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  / Customer Segments  / Customer Service  / Growth Strategies  / More Insights  / Productivity  / Supplier / Products
Leadership – Celtic-style
David Gordon Posted On December 4, 2024

Leadership - Boston Celtics style

Business seemingly is running faster than ever and for much of your staff, this year may have been a grind. Consider: Increasing customer expectations Your expectations have increased Technology implementations, “digital transformation” (aka digital anxiety), AI Hearing about layoffs Concerns […]


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Distributors  / Lighting  / People in the News  / Reps
People in News Leading NEMRA Lighting, FrommConnect, and Sonepar
David Gordon Posted On December 3, 2024

People in the News - Bristol, Naida, Kline

Over the past few weeks there have been a few key hires in a number of companies so a “People in the News” Jeff Bristol Joins NEMRA to Lead Lighting Division Last week NEMRA announced the launch of its Lighting […]


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Associations  / Lighting  / More Insights
NEMRA Lights It Up – Launches Lighting Division
David Gordon Posted On November 26, 2024

NEMRA Launches Lighting Division

Yesterday NEMRA announced that it is formally launching a Lighting division, embracing AAiLA to launch the division in conjunction with a number of existing NEMRA representatives. AAiLA was founded a little more than three years ago and was the vision […]


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Uncategorized
Pulse of Switchgear
David Gordon Posted On November 15, 2024


The market continues to be slow, and we continue to hear about the switchgear delays, and construction disruptions, for some companies and product categories. Distributors are resigned to “this is the way it is, and probably will be.” And that […]


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Growth Strategies  / Industry Consolidation  / More Insights
Walters Wholesale Acquires Desert Electric
David Gordon Posted On November 15, 2024

Walters Wholesale

Walters Wholesale, a leading Southern California distributor, expanded its reach “further east” and acquired Pam Desert-based Desert Electric as well as Pomona Wholesale Electric. According to a press release, “Walters Wholesale Electric, a premier distributor of electrical supplies and a […]


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Distributors  / Growth Strategies  / Industry Consolidation  / Industry Outlook  / More Insights
7 Deals in North America, 5 in the US … So Far … Sonepar
David Gordon Posted On November 15, 2024

Sonepar USA

While seemingly the acquisition market has quieted the last couple of months, this year has been an active one for Sonepar North America with seven (7) deals so far exceeding $2 billion in revenues, according to a recent press release: […]


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Distributors  / Industry Outlook  / More Insights  / Productivity  / Profitability
Recent Layoffs and a Changing Market
David Gordon Posted On November 13, 2024

Recent Layoffs ... Emerging Trend

Last week Prudence Thompson shared / confirmed, and we’ve reconfirmed a few other ways, that a prominent distributor had a significant layoff … 200 people. And reportedly they are closing some branches. Unfortunately, they are not the only company parting […]


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Distributors  / Growth Strategies  / Industry Consolidation  / More Insights
Diversification as a Distributor Growth Strategy
David Gordon Posted On November 13, 2024

Diversification through acquisition

The concept of diversification seems to be coming more prevalent. Ferguson shared that pursuing diversified customers is a viable strategy as they have identified the contractor trend of dual trade contractors and are bringing HVAC parts and supplies to more […]


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Lighting  / Manufacturers  / More Insights  / Purchasing
Acquire Lighting Equipment at Saylite Auction
David Gordon Posted On November 8, 2024

Saylite Auction

If you are a lighting manufacturer seeking equipment, inventory and more or a lighting showroom or electrical distributor, especially in the Texas market, seeking lighting inventory, check out the upcoming auctions from the Lights Fantastic Pro and Saylite bankruptcy auctions. […]


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Distributors  / Growth Strategies  / More Insights  / Sales Channel  / Technology  / Training
Distributors – Sales is Still a Contact Sport … Back to Basics
David Gordon Posted On November 7, 2024

Sales is a Contact Sport - Prokeep Sales Playbook

Recently Prokeep developed a sales playbook white paper for electrical distributors that is a great reminder of the sales basics that inevitably every salesperson, sales manager, branch manager and marketing department … forget. Companies, managers, and individuals forget because everyone […]


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