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  / Customer Segments  / Distributors  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Profitability
Lighting the Way to Demand Creation
David Gordon Posted On February 15, 2015


Most distributors are perceived as demand fulfillers, waiting for a customer to generate an order, be it from a contractor or an MRO opportunity. Few have mastered the skill of creating demand while also fulfilling customer needs. Typically these few […]


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Channel Strategies  / Customer Segments  / Customer Service  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Industrial Market  / Industry Consolidation  / Industry News  / Marketing  / More Insights  / Pricing  / Productivity  / Profitability  / Sales Channel  / Supplier / Products  / Technology
Demand Creator or Demand Fulfillment agent?
David Gordon Posted On February 13, 2015


Virtually all want to grow their company’s profitability. Whether it is a manufacturer, manufactures rep or distributor or the distributor’s customer. In fact I haven’t found anyone that wants the status.But, in today’s market here are two different worlds for […]


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Channel Strategies  / Growth Strategies  / More Insights  / Reps  / Sales Channel  / Training
Where’s Tomorrows Salespeople?
David Gordon Posted On February 11, 2015


A February 3 article in the Wall Street Journal titled “Bright Future in Sales Millennials are Hesitant” shared results from a Harvard Business School U.S. Competitiveness Project that stated that technical sales and sales management jobs are among the hardest […]


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Manufacturers  / More Insights  / Profitability
Industry drug of choice (rebates) or valuing yourself?
David Gordon Posted On February 11, 2015


I was talking to a couple of distributors this week and the topic of new / potential suppliers and rebates came up in the discussion. Now mind you, I know the value of rebates to distributors as I was the […]


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Jobs
Specialty Wiring Device Commercial Leader Position
David Gordon Posted On February 6, 2015


A specialty wiring device manufacturer, which is a division of a larger portfolio, is seeking a Commercial Leader to be responsible for the business. Key competencies and experience requested includes: Leadership Ability to lead and manage both direct reports and […]


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Lighting  / Lighting2  / Manufacturers  / More Insights  / Profitability  / Research Reports  / Technology
Cable Technology Trends: How Does This Affect You?
David Gordon Posted On February 6, 2015


Obviously the answer is “big time”.  When we think of technology we think of ERP systems, CRM, eCommerce, perhaps mobility, RF for a warehouse and more from a tools perspective.  From a “product” viewpoint there is LED, controls as well […]


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Branding  / Customer Service  / eBusiness  / More Insights  / Productivity  / Profitability  / Purchasing  / Research Reports  / Technology
Sync Baby, Sync that product data!!
David Gordon Posted On February 3, 2015


Almost thirteen years ago I started out on a joint project for IDEA to prove the value of synchronizing product data between the manufacturer and their distributors. The assumption, which was proven correct, was that the electronic flow of matching […]


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Associations  / Channel Strategies  / eMarketing  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Reps  / Research Reports  / Technology
NEMRA 2015 Delivers
David Gordon Posted On February 1, 2015


Last week I attended the NEMRA 2015 Conference in San Diego along with almost 1800 manufacturer reps and manufacturers.  It is the largest single event in the electrical industry.  A short five years ago it had about 1000 attendees, which […]


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Associations  / Industry Consolidation  / Industry News  / Manufacturers  / More Insights  / People in the News  / Profitability
2015 NAED Western … Input from Electrical Wholesaling
David Gordon Posted On January 27, 2015


Last week was highlighted by the NAED Western in San Diego.  While we weren’t there due to business conflicts, we have heard feedback from a number of distributors and manufacturers. The current issue of Electrical Marketing did share some highlights […]


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Branding  / Channel Strategies  / Customer Segments  / Customer Service  / Distributors  / Growth Strategies  / Industrial Market  / More Insights  / Pricing  / Productivity  / Profitability  / Supplier / Products
Handing over Demand Creation
David Gordon Posted On January 22, 2015


As a note from Allen Ray: This is a Duplicate Post from 1-22-2015 due to some technical difficulties. All comments previously submitted have been re-created. It tis the New Year of 2015 and most distributors have successfully handed over demand creation […]


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