Channel Strategies Archives

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Omni Cable Energizing Sales?

David Gordon Posted On March 2, 2017

In a move that has been rumored for a few weeks, Omni Cable will now be a resource for distributors of Eaton and Square D breakers. In an effort to continue their initiative to ensure a safe, authorized, resource for […]

Channel Strategies / Distributors / Growth Strategies / Lighting / Lighting2 / More Insights / Technology

A New Dawn of Lighting Technology

David Gordon Posted On February 15, 2017

Last month we introduced a three part series from Wendell Strong entitled “Insights into the World of PoE Lighting Technology.” His first part, titled “In the Beginning there was Light(ing).” This month he continues the series with where LED is […]

Advocacy / Associations / Channel Strategies / More Insights / Reps / Sales Channel

NEMRA Power Pact to Drive Exponential Growth

David Gordon Posted On February 13, 2017

Last week we shared insights from the NEMRA Annual Meeting and mentioned NEMRA’s new initiative / platform called Power Pact which is conceived, based upon research, to take manufacturer / rep relations to partnerships with a goal of developing a […]

Channel Strategies / Customer Segments / Growth Strategies / Industry News / More Insights

Automating The Home Market

David Gordon Posted On January 16, 2017

Recently I’ve spoken with a number of distributors who have shared that business is up and in some areas it is being driven by residential growth in their market. Frequently this growth is new home construction, however, sales performance at Home Depot […]

Advocacy / Associations / Channel Strategies / Industrial Market / Industry Consolidation / Manufacturers / More Insights / Reps / Sales Channel

December Manufacturer Moves

David Gordon Posted On December 20, 2016

For some reason when it comes to December manufacturers seem to make a flurry of moves with a number being of the acquisitive type. Don’t know why, but… And there are other manufacturer “happenings” that we’ve heard of. So, as […]

Channel Strategies / Distributors / Growth Strategies / Lighting / Lighting2 / More Insights

Distribution’s Voice in Lighting Rebate Programs

David Gordon Posted On December 14, 2016

Every year utilities spend billions of dollars on energy efficiency / lighting rebate programs. In fact, one report states $7.8 billion! And estimates are that only $1-3 billion of this are for mid-stream (channel) rebates. And as Chris Cloutier, our […]

Channel Strategies / Distributors / eBusiness / eMarketing / Growth Strategies / More Insights / Technology

Affordable eCommerce for Smaller Distributors

David Gordon Posted On December 12, 2016

As everyone knows, there has been much discussion regarding eCommerce and how it is “vital” for the survival of distributors. It’s essential to compete against Amazon. And small distributors (<$25M) are dinosaurs, destined to become extinct because of their inability […]

Channel Strategies / Manufacturers / More Insights / Reps / Sales Channel

Lessons from a Year as a Lighting Agent

David Gordon Posted On November 20, 2016

Recently a lighting rep who recently completed his first year at his firm, after spending six years in a variety of lighting manufacturer roles, shared his observations. The rep, Tom Salter, who works for SESCO Lighting, allowed ElectricalTrends to share […]

Channel Strategies / Distributors / Growth Strategies / Manufacturers / Marketing / More Insights / Reps / Training

Attend Free Advanced Business Planning Webinar

David Gordon Posted On October 25, 2016

Earlier this year Channel Marketing Group conducted research regarding joint business planning and released the results earlier this fall. Some of the key findings revealed that: Manufacturers talk sales; distributors talk profits … and then sales Distributors who invest in […]

Channel Strategies / Growth Strategies / Lighting / Lighting2 / Manufacturers / More Insights / Sales Channel / Technology

“Can you hear me now?” – Verizon

David Gordon Posted On September 19, 2016

Many may remember the Verizon commercials titled “Can you hear me now?” And while the spokesperson may have moved to Sprint and is focusing on price, the lighting industry may now be hearing Verizon calling. And electrical and lighting distributors […]