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.


Advocacy  / Associations  / Customer Service  / Distributors  / eBusiness  / Logistics  / Manufacturers  / More Insights  / Productivity  / Profitability  / Technology
Research Reaffirms IDEA Benefits Bottom Line
David Gordon Posted On April 15, 2019


IDEA, the Industry Data Exchange Association, which was co-founded by NAED and NEMA in the late 1990’s, undertook one of the larger challenges in the industry and has been navigating change for the past 20 years. The challenge is bringing […]


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Associations  / Distributors  / Industry News  / Manufacturers  / More Insights  / Sales Channel
Valued Industry Meetings … IMARK and Graybar … Field Focused
David Gordon Posted On April 11, 2019


As the electrical industry’s distribution meeting season comes to an end, two of the industries more unique conferences recently concluded.  Why unique? Because both of them attract a “field-focused” audience and enable manufacturers to share their products. Within the industry […]


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Distributors  / Logistics  / Manufacturers  / More Insights  / Productivity  / Profitability
Is the Jetsons’ Robot Coming to Your Warehouse?
David Gordon Posted On April 8, 2019


Perhaps you may remember the Jetson cartoons and seeing them flying around and interacting with Rosie, their robot? Well, Rosie is turning into a “Robert” and he may soon be working in your warehouse. Competing profitably tomorrow will require considering […]


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Channel Strategies  / Distributors  / Industry Consolidation  / Industry News  / Manufacturers  / More Insights  / Pricing
Q1 Pulse of Lighting … Continued Change, Nominal Growth and Acuity
David Gordon Posted On April 4, 2019

Acuity Earnings Call

The first quarter of 2019 has been an interesting ride in the lighting space.  There has been: The threat of increased tariffs and then the extensive of the existing tariffs. Some manufacturers raising prices to compensate for tariff increases, others […]


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eBusiness  / eMarketing  / Growth Strategies  / Industrial Market  / More Insights  / Productivity  / Sales Channel  / Technology
Punchouts Drive eCommerce
David Gordon Posted On April 1, 2019


eCommerce is more than, in the words of an Amazon and MRO analyst, “click and ship”.  eCommerce is about a methodology and a mindset to do business more electronically.  In fact, the commerce element can be very diversified, especially for […]


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Manufacturers  / More Insights  / Reps  / Sales Channel  / Training
Here He Comes Again … The RSM
David Gordon Posted On March 27, 2019


Over the past few weeks I’ve spoken to and met with a number of manufacturer reps, working on topics ranging from strategic planning to marketing initiatives as well as customer satisfaction and succession discussions.  Inevitably I’ve been asked a common […]


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Channel Strategies  / Customer Segments  / Distributors  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Reps  / Research Reports
2019 Q1 Pulse of Lighting Report Now Available
David Gordon Posted On March 27, 2019


With the input from nearly 250 electrical and lighting distributors, manufacturers and manufacturer sales reps / lighting agent respondents, Channel Marketing Group and William Blair, with the support of https://www.ewweb.comElectrical Wholesaling, conducted our 2019 Q1 Pulse of Lighting Survey to […]


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Distributors  / Growth Strategies  / Industry Consolidation  / More Insights
IMARK Members Involved in March Deals
David Gordon Posted On March 20, 2019

Electrical Mergers Acquisitions

Two IMARK members were involved in deals this month. Wiseway, located in Lexington KY, acquired AD member Kentucky Lighting and Supply. Wiseway now has 10 locations from central OH and into Kentucky. Additionally, CED recently completed the acquisition of Nu-Lite […]


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Customer Segments  / Distributors  / Growth Strategies  / Industry News  / More Insights
Graybar Delivers Over 8% Growth in 2018
David Gordon Posted On March 20, 2019

Graybar earnings

Last week Graybar announced a record year with sales exceeding $7 billion and a 100% improvement in net profit. So, just like we reviewed WESCO and Grainger’s end of year annual calls, we reviewed the Graybar 10-K to identify items […]


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Channel Strategies  / Customer Segments  / Growth Strategies  / Industry Consolidation  / Manufacturers  / More Insights  / Sales Channel  / Supplier / Products
Connecting Tools & Lighting … NSI and IDEAL Deals
David Gordon Posted On March 18, 2019

Electrical Distributor Deals

Last week there were two manufacturer acquisitions in the industry, both enabled the acquirers to expand their market reach by entering new product categories and customer bases, a classic growth strategy. NSI Acquires Platinum Tools NSI expanded its product portfolio […]


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