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  / 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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Channel Strategies  / Distributors  / eBusiness  / Growth Strategies  / Industry Consolidation  / Industry News  / Lighting  / Lighting2  / Manufacturers  / Marketing Groups  / More Insights  / Research Reports  / Sales Channel
AD’s 2015 Electrical Division Meeting Update
David Gordon Posted On October 11, 2015


 Earlier this month I attended the AD Electrical Supply Division (ESD) National Annual Meeting (NAM) held at the Gaylord Texan in Dallas.  The theme was Together, We Win, a continuation of their recent branding strategy. The meeting attracted about 1,000 […]


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Channel Strategies  / Growth Strategies  / More Insights  / Productivity  / Sales Channel
Sales Making Excuses?
David Gordon Posted On September 22, 2015


Your salespeople are great, right?  After all, they are YOUR salespeople. When the economy is going great (you remember when!!), everyone hit their sales goals or achieved ever higher levels.  When it muddles along and goals are not achieved, excuses […]


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Contractors  / Customer Segments  / Distributors  / Industrial Market  / Industry News  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Productivity
Patchwork Economy Resulting in Layoffs & Branch Closings
David Gordon Posted On September 14, 2015


Over the past few weeks Allen and I have spoken to a number of distributors and manufacturers and are receiving a range of input.  During our discussions we gain a sense of what is occurring within markets.  All of our […]


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Customer Service  / Logistics  / More Insights  / Productivity  / Profitability  / Technology
Extending Automated Inventory Management
David Gordon Posted On September 7, 2015


As we’ve talked to distributors over the summer a recurring theme has been the need to improve inventory management. Part of the reason is that the frequency of new products has increased, another issue is the stocking of LED products […]


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Awards  / Distributors  / More Insights  / Productivity  / Technology
I.B.I.S. Inc. Named Top Microsoft U.S. Distribution Partner
David Gordon Posted On August 27, 2015


This press release announcing that Microsoft recognized I.B.I.S. as its US Distribution Partner of the Year came across our desk the other day and basically it’s interesting because I.B.I.S., Inc. was just one of the companies we featured in our Tech […]


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