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.


Channel Strategies  / Distributors  / Growth Strategies  / Industry News  / Manufacturers  / Marketing  / More Insights  / Reps  / Research Reports
Survey Finds Joint Business Planning Partners “Dissatisfied”
David Gordon Posted On August 23, 2016


Following the completion of 2016 planning cycle, we heard a lot of frustration with the current Joint Business Planning (JBP) process.  In response to this issue, Channel Marketing Group, in conjunction with Verde Associates, fielded a JBP survey to a […]


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Customer Segments  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Sales Channel
What’s Going on With Cree?
David Gordon Posted On August 21, 2016


Earlier this week Cree announced its 2016 fourth quarter fiscal year performance.  The following are notes from their investor call but, the end result was essentially “what’s going on with Cree?” given that the stock essentially tanked thereafter. From their […]


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Jobs  / More Insights
Topaz Seeking a Western Region Sales Manager
David Gordon Posted On August 10, 2016


Topaz Lighting and Electric is seeking a Western Region Sales Manager. Reporting to the National Sales Manager, this position manages all selling activities of Topaz’s Lighting and Electrical products through electrical distributors while increasing sales, building brand awareness, and growing profitability. […]


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Channel Strategies  / Customer Segments  / eBusiness  / eMarketing  / Growth Strategies  / Industry Consolidation  / More Insights  / People in the News  / Technology
What can be learned from Crescent Electric and Walmart?
David Gordon Posted On August 10, 2016

B2B eCommerce

What do Crescent Electric and Walmart have in common? They both have recently made eCommerce acquisitions … and probably for the same reasons. And both, probably, have been frustrated with the pace of their eCommerce initiative. Consider this: Walmart just […]


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Branding  / eBusiness  / eMarketing  / Marketing  / More Insights  / Research Reports  / Technology
CMG Partners With ElectricSmarts for Free Research
David Gordon Posted On August 7, 2016


For years we’ve recommended ElectricSmarts to distributors and manufacturers.  For distributors they offer free, robust, content to enhance websites along with an eSales capability that enables contractors to selectively determine which distributors they want to electronically connect to … from […]


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Distributors  / Growth Strategies  / More Insights  / Profitability
Do Vendor Published Rebate Programs Drive Decisions?
David Gordon Posted On August 4, 2016


Rebates are a fact of life and the first marketing group rebate negotiation, in 1968, was designed to capture incremental revenue (for a wire company) with the distributors collecting the funds for a social engagement. But the core issue was […]


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Customer Segments  / Industrial Market  / Industry News  / Manufacturers  / More Insights
Eaton, Appleton, Hoffman, Littelfuse Earnings Reports
David Gordon Posted On August 4, 2016

Market Update

Earlier in the week we covered distributor quarterly earnings and now we’ll cover some manufacturers – Eaton, Emerson, Pentair (Hoffman & Erico) and Littelfuse. Eaton From their slide presentation: Overall organic sales, company-wide, down 4%, which isn’t as meaningful for […]


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Customer Segments  / Distributors  / eBusiness  / Industrial Market  / Industry News  / More Insights  / Profitability
WESCO, Rexel, Grainger Share Q2 Results
David Gordon Posted On August 2, 2016

Market Update

Last week the electrical industry’s major, publicly held, distributors shared their Q2 performance. Reading their quarterly reports highlights that there continue to be industrial challenges, they are responding differently to the MRO and construction markets.  So let’s look at WESCO […]


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Channel Strategies  / Distributors  / Growth Strategies  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Reps
Changing Lighting Relationships
David Gordon Posted On August 1, 2016


Monday was “movement day” for lighting relationships.  And the changing relationships may say something more about the manufacturers than their partners. WESCO Moves to Current by GE WESCO has been synonymous with Eaton and Phllips Lighting and was / is the […]


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Advocacy  / More Insights
Thanks and …
David Gordon Posted On August 1, 2016


It was 9 years ago today that Allen Ray from Allen Ray Associates and David Gordon from Channel Marketing Group decided to collaborate and launch ElectricalTrends as a resource for the electrical distribution industry. The goal of ElectricalTrends has been […]


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