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 Segments  / Growth Strategies  / Industry News  / More Insights  / Sales Channel  / Supplier / Products
Are you going to be smart in the residential market?
David Gordon Posted On August 23, 2019


The residential market is considered to be about 10-12% of the overall electrical market and about 20% of the overall contractor market, nationally, but, the residential market has a much greater impact on the overall market. The “light” commercial infrastructure […]


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Distributors  / Growth Strategies  / Industry Consolidation  / Manufacturers  / More Insights  / Profitability
The Acquisition Market is Heating Up
David Gordon Posted On August 20, 2019


Over the past month or so we’ve seen a number of intriguing acquisitions occur in the electrical industry.  Types that could have further reaching implications. Why Sell And there seemed to be some trends relating to Succession planning Generational issues […]


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Associations  / eBusiness  / Logistics  / More Insights  / Productivity  / Profitability  / Technology
Sneak Peek at the New IDEA Connector Platform
David Gordon Posted On August 14, 2019


IDEA, founded about 25 years ago in a joint venture by NAED and NEMA, with the primary objective of being helping manufacturers and distributors improve product data-driven transactions and processes via development of a central repository of product data, is […]


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Associations  / Awards  / Marketing  / More Insights
Insights from 2019 NAED Adventure
David Gordon Posted On August 14, 2019


Earlier this month NAED held its marketing conference, AdVenture, in Nashville. According to reports, there were 100-110 attendees representing 20-25 manufacturers and 30-35 distributors. The TED Best of the Best awards were also presented, which presumably helps attendance. One of […]


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Contractors  / Distributors  / Industrial Market  / Industry News  / Marketing Groups  / More Insights
WESCO, Rexel and AD Q2 2019 Performance Update
David Gordon Posted On August 5, 2019


WESCO, Rexel and AD recently shared their Q2 performance and, while they all reported growth, the market appears uneven with Rexel reporting strong performance in the US and WESCO and AD sharing low single digit growth.  WESCO and AD highlight […]


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Industry Consolidation  / Manufacturers  / More Insights  / Reps  / Sales Channel
The Rep Alignment Dilemma
David Gordon Posted On July 31, 2019


The rep alignment dilemma … whom to align with to generate sales? End-users? National chains? Independent supportive distributors? Any distributor who will support the manufacturer? The manufacturer? But, the bottom line becomes, what will generate sales to meet manufacturer expectations? […]


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Industrial Market  / Industry News  / Manufacturers  / More Insights
ABB … Plodding Along
David Gordon Posted On July 31, 2019


ABB’ globally, seems to be “plodding” along.  In this article analyzing the company from an investment viewpoint, the analyst compares ABB’s quarterly report versus some competitors and, for the most part, competitors prevail.  He does say that ABB has the […]


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Jobs
Mid-Atlantic Regional Sales Manager
David Gordon Posted On July 31, 2019


Do you have the potential to be a Mid-Atlantic Regional Sales Manager for one of the fastest growing companies in the industry? If so, come work for Topaz. Topaz, a leading manufacturer and distributor of lighting and electrical products is […]


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Distributors  / Growth Strategies  / Industrial Market  / Industry News  / Marketing  / More Insights  / Profitability
Grainger Q2 Sales Slow … Industrial Indicator?
David Gordon Posted On July 29, 2019

Grainger Earnings

Grainger frequently is a good bellwether for the industrial market given their MRO focus on Fortune 500 industrial accounts. Grainger’s performance highlights that the industrial MRO rate of growth decelerated significantly. Q2 Report From their quarterly report and slide presentation: […]


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Channel Strategies  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / More Insights  / Pricing  / Profitability  / Sales Channel
Using Price to Expand Your Business
David Gordon Posted On July 24, 2019


Competing on price is a “no no” for many distributors. Few want to say “the reason why people buy from me is price.”  But, do all of your customers want to buy from you for your service, people or your […]


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