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  / Distributors  / Growth Strategies  / Industry Outlook  / More Insights  / Reps  / Research Reports
Q3 2020 Recovery & Looking Forward to 2021
David Gordon Posted On October 7, 2020

Unknown Future What Lies Ahead

2020 has been a rollercoaster of a year … Q1, if you can remember that far back, started strong for most distributors. Q2 was the rollercoaster plunge, which we documented in three of our COVID surveys (first, second and third […]


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Distributors  / Growth Strategies  / Industrial Market  / Industry Outlook  / More Insights  / Sales Channel  / Training
Changing Role of Sales
David Gordon Posted On October 1, 2020

Electrical Sales

It’s been almost seven months (March) since COVID exploded into the electrical industry. It’s been a roller coaster road for many with everyone expecting the business to fall off the side of the earth in April. And the role of […]


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Channel Strategies  / Growth Strategies  / Industry Consolidation  / More Insights  / Reps  / Sales Channel
Rep Opportunities Abound
David Gordon Posted On October 1, 2020

Sales Management Formula

2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, was surprising. Some are being forced to make changes due […]


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Growth Strategies  / Industry Outlook  / Lighting  / Research Reports
Q3, An Improving Lighting Market
David Gordon Posted On September 29, 2020

Q3 2020 Pulse of Lighting Report

Distributor, manufacturer, manufacturer rep and lighting agent feedback in our 2020 Q3 Pulse of Lighting report show an improving lighting market. While the data had a disparity of -12% to flat versus Q3 2019, depending upon the audience, this was […]


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Customer Segments  / Distributors  / eCommerce  / Growth Strategies  / More Insights
Creating lemonade at Institutions
David Gordon Posted On September 25, 2020

MRO Electrical

What do market segments such as government, universities / higher education, life sciences, government / municipalities, sports teams, hospitals, agriculture have in common? While most are considered “institutions”, they all are significant users of eProcurement / punchouts as part of […]


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Growth Strategies  / Industry Outlook  / More Insights
What Lies Ahead in Q4 and 2021?
David Gordon Posted On September 21, 2020

Unknown Future What Lies Ahead

While the future is unknown and no one knows what lies ahead, hopefully the momentum generated in Q3 can continue, at least to some degree. It’s hard to believe that Q2 was only 90 days ago. Seems like ages but […]


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People in the News
Channel Marketing Group Expands; Calabro Joins
David Gordon Posted On September 21, 2020

Chris Calabro

Chris Calabro, a 30+ year veteran of the electrical, HVAC and Fire Safety industries, joins Channel Marketing Group as a Vice President. Chris will be supporting clients in the electrical, plumbing, HVAC, and fire safety industries. Calabro started in electrical […]


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Distributors  / Industrial Market  / Industry Outlook  / More Insights
A Glimpse of Q3? WESCO’s Perspective
David Gordon Posted On September 17, 2020

Quarterly Performance

As Q3 comes to a close, feedback from distributors and manufacturers is that the quarter has been a financial godsend. Needless to say, it had to be better than Q2.  The disastrous April is quickly falling into the rear view […]


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Advocacy  / Associations  / eCommerce  / Industry Outlook  / Technology
An Intro to ETIM North America at eBiz
David Gordon Posted On September 17, 2020

ETIM North America at IDEA's eBiz

If you’re not familiar with ETIM North America and are a manufacturer or a distributor who recognizes that eCommerce, and eBusiness, is part of your future, you need to attend this session at next week’s eBiz.  The session is titled […]


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Growth Strategies  / Lighting  / More Insights
Q3 Pulse of Lighting – How’s Your Lighting Business?
David Gordon Posted On September 13, 2020

Q3 2020 Pulse of Lighting Report

The end of Q3 will shortly be here so its time for our Q3 Pulse of Lighting survey to get a sense of the lighting market.  Q3 Observations Q3 has represented a rebound month for many.: It continued to be […]


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