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.


Advocacy  / Branding  / Customer Segments  / Distributors  / Growth Strategies  / Industry Consolidation  / Industry News  / Lighting  / Lighting2  / Marketing  / Supplier / Products
Will Distributors Lose the CFL Market?
David Gordon Posted On September 20, 2007


Energy efficiency is coming to the home.For years, the knock on CFLs was the price and the form. When CFLs were not price competitive with incandescents, many said the product category wouldn’t take off. But all this is changing.Over the […]


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Channel Strategies  / eBusiness  / eMarketing  / Technology
Bits and Bytes to Dollars and Cents
David Gordon Posted On September 16, 2007


According to Steve Epner, Brown Smith Wallace Consulting Group, “Data synchronization is one of the most significant opportunities for cost-savings in the electrical channel.”As many know, IDEA has helped many manufacturers and distributors to pursue this path, saving them thousands […]


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Branding  / Channel Strategies  / Customer Segments  / Growth Strategies  / Industry News
The Future of Electrical Sales to Production Builders?
David Gordon Posted On September 14, 2007


Recently we spoke to a few purchasing people from large builders (production types like Ryan, Pulte, Centex, Toll). While they are suffering, all are doing some building. The goal of our discussion was to better understand their purchasing decision drivers […]


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Branding  / Channel Strategies  / eBusiness  / eMarketing  / Growth Strategies  / Industry News  / Manufacturers  / Sales Channel
Your Manufacturer as Your Competitor
David Gordon Posted On September 12, 2007


Private labeling and unbranded products could have unintended consequences. An emerging trend amongst “contract manufacturers” is the development of strategies to move up the value chain. Consider: A July 18th Wall Street Journal article entitled “Contract Manufacturers Shift to Brand […]


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eBusiness  / Productivity  / Profitability  / Technology
Improving Productivity and Profits through Invoicing
David Gordon Posted On September 10, 2007


With the economy tightening, contractor DSO’s increasing, and margins continuing to be squeezed, the need to streamline processes and turn each department into a profit center (or less of a profit drain) becomes more critical. When this can be combined […]


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Associations  / eBusiness  / Pricing  / Productivity
An IDEA with Vision?
David Gordon Posted On September 4, 2007


Received a couple of interesting emails/press releases over the weekend, on the same topic, but with different messages. Both announced that Mike Rioux, president of IDEA, was leaving the company to “pursue other career opportunities”. The IDEA issued press release […]


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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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