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  / Industrial Market  / Industry News  / Lighting  / Lighting2  / Logistics  / Marketing Groups  / Research Reports
Graybar, Grainger, LEDs, Residential Leads and Vending Machines
David Gordon Posted On May 20, 2013

Graybar

We’ve been quiet for a couple of weeks, unfortunately, as have been busy with client activity and extensive travel, but this week we’ll share our observations from the NAED Annual, talk about a new phenom (new branch openings) and a […]


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Distributors  / Growth Strategies  / Industry News  / Marketing Groups  / Sales Channel
Rexel Improves, AD Tops
David Gordon Posted On May 3, 2013


As Q1 results roll in, we’re able to get a better perspective of the overall market, even if sometimes the numbers are surprising!RexelThere’s was a tv series called “The Venture Bros” and one of the episodes was entitled “What Goes […]


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Associations  / Supplier / Products
Flir Joins NAED, Attending National
David Gordon Posted On May 2, 2013


Over the years we’ve attended many NAED meetings, nationals and regionals, and have seen NAED attempt to bring in a number of new manufacturers … typically focused on the “fad / niche” of the day (datacom, wind, solar, other renewables) […]


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Growth Strategies  / Industry News  / Lighting  / Lighting2  / Renewables
Charging into Sustainability
David Gordon Posted On April 29, 2013


The question for some electrical distributors is “How do I get a Charging Station sale?”The short answer is you have to crack into the corporate infrastructure. Do what? What are you talking about? As a distributor, I am not in […]


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Distributors  / Industrial Market  / Lighting  / Lighting2  / Profitability
Quarterly Earnings Observations – Philips & WESCO
David Gordon Posted On April 25, 2013


The nice thing about quarterly earnings is that they can provide insights into companies.  Recently comments from Philips and WESCO caught our eye. Philips – A April 23 article in the WSJ highlighted Philips’ LED business and its role in […]


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Channel Strategies  / Growth Strategies  / Industry News  / Marketing  / Research Reports
Looking to Expand or Where the Opportunity Is?
David Gordon Posted On April 21, 2013


Recently Graybar has opened a few locations and has announced that more are on the way. Crescent opened its 8th in Montana (I know, surprised you too that Montana had 8 electrical distribution outlets!) and others are opening new locations […]


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Advocacy  / People in the News
Pat’s Head for Money
David Gordon Posted On April 19, 2013


We always knew Pat Schrager was the consummate salesperson.  Sets a goal of raising $10,000 for St. Baldrick’s and then exceeds his goal by 60%, generating $16,000 for a worthy cause.As you’ll recall, Pat annually shaves his head to help […]


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Growth Strategies  / Industry News  / Lighting  / Lighting2  / Supplier / Products
LED Dynamics
David Gordon Posted On April 16, 2013


As every distributor knows, LEDs are the future of lighting and are significantly impacting many lighting industry dynamics – from whom you buy from to what you stock (and how much of it) to pricing to the concept of cannibalizing future sales […]


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Customer Segments  / Distributors  / Growth Strategies  / Industry Consolidation  / Lighting  / Lighting2  / Marketing Groups  / Profitability  / Renewables
Bigger Regionals are coming to your home!!!
David Gordon Posted On April 11, 2013


Here we are in April and many held their breath wondering how many companies would sell before the end of last year (somewhat driven by tax reasons) and how many would be sold during the first quarter of 2013. Consolidation […]


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Growth Strategies  / Pricing  / Profitability
Increasing Sales & Profits with SPAs … A Case Study
David Gordon Posted On April 9, 2013


SPAs have been alternatively called the bane of the industry and an effective sales tool that drives profitable sales for distributors and manufacturers. From speaking with distributors and manufacturers, both are right.   Distributors and manufacturers who know how to […]


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