Author

David Gordon

Gordon is president of Channel Marketing Group. Channel Marketing Group works with manufacturers, distributors, manufacturer reps and technology companies in the electrical industry to help companies accelerate their performance through strategy development, marketing creativity and market research. CMG generates ideas that generate results.


Featured  / Lighting  / Reps  / Technology
Introducing Parspec Sales Management: AI-Native Operating System for Lighting Agents
David Gordon Posted On March 26, 2026

Parspec Sales Management

Thinking about AI is a step towards thinking about innovation and growth of a business. Investing in the technology infrastructure of a company is necessary, and also scary. For this reason, many owners prefer to be conservative and settle for […]


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Manufacturers  / Reps  / Supplier / Products
8 Reps Win New Lines
David Gordon Posted On March 22, 2026

Changing Rep and Manufacturer Relationships

Over the past month or so I’ve noticed a number of manufacturers who have changed reps since NEMRA. It’s interesting timing as you would think that this would occur at the end of the year with companies reviewing their reps […]


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People in the News
Amber Headley Joins MaxLite as Southern VP Sales
David Gordon Posted On March 22, 2026

Amber Headley - MaxLite

MaxLite continues to grow and recently announced that Amber Headley is now its Sales VP for the South. According to its press release: “MaxLite continues to strengthen its sales organization with a new C&I regional alignment across North, South, and […]


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Featured  / Pricing  / Profitability
SPAs – Unlock Margin and Cash Flow Through Enterprise Governance
David Gordon Posted On March 18, 2026

SPAs - Pennies from Heaven

According to DISC, the electrical distribution industry grew 4.2% last year. Sounds “good” in the sense that this would represent the historical midpoint of growth for the industry, however … consider the impact of data centers (we estimate it is […]


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Uncategorized
Q1 Pulse of Lighting Survey Now Open
David Gordon Posted On March 10, 2026

Q1 Pulse of Lighting Survey

For many we entered 2026 feeling as if we moved to the frozen tundra and, throughout the first couple of months the weather was “challenging” (and understatement) and a brake on the business. For others, the construction industry has been […]


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Distributors  / Industry Consolidation  / More Insights
Broken Arrow Acquired by Graybar
David Gordon Posted On March 10, 2026

Graybar

Graybar yesterday announced that it is expanding its presence in Oklahoma with the acquisition of Broken Arrow Electric Supply. The company, which already had two locations in the state under the Graybar name, will be adding seven more under the […]


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Productivity  / Technology
How Speed Helps You Win … Orders
David Gordon Posted On March 6, 2026

Prokeep - Order Automation

Last month I participated on Prokeep’s webinar on order quotation and order automation. For a pre-launch event, the attendance was great. The timing, incidentally, coincided with attendance at NEMRA were some large contractors shared what is important to them. The […]


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Associations  / Growth Strategies  / More Insights  / Reps  / Sales Channel
POS – A Tool to Help Distributors Capture Sales and Rep Support
David Gordon Posted On March 6, 2026

NEMRA POS

POS, defined as “place of sale” rather than “point of sale” to protect distributor customer privacy should be important to every distributor that operates a CDC or an RDC because it may cost you money … if the manufacturer does […]


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Featured  / Industry Consolidation  / Industry Outlook
Acquisitions Restarting – Border States, Sonepar
David Gordon Posted On March 5, 2026

M&A Mergers acquisitions

Distributor acquisitions. We got accustomed to them from 2021-2025 with over 125 electrical distributors acquired. Last year was a quiet year, ending with Inline acquiring three branch Knoxville-based Customer Service Electric Supply. It seems that the industry’s acquisition engine is […]


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eBusiness  / eCommerce  / eMarketing  / Growth Strategies  / More Insights  / Technology
How Companies Are Using 3 Technologies to Boost Collaboration and Drive Sales
David Gordon Posted On March 5, 2026

AI CRM Marketing Automation to Collaborate Increase Sales

You know that AI has been all the rage for the past few years. It started gaining consumer awareness with the launch of ChatGPT and now is talked about at every conference and leaders ask other leaders “what are you […]


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