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.


AI  / Associations  / Reps  / Spotlight  / Technology
AI for Reps
David Gordon Posted On November 8, 2026

AI-For-Reps - ElectricalTrends

Most in the electrical industry have benefited from it via the data center buildout over the past few years. Much electrical material has been specified and purchased to physically build data centers, has been and will be for power generation […]


Continue Reading
0
3

Associations  / Featured  / Manufacturers  / Reps  / Sales Channel
The Rep Compensation Conversation Needs to Represent the Role
David Gordon Posted On November 6, 2026

Rep-Compensation - ElectricalTrends

Independent manufacturers’ representatives have evolved beyond commission-based selling. Manufacturers, reps and distributors need to recognize what that means for channel support. A few weeks ago, I presented a webinar for NEMRA on rep compensation– one for reps and one for […]


Continue Reading
1
2

AI  / Featured  / Growth Strategies  / Sales Channel  / Technology
Sales Intelligence for Electrical Distribution | Data Whispers
David Gordon Posted On November 6, 2026

Nudge - One Account is a Signal

Data data data. Every system has it. Every sales manager nowadays, whether they are a distributor sales manager, a manufacturer regional manager or even rep principals, tell their salespeople “pull the data on XYZ account to see what they are […]


Continue Reading
0
4

Featured  / Growth Strategies  / Industrial Market  / Industry Consolidation
Sonepar Acquires Industrial Automation Solutions Provider
David Gordon Posted On November 3, 2026

Acquisitions Puzzle

Given the growth occurring in the industrial market, Sonepar is expanding its offerings and bringing more to its process-oriented businesses, and other industrial facilities with its acquisition of EOSYS. Not Familiar with EOSYS EOSYS is an industrial automation solutions provider […]


Continue Reading
0
0

AI  / Contractors  / Featured
Data Centers Crowd Out Ordinary Work – The Impact of Labor Shortage
David Gordon Posted On November 3, 2026

Data-Center-Labor-Need - ElectricalTrends

The data center boom has benefited a number of distributors but, at the same time, has created two major challenges that have impacted the electrical industry … long lead times in key product categories that have affected non-data center projects […]


Continue Reading
0
3

Pricing  / Profitability
Rising Freight Costs: What Quoting Data Reveals and 3 Ways to Protect Margins
David Gordon Posted On November 3, 2026

Surging-Freight-Cost-Increases-Parspec-ElectricalTrends

Recently I noticed a posting on LinkedIn from Parspec regarding electrical distributors and freight costs. Given diesel fuel costs over the past six months, it’s expected that freight costs would be going up. Every distributor knows that there is a […]


Continue Reading
1
0

Industry Consolidation  / More Insights  / Reps  / Supplier / Products
Prysmian Rep Realignment: Lessons for Sales Agencies
David Gordon Posted On November 1, 2026

Prysmian Rep Realignment Takeaways

It’s been two weeks since Prysmian announced its newly combined rep network spanning  the Encore and Atkore offerings. This realignment combined the Encore and Atkore networks, reducing the Atkore network from well over 100 reps to 22. Since August, when […]


Continue Reading
2
0

Contractors  / More Insights
Helix Comes to Alabama with 1.2M Sq Ft Facility
David Gordon Posted On October 29, 2026

Helix Electric

Who said only data centers, warehouses, and industrial facilities can be 1,000,000 square feet? Since contractors build them, why shouldn’t they have them? Helix Electric, a $1+ billion national contractor, is coming to Alabama and building such a facility according […]


Continue Reading
0
0

Associations  / Contractors  / More Insights
EAP Delivers Contractors, Manufacturers, Reps and Distributors an Advantage
David Gordon Posted On October 27, 2026


Last week the Electrical Association of Philadelphia (EAP) held their biennial Electric Expo for its membership and the broader eastern Pennsylvania / metro Philadelphia marketplace. The event featured over 200 exhibitors including many manufacturers and some contractor-focused service providers as […]


Continue Reading
0
0

Industry Consolidation  / Reps  / Sales Channel  / Supplier / Products
Prysmian / Atkore Deal Closes. New Rep Network Announced
David Gordon Posted On October 19, 2026

Prysmian-Encore-Atkore-Reps-10.19.26.webp

The Prysmian / Atkore deal is done. It legally was closed yesterday, October 19th. The deal was first announced early August and since then there has been much discussion throughout the industry on who will rep which / what line, […]


Continue Reading
4
4