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A changing MRO environment?
David Gordon Posted On January 14, 2019


Recently I participated in a networking group that included a number of MRO buyers. The subject was trends in the MRO space. Granted many of the attendees were larger MRO buyers, but the feedback indicated a change in buyer purchasing […]


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What do your customers value the most from you?
David Gordon Posted On December 16, 2018


Lately I’ve been thinking about “value”.  Not necessarily from a financial / pricing / cost viewpoint but from a “what does your customer value THE MOST from you?” You may ask why I’m thinking about this? It relates to customer […]


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Branding  / Channel Strategies  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Industrial Market  / Marketing  / More Insights
Distributors. Has Amazon Business Been Good for You?
David Gordon Posted On October 31, 2018


Conventional wisdom is that Amazon Business is not good for MRO and construction distributors.They are a technological behemoth that knows nothing about “our space” and are only successful because they can: throw money at the issue / opportunity have the […]


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Protecting Price and the Channel in an Online Marketplace World (Amazon)
David Gordon Posted On October 23, 2018


Amazon Business is talked about regularly within distribution industries in general and especially in the MRO space.  Barely a meeting goes by with a manufacturer where the topic of “what should we do regarding Amazon Business” is not asked as […]


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Ready for the industry’s next aggregator … Southwire?
David Gordon Posted On September 17, 2018


Southwire is a very intriguing company. Years ago they took a commodity product that defined the company (wire), combined it with some acquisitions and mixed in marketing to convert the company from the perception of a staid, commodity company to […]


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Branding  / Channel Strategies  / Customer Segments  / Manufacturers  / Marketing  / More Insights
Lighting Agents
David Gordon Posted On August 21, 2018


Lighting agents. Those two words conjure a range of emotions and business observations for many in the industry, and especially for electrical and lighting distributor.  It’s almost as if this element of the channel is revered and either tolerated or […]


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Mayer Moves Forward
David Gordon Posted On August 8, 2018


The company formerly known as Mayer Electric Supply made a small but subtle move recently and changed its name to Mayer. Along with the name change came an evolved brand and updated logo and mark. For a company that is […]


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Rockwell Delivers on Customer Satisfaction
David Gordon Posted On March 28, 2018


Customer satisfaction is a key element of a growth strategy as it helps support the retention of the business.  And while everyone says they deliver quality customer service, measuring service performs and continuously seeking ways to improve can separate companies.  […]


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Promotional Ideas – Lutron, Eaton Lighting, Acuity, NorthEast Electric, Wire and more
David Gordon Posted On March 23, 2018


Promotions are a significant element of a distributor’s marketing plan, especially if the audience is contractors.  A “do this, get that” mentality. Something to create increased awareness (or perhaps used to provide sales a crutch in talking to customers). In […]


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Value Engineering through LED Education
David Gordon Posted On March 19, 2018


The lighting market is more competitive than ever before. And with unit sales rates exceeding revenue growth rates, aside from declining materials costs, as they say “it’s the competition, stupid.”  Historically the term “value engineering” is derisively referred to as […]


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