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.


Branding  / Channel Strategies  / Contractors  / Distributors  / eCommerce  / eMarketing  / Industry Consolidation  / Industry Outlook  / Manufacturers  / More Insights  / Sales Channel  / Supplier / Products
The Future of Counters
David Gordon Posted On April 26, 2020

Future of Electrical Distributor Counters

Distributor counter areas have been spotlighted in the first month of the COVID-19 era.  Counters represent between 5-30% of a distributor’s business with the importance of counter sales being directly tied to target audience, locale and business focus. What is […]


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Customer Segments  / Growth Strategies  / Industry Outlook  / Marketing  / More Insights
Market Targeting – The story of Chicken Little
David Gordon Posted On April 23, 2020

Market Targeting

Chicken Little arrived in the US in mid-March and declared “the world is falling”, and it started to … and has.  Humpty Dumpty fell and he then said, since his horsemen were missing (probably unemployed),  “Carmen Sandiego will help in […]


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Associations  / Distributors  / Industry Outlook  / Manufacturers  / Marketing Groups  / More Insights  / Profitability  / Reps  / Research Reports  / Sales Channel
Mid-April COVID-19 Electrical Market Sentiment Report
David Gordon Posted On April 20, 2020

COVID 19 Electrical Market Sentiment Survey

COVID-19 continues to run rampant throughout the country.  When we conducted our first Electrical Market Sentiment Report we went from zero to twenty-seven states under “shelter-in-place”.  Our recently released second report, Mid-April COVID-19 Electrical Market Sentiment Report, which shares input […]


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Advocacy  / Associations  / Branding  / Channel Strategies  / Customer Segments  / Distributors  / eMarketing  / Growth Strategies  / Industry Outlook  / More Insights
COVID Content, Concepts & Comments
David Gordon Posted On April 17, 2020

COVID Content Concepts Comments for Electrical Industry

Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating it to identify some key content and sharing some concepts […]


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Associations  / eCommerce  / Industry Outlook  / More Insights  / Productivity  / Technology
Industry Leaders Join ETIM North America
David Gordon Posted On April 16, 2020

ETIM New Members

Companies large and small talk about eCommerce. Progressive firms are talking the concept of eCommerce and broadening it to digitalization and then considering “digital transformation”. Essentially “digital transformation” encompasses identifying the multitude of opportunities within an organization to automate processes […]


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Contractors  / Customer Segments  / Growth Strategies  / Industrial Market  / Industry Outlook  / Manufacturers  / More Insights  / Sales Channel
Accelerating Decline & Electrical Market Sentiment Survey #2
David Gordon Posted On April 12, 2020

COVID19 Electrical Market Sentiment Survey

What a difference a week makes!  You may recall that late last month, based upon economic data through March 20th, DISC forecasted that the electrical industry would be down over 12% at the end of the year due to COVID-19. […]


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Distributors  / eCommerce  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Productivity  / Reps  / Sales Channel  / Technology
Increasing Sales Effectiveness, a COVID Opportunity?
David Gordon Posted On April 8, 2020

Post COVID Sales Effectiveness Tools

A potential outcome of COVID-19 is a rethinking of sales organizations. You’ve now had an opportunity to consider their effectiveness in a different sales environment and hopefully are starting to think about your sales organization “post COVID”. Consider … prior […]


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Customer Segments  / eCommerce  / Growth Strategies  / Industry Outlook  / Lighting  / Manufacturers  / More Insights  / Research Reports
2020 Q1 Pulse of Lighting Results & Acuity Performance
David Gordon Posted On April 7, 2020

Q3 2020 Pulse of Lighting Report

Q1 is done and while data from what is known as BC (before COVID-19) seems like from the dark ages, it can be informative if considered in a trending environment. While last week DISC shared a preliminary, probably optimistic, end […]


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Contractors  / Distributors  / Industrial Market  / Industry Outlook  / Manufacturers  / More Insights
Coronavirus Sales BC vs PC
David Gordon Posted On April 1, 2020

Coronavirus Sales BC vs PC

We’re in an environment that could be called BC vs PC – Before Coronavirus and Post Coronavirus. The challenge is that PC, which could be defined as Q3 and Q4 don’t look pretty. Everyone, at least manufacturers, are asking “what […]


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Distributors  / Industry Outlook  / Manufacturers  / More Insights  / Reps  / Research Reports
Electrical Industry COVID-19 Market Sentiment
David Gordon Posted On March 31, 2020

COVID 19 Electrical Market Sentiment Survey

Understanding the financial impact of COVID-19 on the electrical channel is a real challenge.  That’s why we launched, and can now report from, our Electrical Industry COVID-19 Market Sentiment Report. (available for $50 with 50% of proceeds to the Gary […]


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