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.


Distributors  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / More Insights  / Research Reports  / Sales Channel  / Supplier / Products
Is lighting a service, a product, a concept or illumination?
David Gordon Posted On March 23, 2016


Over the past couple of months we’ve touched on the changes that the lighting industry is undergoing. While much of it relates to LEDs, the “lamp” business, lighting controls and connectivity, we also mentioned how lighting can become a data […]


Continue Reading
1
0

Channel Strategies  / Distributors  / eBusiness  / More Insights  / Productivity  / Profitability  / Technology
Ready for Growth?
David Gordon Posted On March 21, 2016


As you sit around your corporate boardroom and and make decisions that impact growth either via acquisition or generating incremental sales, many don’t give consideration to PRODUCTIVITY (in the back office). Why is that? Well, many assume, albeit incorrectly, that all the […]


Continue Reading
0
0

Associations  / Growth Strategies  / Industry Consolidation  / Logistics  / Manufacturers  / More Insights  / Productivity  / Profitability  / Reps  / Research Reports  / Sales Channel
POS / POT Standards Endorsed by 17 Manufacturers
David Gordon Posted On March 15, 2016


Equitable compensation is a topic that is near and dear to every manufacturer, distributor, manufacturer rep and salesperson. After all, why “sell” a product if you are not compensated for it?  This is one of the key issues facing electrical […]


Continue Reading
1
0

Channel Strategies  / Customer Segments  / Distributors  / Industrial Market  / Industry News  / Manufacturers  / More Insights  / Sales Channel
Houston Wire & Cable Earnings
David Gordon Posted On March 13, 2016


Last week Houston Wire & Cable held it’s Q4 / 2015 annual earnings call.  As many in the industry know, Houston Wire and Cable, while categorized as a manufacturer, is, in reality, more of a master distributor given that they […]


Continue Reading
2
0

Channel Strategies  / Lighting  / Lighting2  / More Insights  / Supplier / Products  / Technology
The Coming LiFi Opportunity?
David Gordon Posted On March 13, 2016


As we’ve seen over the past couple of months with the entry of Cisco into the lighting space and emergence of PoE, the lighting space is changing.  By virtue of the technology is there a significant risk that a percentage […]


Continue Reading
0
0

Contractors  / Customer Service  / Industrial Market  / Logistics  / More Insights  / Productivity  / Profitability
Industrial Margins Declining?
David Gordon Posted On March 8, 2016


Feedback from manufacturers and distributors indicate a rather significant drop in sales but recent conversations indicate that margins could be even more significantly impacted.  While industrial margins typically are higher than contractor / construction business, this quickly could become a […]


Continue Reading
3
0

Associations  / Channel Strategies  / Distributors  / Industrial Market  / Marketing Groups  / More Insights
Selected IMARK Distributors Enter National Accounts Arena
David Gordon Posted On March 8, 2016


Ever since Mayer Electric left AD and joined IMARK it has been rumored that IMARK, and its distributors, were going to enter into the national account arena and essentially compete with national chains as well as consortium such as SupplyForce […]


Continue Reading
0
0

Branding  / Channel Strategies  / Customer Segments  / Growth Strategies  / Industrial Market  / Industry News  / Lighting  / Lighting2  / Manufacturers  / Marketing  / More Insights  / Sales Channel  / Technology
Lighting Opportunities, Round-Up and Relevancy
David Gordon Posted On March 6, 2016


The lighting market continues to represent some of the greatest opportunities for distributors. At the recent NAED South-Central, every lighting manufacturer reported minimum 2015 sales increases of 20%. Goals for 2016 are the same, if not higher. The market is […]


Continue Reading
0
0

Contractors  / Customer Segments  / Distributors  / Industry Consolidation  / More Insights
A Busy Week for WESCO
David Gordon Posted On March 3, 2016

WESCO earnings

Last week was a busy week for the industry with the NAED South-Central. This week was a busy week for WESCO. First they announced the acquisition of Atlanta Electrical Distributors and then on Wednesday they had their Investor Day which is when […]


Continue Reading
0
0

Jobs  / More Insights
Eastern Region Sales Manager Needed – UPDATE – FILLED
David Gordon Posted On March 3, 2016


King Electrical Manufacturing is looking for a highly skilled energetic Eastern Region Sales Manager. The regional sales manager is responsible for achieving key sales objectives through the managing of multiple distributors and aggressively growing new accounts. The position is responsible for managing […]


Continue Reading
0
0