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.


Channel Strategies  / Contractors  / Customer Segments  / Distributors  / eBusiness  / Growth Strategies  / Industrial Market  / Industry Consolidation  / Industry News
What the NEW HD Supply Sale Might Mean for Electrical Distributors
David Gordon Posted On August 27, 2007


In a couple of words, “not much”. HD Supply has still been sold to private equity (at a significantly reduced price). Our thoughts is that, from an electrical perspective, HD Supply is over-weighted in the residential market; has a strong […]


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Contractors  / Distributors  / Productivity  / Profitability
DSO’s … A Leading Resi & Commercial Indicator
David Gordon Posted On August 27, 2007


For several weeks bank economist have hinted while they are not projecting outright recession or inflation, the sub-prime mortgages have touched off slow down in the US economy. With tightening credit rules and huge increase in foreclosures, there continues to […]


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Channel Strategies  / Customer Segments  / Distributors  / Growth Strategies  / Industry Consolidation  / Industry News  / Manufacturers  / Sales Channel
Acquisition Opportunities Abound in Changing Market
David Gordon Posted On August 17, 2007


We’ve had conversations with several analysts recently who have inquired about the electrical distribution industry. The conversations frequently turn to “what would happen to distributors if the economy slowed down?” While there are obvious revenue and profit implications, we discussed […]


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Channel Strategies  / Contractors  / Customer Segments
HD Still Wants to “Own the Pro”
David Gordon Posted On August 15, 2007


Although the “pro” is defined as the residential market. According to ProSales, Ron Jarvis, SVP of pro business, tool rental and environmental innovation, said “The Home Depot’s target pro audience consists of three subgroups: the very small repair/remodeler who might […]


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Channel Strategies  / Customer Segments  / Distributors
Rexel’s Disappointing North American Performance
David Gordon Posted On August 13, 2007


Rexel recently announced its second quarter/first half results. While company-wide organic growth was 4.5% and the company is actively seeking acquisitions (30 are in various stages worldwide), of interest is Rexel’s North American performance. Key North American highlights include: Sales […]


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Distributors  / Industry Consolidation
HD Supply Becomes a Good Buy?
David Gordon Posted On August 10, 2007


Home Depot announced that it “is in discussions with affiliates of Bain Capital Partners, The Carlyle Group and Clayton, Dubilier & Rice for the purpose of restructuring the previously announced agreement for the sale of HD Supply. These discussions could […]


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Customer Segments  / Distributors  / Growth Strategies  / Logistics  / Productivity  / Reps  / Research Reports  / Technology
Utilizing Innovation to Grow Sales & Profits
David Gordon Posted On August 7, 2007


With the future looking a little less rosy given the turmoil in the credit markets which is impacting all levels of housing, the beginnings of a slowdown in the light commercial project market, Herm Isenstein’s 2008 electrical economic outlook (previewed […]


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Branding  / Channel Strategies  / Contractors  / Customer Segments  / Distributors  / Growth Strategies  / Industry News
Competing in Today’s Resi Market
David Gordon Posted On August 1, 2007


Everyone knows about the decline in new housing starts, the precipitous drop in housing sales and the consolidation of home building to regional and national builders. While the custom builder market represents opportunities, the “tract/production” builders are where the volume […]


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Associations  / Technology
The IDEA Conundrum
David Gordon Posted On July 18, 2007


As manufacturers and distributors seek to increase their market share, improve net margins, and their productivity, IDEA faces an interesting conundrum … “Is IDEA’s revenue growth important to its success or is the cost-savings that it generates for the industry […]


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Industry Consolidation
Rexel & Hagemeyer?
David Gordon Posted On July 16, 2007


Bloomberg.com reported on Friday, July 14, that Hagemeyer’s stock price “climbed 9.7 percent. Shares of the world’s third- largest electrical equipment supplier rose the most in almost a year July 12 on speculation Rexel SA might make a takeover offer. […]


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