distributors…

AmazonSupply: Threat or Partner? 

OCT 08, 2014

“We think AmazonSupply could represent a very real growth opportunity for progressive distributors who plan to be in business over the next five-to-ten years. The key is determining whether or not you are willing…

There Will Be Growth 

JAN 01, 2013

Electrical distributors’ primary customer groups see cause for cautious optimism amid a variety of challenges in 2013.

Planning to Succeed 

DEC 01, 2009

Proper planning can make the difference between surviving to grow or succumbing to the whims of the market.

10 Tips for Taking More Market Share 

JUL 01, 2009

Got an appetite for a bigger slice of the profit pie in your market area? This article will help you refocus your company’s resources to take more market share.

Smart Growth Marketers 

JUN 01, 2009

A better understanding of the changing role of marketing can help your company survive the recession.

Four Rs of Growing During a Recession 

MAY 01, 2009

Here’s how you can grow and prosper in today’s economy.

Managing for Value 

APR 01, 2009

The LIFO accounting method can have a big impact on distributor valuations.

Tuning Up Your Operations 

MAR 01, 2009

Managing for profit in 2009 will require all your horsepower.

The Credit Card Crunch 

NOV 01, 2008

Are unscheduled credit card payments by your customers sapping your profits?

Plan Your Marketing for 2009 

OCT 01, 2008

This is the season for market planning. Here’s how distributors, manufacturers and reps can maximize their joint-marketing efforts.

Price vs. Incentives 

SEP 01, 2008

A well-formulated customer-incentive program can push your firm to new heights, driving the top line even when the economy remains stuck in neutral.

Operational Challenges 

JUL 01, 2008

With economic uncertainty, margin pressures generated by competitive pricing environments, commodity increases and increasing operational expenses all challenging channel profitability, it’s more difficult than…

Time Enough for Training 

JUN 01, 2008

With so many lines, so many new products, and so many other demands on your attention, how can a distributor make sure his team is getting enough training to be effective without wasting time?

He Said/She Said 

MAY 01, 2008

This study offers a real-world snapshot of the concerns that distributors, reps and manufacturers have with each other.

Facing Our Issues 

APR 01, 2008

A clear-eyed assessment of the challenges facing the electrical market must begin with a look at the conflicts among players within the channel.

Meeting Your Customers’ Customers 

MAR 01, 2008

Even though business conditions are expected to slow down in the coming months, you can still grow your business by venturing up-channel.

Extra! Extra! 

FEB 01, 2008

Thriving in a down market takes some creative thinking, whether you’re delivering electrical products or newspapers.

Nicely Niched 

JAN 01, 2008

While winning teams have powerful offenses and stingy defenses, special teams frequently deliver the winning edge. Be it a kick-off return that positions the offense for the winning touchdown or a kicking game that…

Creative Offense Supports Strong Defense 

DEC 01, 2007

Last month we wrote about how a strong defense, the operational aspect of your business, can add dollars to your bottom line. In a close game, defense differentiates between the winner and the loser. The tighter you…

Gaining Intelligence to Grow Sales 

NOV 01, 2007

Industry data can help you make better sales and marketing decisions

Fine-Tuning Your Operations – Electrical Wholesaling 07 Nov 

NOV 01, 2007

Here are 16 ideas you can use to expand your business in a slow-growth market.

Private-Label Pachyderm vs. Generic Godzilla 

OCT 01, 2007

Over the past year, we’ve written extensively regarding the advent of private labeling in the electrical industry. We’ve surveyed and interviewed distributors, manufacturers, manufacturer reps and customers in…

The Rep’s Ride on the 5-Ton Elephant 

SEP 01, 2007

The advent of private labeling and the growth of no-name products are creating a squeeze for independent manufacturers’ representatives. Some distributors, primarily national companies, are actively pursuing…

Customers Speak Out on the Industry’s Five-Ton Elephant 

MAY 01, 2007

Find out what your customers think about private labeling. The fifth of a five-part series on this controversial topic.

Four Myths & Realities of Private Labeling 

APR 01, 2007

As the electrical industry’s five-ton elephant, private labeling stomps on the conventional thinking about branding. This article clears up some commonly held misperceptions regarding this controversial practice…

The 5-Ton Elephant Returns 

MAR 01, 2007

Part three of this series on private labeling explores the manufacturers’ perspective on this controversial industry practice.

The 5-Ton Elephant Returns 

FEB 01, 2007

Part 2 of this ground-breaking survey on private labeling in the electrical market explores the thinking behind this controversial strategy.

The 5-Ton Elephant 

JAN 01, 2007

Could privately labeled products one day crush some established electrical brands? Electrical distributors speak out on private labeling in this exclusive Electrical Wholesaling survey.

The Paper Trail Continues 

NOV 01, 2006

Electrical distributors buy hard goods in bulk, break them into smaller quantities and add credit and customer service to generate value and profits. That’s the way it’s always been done. Many did not realize…

Consolidation: Changing the Landscape 

APR 01, 2006

More distributor acquisitions will change the industry’s landscape.

The Power of Partnering 

SEP 01, 2005

Gaining market share comes down to delivering what the customer wants better than your competition.

Online Ventures 

JUN 01, 2005

The way electrical distributors employ the Internet to fuel and streamline business continues to evolve. For electrical distributors’ customers, the online offerings of one electrical distributor and a competing…

Driving Demand 

APR 01, 2005

For many in the industry, 2004 was a good year. Top-line revenues and bottom-line profits grew. Most companies are optimistic about 2005. Industrial growth continues; residential construction remains strong; and the…

BATTLING FOR SHARE IN 2004 

NOV 01, 2003

The time to plan for 2004 is running out, and 2004 planning may be your most important. Why? For most companies, the past few years haven’t been too good…

Jim, thanks for the trip down memory lane and to you, my readership, hopefully some of these articles have been informative and helped you be more successful.  There’s more coming … and if there are topics you’d like me to consider or wish to contribute to, drop me a line.

And, shameless promotion, the objective of writing is visibility to generate opportunities to help.  The topical ideas are samples of where we help clients … areas of strategy, marketing, market research … ideas that deliver insights and results.  We’re looking forward to continuing to help you and the industry.