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.


Customer Service  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Productivity  / Technology
Survey Says … Give Websites Good Product Data
David Gordon Posted On April 9, 2018


Quality product data is the difference between an “adequate” website and one with “quality” data that is valued by customers. And “valued” is determined by increased traffic, increased sales, a better search experience and being easier to be found via […]


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Channel Strategies  / Customer Segments  / Industry News  / Lighting  / Lighting2  / Manufacturers  / More Insights
Acuity Sales Up But Hints of a Challenging Market
David Gordon Posted On April 5, 2018

Market Update

Acuity’s recent quarter highlights a 6% (gross) sales increase but, in reading the analyst call transcript and reviewing the results, or what may be called “peeling back the onion”, there appear to be a number of questions. Analyst Call / […]


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Growth Strategies  / Industry News  / Lighting  / Lighting2  / More Insights
Q1 Pulse of Lighting Survey Results
David Gordon Posted On April 1, 2018

Q3 2020 Pulse of Lighting Report

The lighting market, for many distributors, depending upon their business focus, represents 20-40% of sales.  It’s substantial, especially given that they next two categories are switchgear / automation and wire / cable, as performance in this product category can significantly […]


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More Insights  / Research Reports
Q1 2018 Pulse of Lighting Market Report
David Gordon Posted On April 1, 2018

Q3 2020 Pulse of Lighting Report

Recognizing the importance of the lighting market to distributors and the changes / challenges  that the conversion to LED created (changing product types, declining prices, more functionality, more imports, etc),  William Blair, a leading investment banking firm with an industrial practice, sought to better […]


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Branding  / Channel Strategies  / Customer Segments  / Customer Service  / Distributors  / Logistics  / Manufacturers  / More Insights  / Productivity  / Profitability  / Reps
Rockwell Delivers on Customer Satisfaction
David Gordon Posted On March 28, 2018


Customer satisfaction is a key element of a growth strategy as it helps support the retention of the business.  And while everyone says they deliver quality customer service, measuring service performs and continuously seeking ways to improve can separate companies.  […]


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Branding  / Contractors  / Distributors  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Sales Channel
Promotional Ideas – Lutron, Eaton Lighting, Acuity, NorthEast Electric, Wire and more
David Gordon Posted On March 23, 2018


Promotions are a significant element of a distributor’s marketing plan, especially if the audience is contractors.  A “do this, get that” mentality. Something to create increased awareness (or perhaps used to provide sales a crutch in talking to customers). In […]


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Branding  / Distributors  / Industry News  / Lighting  / Lighting2  / Marketing  / More Insights  / Reps  / Training
Value Engineering through LED Education
David Gordon Posted On March 19, 2018


The lighting market is more competitive than ever before. And with unit sales rates exceeding revenue growth rates, aside from declining materials costs, as they say “it’s the competition, stupid.”  Historically the term “value engineering” is derisively referred to as […]


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Branding  / Customer Service  / More Insights
Employee Engagement Requires Internal Marketing
David Gordon Posted On March 15, 2018


Much has been discussed about employee retention as well as recruitment. While some elements of both are truly in the hands of the employee / candidate and companies cannot impact, there is a key element that companies do control.  it […]


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Distributors  / Growth Strategies  / Industry Consolidation  / Marketing Groups  / More Insights  / Profitability
The Future of Marketing Groups?
David Gordon Posted On March 15, 2018


Could True Value’s new ownership model be a opportunity for independent distributors and their marketing groups?  Many have asked about the future of marketing groups.  While IMARK is a cooperative and according to Bill Weisberg a couple of years ago, […]


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Jobs  / More Insights
Topaz is Hiring for NYC RSM
David Gordon Posted On March 15, 2018


Topaz Lighting and Electric is looking for a Regional Sales Manager for our Metro Region.  Reporting to the Vice President of Sales, this position manages all selling activities of Topaz’s Lighting and Electrical products through electrical distributors while increasing sales, […]


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