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  / Customer Service  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Marketing  / More Insights  / Reps  / Research Reports  / Technology
Convenience Will Deliver Sales and Loyalty
David Gordon Posted On September 22, 2019


Buyer behavior is changing.  Convenience is now a differentiator. Customers expect it. It’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B buyer expectations, and it will become distributor reality (and is […]


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Associations  / Channel Strategies  / Industry News  / More Insights  / Reps  / Sales Channel
What will the Rep of the Future look like?
David Gordon Posted On September 15, 2019


NEMRA needs your help in understanding your needs to answer the question of “what will the rep of the future look like?” There are three key premises for preparing to prosper (some say “survive”) in the future: You need to […]


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Channel Strategies  / Industry Consolidation  / Industry News  / Lighting  / Lighting2  / More Insights
Q3 Lighting Updates
David Gordon Posted On September 13, 2019


Summertime has come to an end and now it’s the sprint to the end of the year.  The time when many are doing two jobs – seeking sales opportunities to end the year on a high note and planning for […]


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Industry News  / More Insights  / Training
Interviewing to Hire “The Right” Person
David Gordon Posted On September 8, 2019


For many managers, the worst part of losing an employee is interviewing prospects. Where to find candidates and what to ask so can get “the right person”, quickly. Conversely, if you’re seeking a “new” opportunity, the idea of interviewing can […]


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More Insights  / Pricing  / Productivity  / Profitability
SPAs – Are We / They In Or Out of Control?
David Gordon Posted On September 5, 2019

SPAs

SPAs, special pricing agreements, were originally conceived to ensure the integrity of local market into stock, and “street” pricing while providing distributors and manufacturers with a targeted sales pricing tool to deploy on an account-specific basis.  The definition of “account-specific” […]


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Channel Strategies  / Customer Segments  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Industrial Market  / Logistics  / More Insights  / Profitability  / Sales Channel  / Technology
FedEx to Live without Amazon. Lessons for Distributors
David Gordon Posted On September 3, 2019


Last month FedEx announced that they won’t renew a ground-delivery deal they had with Amazon to provide small-package ground deliveries.  This follows FedEx’s announcement that it wouldn’t renew Amazon’s FedEx Express contract which Amazon used to transport packages by air. […]


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Branding  / Marketing  / More Insights
Football Fever
David Gordon Posted On August 27, 2019


In the words of Hank Williams, “are you ready for some football?! The season for the most watched sport in America started this weekend with Miami vs Florida and will continue until early February.  Whether peewee, high school, college or […]


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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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