Channel Marketing Group recently surveyed almost 200 construction and industrial distributors to better understand the marketing tools that they use and how effective they feel that these tools are. Ratings were developed to rank effectiveness. Distributors were also asked about […]
Recently I was reading a couple of articles, 1 that was forward by a client entitled “Five Ways Leaders Must Get Their Hands Dirty in 2012” and a newsletter I received that entitled “How to Generate Repeat Business”. While many […]
Recently we were conducting some research on non-traditional competitors and unearthed some information that could represent opportunity (through insights) from a couple of companies: Grainger While many have heard the news of Grainger closing 25 locations and inquisitive minds have […]
If you were Graybar? Yes, it’s a lot of money and many people are wondering, perhaps speculating, on what Graybar will do with a half a billion dollar unsecured loan. This gives them $300 million more than they had before. […]
The switchgear / distribution equipment market represents between 10-15% of the average electrical distributor’s sales and is an important product category when trying to build contractor and industrial business. Distributors typically identify their business by their distribution line and customers […]
Earlier this week, I relayed a true story about how an electrical contractor, distributor, manufacturer’s rep and manufacturer, while replacing product, completely fumbled the ball and missed an opportunity to reinforce the value of Brand Name products and Customer service. […]
In today’s market conditions the power of Customer Service is often overlooked. It is a trend that is a sign of the times. Everyone is busy trying to survive or claw back into their market. Many say it’s a time […]
While interviewing electrical contractors and distributors for our 2010 Contractor Insight Research Report (just released), we came across a few changes in attitude that might be of interest to manufacturers and distributors. Generally speaking most contractors a few years ago […]
Most everyone in the electrical distribution channel understands that residential sales have fallen through the floor or are in the ditch. To understand currently what is happening, Allen Ray Associates started an“Informal” phone survey to 27 distributors (at this […]
On November 9th we posted some thoughts entitled “Taking Advantage of a Downturn” where we quoted some research that proved that investing in sales and marketing during a downturn can enable a compaany to take share and grow their business. […]
David Gordon
Channel Marketing Group
919-488-8635
