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.


Branding  / Channel Strategies  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Marketing  / More Insights  / Sales Channel
Marketing ideas to drive recency, frequency and leads in 2016
David Gordon Posted On November 19, 2015


It’s that time of year when distributors are either beginning, in the midst of or completing their their 2016 marketing plans. Sometimes promotional initiatives are inserted as “generic” with details left for later, sometimes the team has a brainstorm and scopes […]


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Associations  / Channel Strategies  / Customer Segments  / Customer Service  / eBusiness  / eMarketing  / Industrial Market  / Industry News  / Lighting  / Lighting2  / More Insights  / Pricing  / Profitability
NAED 2016 Eastern … Orlando
David Gordon Posted On November 15, 2015


Last week’s NAED epitomized much of the change that the industry is experiencing. Attendance, per NAED’s registration list, was 585 registrants (although some did not attend but did not cancel).  The continuing result of consolidation? Companies scaling back expenses due to […]


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More Insights  / Productivity  / Profitability  / Technology
Excel … The Pervasive Hidden Tool
David Gordon Posted On November 8, 2015


As ERP’s age and new ones come on line for on-site install and Cloud, there is one piece of software coupled with a package that has become a de facto standard for most distributors to upload price matrix. Excel is that […]


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Contractors  / Customer Segments  / Distributors  / Growth Strategies  / Industrial Market  / Industry Consolidation  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Supplier / Products
Acquisition Week
David Gordon Posted On November 4, 2015


The end of last week was “acquisition” week. WESCO acquired NESCO Acuity acquired Juno (formerly a division of Schneider Electric and a sister company of Square D) Eaton Lighting acquired Ephesus Lighting Some thoughts and what it could mean: WESCO […]


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Customer Service  / Distributors  / Industry News  / Manufacturers  / More Insights  / People in the News
The Women of G & G
David Gordon Posted On November 4, 2015


Yes, that’s the women in leadership roles at GE and Graybar. GE Energy Management announced that Stephanie Mains is the new CEO of GE Industrial Solutions replacing Bob Gilligan who recently retired.  For those who are GE Industrial distributors they’ll […]


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Branding  / Channel Strategies  / Contractors  / eMarketing  / Manufacturers  / Marketing  / More Insights  / Research Reports
How Influential Are Dealers (Contractors) When Pros Select Products?
David Gordon Posted On October 27, 2015


The question of what influence a distributor has on their customers is often debated. What percentage of the time do customers know what they want (and hence the distributor acts as an “order taker” or fulfillment source) and what percentage […]


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Contractors  / Customer Segments  / Industrial Market  / Industry Consolidation  / Industry News  / Manufacturers  / More Insights
Pentair (Hoffman and Erico) Q3 Lesson
David Gordon Posted On October 27, 2015


Next up on our Quarterly review series is Pentair whom in the electrical industry is best known as Hoffman and now Erico.  Two companies with strong brand cache in the industry and with end-users. In the late spring Pentair was […]


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Contractors  / Industrial Market  / Industry News  / More Insights  / Productivity  / Profitability
WESCO Reports Q3 Performance.
David Gordon Posted On October 22, 2015

WESCO earnings

Earning season continues and with it an opportunity for distributors and manufacturers to benchmark their performance.  We’ve shared some already and will have more in the next few days but, next up, is one that is anticipated by many … […]


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Contractors  / Customer Segments  / Distributors  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Sales Channel
Acuity Rides the LED Sales Express
David Gordon Posted On October 18, 2015


  Recently Acuity announced it’s Q4 results (they are on a fiscal year) and, as expected, the LED conversion continued to power performance. Highlights from their earnings report included: Net sales increased almost 14% for quarter and year. Net sales volume […]


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Distributors  / eBusiness  / Industrial Market  / Industry News  / More Insights  / Profitability
Grainger Confirms Industrial Market
David Gordon Posted On October 18, 2015


 It’s earning season and with it the comes the opportunity to see how manufacturers and a few distributors are doing … or, in many cases, to confirm what many may already know … that the electrical industry, for many, has […]


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