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.


Associations  / Channel Strategies  / Growth Strategies  / Industry Consolidation  / Industry Outlook  / Lighting  / More Insights  / People in the News  / Reps  / Sales Channel
Southwest Agency Merger – Hossley and L&PS
David Gordon Posted On August 5, 2020

Hossley Lighting & Power Solutions

Hossley Lighting Associates, led by Al Near, and Lighting & Power Solutions, led by Don Henderson, agreed to merge last week, forming a powerhouse agency serving the Southwest / Gulf Coast area. The two agencies, with a number of lighting […]


Continue Reading
2
0

Contractors  / Growth Strategies  / Industry Consolidation  / Manufacturers  / More Insights  / Reps  / Supplier / Products
Madison Joins Southwire Family
David Gordon Posted On August 5, 2020

Madison Electric Joins Southwire

Southwire, known for their wire and cable offering, has been on the expansion trail the past few years broadening its offering into tools, material handling (Maxis Tools)  and a couple of years ago Garvin Industries, which was a head scratcher […]


Continue Reading
2
0

Channel Strategies  / Customer Segments  / Distributors  / eMarketing  / Growth Strategies  / Industrial Market  / Industry Outlook  / More Insights
Different Models Part 2: Grainger 2020 Q2
David Gordon Posted On August 3, 2020

Grainger Earnings

Grainger’s 2020 Q2 differed significantly from Rexel. It’s lessons focus on diversification, sourcing flexibility as a sales tool, focusing on serving selected markets in a crisis. From it’s Q2 earnings call and presentation with a focus on what could be […]


Continue Reading
1
0

Distributors  / Industry Consolidation  / Industry Outlook  / More Insights  / Profitability
Two Distributors. Different Models. Rexel and Grainger.
David Gordon Posted On August 3, 2020

Rexel Quarterly Earnings

It’s 2020 Q2 earnings season and recent reports from Rexel and Grainger provide an opportunity to consider two drastically different models. Rexel is a traditional electrical distributor challenged with a consistent business model and painstakingly slowly trying to evolve to […]


Continue Reading
2
0

Distributors  / Growth Strategies  / Industrial Market  / Industry Consolidation  / More Insights
Schaedler Yesco Acquires 2 From Rexel
David Gordon Posted On July 26, 2020

Schaedler Yesco

Schaedler YESCO, one of Pennsylvania’s leading independent distributors and perennially on Pennsylvania’s “Best Place to Work” list last week announced that it acquired two branches from Rexel. The locations are in Pittston, PA (northeastern Pennsylvania) and Johnson City, NY (just […]


Continue Reading
3
0

Industrial Market  / Industry Outlook  / Manufacturers  / More Insights
Where is ABB Going?
David Gordon Posted On July 26, 2020

ABB Earnings

Feedback from a number of people within the channel is that ABB seems to be an enigma, especially its ABB ELIP group, Electrification Installation Products Business (the “old” Thomas & Betts brand.) The GE Industrial Solutions group is now part […]


Continue Reading
11
1

Industry Consolidation  / More Insights  / People in the News
Konnerth Joins Merrimack Group to Focus on M&A
David Gordon Posted On July 26, 2020

Merrimack Group

Ted Konnerth, an electrical industry veteran known for his tenure at Cooper Lighting (many many moons ago!) and for the past 20 years for Egret Consulting is now expanding his efforts to support manfuacturers, disributors and others in the area […]


Continue Reading
0
0

Associations  / More Insights  / Productivity  / Technology
ETIM NA Moves Ahead – New Categories, New Members
David Gordon Posted On July 21, 2020

Rockwell Eaton Join ETIM North America

Last week ETIM North America shared a couple of press releases that had some important implications that highlight traction in development of a product classification system to support and sustain the industry as well as expanded support. Jon Duffie, Siemens’ […]


Continue Reading
1
0

More Insights  / Productivity  / Profitability  / Reps  / Sales Channel
POS is About Getting Paid for Effort
David Gordon Posted On July 19, 2020

NEMRA POS Initiative

In an industry awash with data, the issue of POS (point of sale) information being shared to ensure independent manufacturer representatives are compensated for their efforts continues to be an issue. And with COVID significantly impacting industry revenues for many, […]


Continue Reading
0
0

Distributors  / Growth Strategies  / Industry Consolidation  / Manufacturers  / More Insights
Granite City and Leviton Make Acquisitions
David Gordon Posted On July 19, 2020

Acquisitions Puzzle

Could the COVID-19 inspired acquisition cycle starting in the electrical industry? Last month Dakota Supply acquired Honold & La Page. Last week two deals, one distributor-focused and one manufacturer-focused, were announced. Granite Grows Granite City Electric Supply, one of the […]


Continue Reading
0
0