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  / Customer Service  / Distributors  / Growth Strategies  / Logistics  / Profitability
Will RDC / CDCs add profit to CED?
David Gordon Posted On October 16, 2007


CED and USESI issued a press release October 9th that may indicate a change in business models for CED. But then again they may be setting up a successful division that will continue to grow because of the business model […]


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Sales Channel  / Training
The Sales Training Dilemna
David Gordon Posted On October 12, 2007


Excellent article in the October issue of ManageSmarter, and referenced in today’s NAWSmartbrief. The article, entitled “Price Cutting is for Sissies” hits on two of the key reasons why salespeople discount pricing, and amplify where companies should commit training, marketing […]


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Channel Strategies  / Customer Segments  / Distributors  / Growth Strategies  / Industry Consolidation
Hagemeyer in Play
David Gordon Posted On October 10, 2007


You may have heard that Hagemeyer received an unsolicited offer from Sonepar and that reportedly Rexel also has some interest. And with Hagemeyer planning to meet with Sonepar to “clarify” the offer, it wouldn’t surprise us to see some type […]


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Channel Strategies  / Contractors  / Customer Segments
Weekend Reading Leads to Industry Thoughts about Residential Products, CFLs, Purchasing & More
David Gordon Posted On October 8, 2007


Weekends sometimes provide the opportunity to catch up on reading, which has a tendency to stimulate the mind. So, to start your week, some things to ponder… Congratulations to Lutron’s Aurora wireless radio frequency lighting system and Leviton’s home entertainment […]


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Distributors  / Growth Strategies  / Pricing  / Profitability  / Purchasing  / Supplier / Products
The Media Hype of Private Labeling
David Gordon Posted On October 2, 2007


Interesting how the mass media can heighten visibility of trade issues. This summer’s product recalls by Mattel increased interest in private labeling. Occurring shortly after issues with pet food, toothpaste and tires, many questioned if private labeling is a wise […]


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Growth Strategies  / Industry News  / Manufacturers
Rockwell in China?
David Gordon Posted On September 28, 2007


Every once in a while life has those humorous moments and we thought this might give you a smile.   Wednesday’s tedmag.com newsletter had the following snippet:   ROCKWELL IN CHINA—Rockwell Automation has reported that it will realize 20% revenue […]


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Productivity  / Profitability  / Technology
Changing Landscape of Invoicing Attracts Interest
David Gordon Posted On September 27, 2007


With DSO’s increasing for many distributors and the need to maintain, and improve profitability becoming more important in a slowing market, distributors are examining their invoicing processes to identify opportunities to reduce their DSO’s, improve cash flow and offer a […]


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Associations  / eBusiness  / Technology
E-Biz Ends with a Standing Ovation
David Gordon Posted On September 21, 2007


And Bernie Westapher, Panduit, and Phil Barrios, Hubbell, are two classy individuals (no they didn’t pay me to say that, I’ll explain at the end). First, a few things about the conference, then some session observations: This was the largest […]


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eBusiness  / Pricing  / Productivity
1st Day Thoughts from IDEA’s E-Biz Forum in Vancouver
David Gordon Posted On September 20, 2007


The E-Biz Forum started yesterday with a packed crowd. Due to last minute registrations, attendance is over 200 people … more than IDEA expected. Yesterday’s sessions were well attended, and informative: Adam Fein launched the conference with an overview of […]


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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. […]


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