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LOYALTY: DEMANDED? FULFILLED? HOW?
Gene Biben Posted On November 20, 2022

Loyalty

I was speaking to a large regional VP of Sales for an electrical distributor recently.  His comment was “everyone wants loyalty, but when you give it, what is given in return?” This got me thinking, What is loyalty and how […]


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Channel Strategies  / Customer Segments  / Industrial Market  / Industry Outlook  / More Insights  / Sales Channel
Van Meter Expands Robotics; Diversifies Industrial Offering
David Gordon Posted On August 17, 2022

Van Meter Comau Robotics

The industrial segment of the electrical distribution market is undergoing change due to a number of market dynamics including reshoring / near shoring, the impact of climate technologies / EV, manufacturer employment challenges, the need for improved productivity / capacity coupled […]


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Channel Strategies  / Customer Segments  / eCommerce  / More Insights
Amazon Makes Acquisition, Good for Electrical Distributors
David Gordon Posted On July 27, 2022

Amazon Acquires Good Electrical Distributors

Last week Amazon made an acquisition, spending $3.9 billion, and it should be very good for electrical distributors. Why you ask? Because maybe it will put to rest the ever-ending question of “who will Amazon buy to enter the electrical […]


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Channel Strategies  / Distributors  / Growth Strategies  / Industry News  / More Insights
Lonestar & ABB Gear Up in Texas
David Gordon Posted On June 27, 2022

Lonestar ABB Gearing Up in Texas

As a start-up electrical distributor, founded in 2014, Lonestar Electric Supply has had a meteoritic rise in sales. The company has grown from $0 to $405 million as of the end of 2021 and is now ranked #27 according to […]


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Channel Strategies  / Growth Strategies  / Industry Consolidation  / Lighting  / Manufacturers  / More Insights
Halco Focuses on Core
David Gordon Posted On June 9, 2022

Halco Lighting

Halco recently announced the sale of their specialty lighting business to Hayward Industries, a leading pool and irrigation manufacturer. Every electrical / lighting distributor is familiar with Halco and their lamp, ballast and fixture offering. It’s probably fair to say […]


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Channel Strategies  / Industry News  / Industry Outlook  / Lighting  / Manufacturers
Can Smart Lighting Solve the Energy Crisis? Signify Thinks So
Linda Longo Posted On March 15, 2022

Smart Cities Lighting

Addressing the soaring energy costs the world is currently facing, Jonathan Weinert of Signify’s IoT and Connected Lighting sector asks a timely question: Can connected lighting help resolve the energy crisis? The answer, he says, is “Yes.” In an article posted […]


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Channel Strategies  / Contractors  / Distributors  / Growth Strategies  / Research Reports
Ideas from the HVAC Market
Gene Biben Posted On March 15, 2022

Ideas from the HVAC Market

My last article comparing the lighting and supply representation models produced discussions that continue. It was then requested we consider other channels to see what manufacturers and distributors could learn. I decided to look at the HVAC channel with given […]


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Associations  / Channel Strategies  / Customer Segments  / Industry Outlook  / Lighting  / Marketing
Home Buyer Demands Change, Increased Lighting Opportunities
Linda Longo Posted On March 8, 2022

Residential Lighting

If your electrical business relies heavily on home construction, you might want to expand your inventory of outdoor lighting and ceiling fans, according to survey results released by the National Association of Home Builders (NAHB) at this month’s International Builders’ […]


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Channel Strategies  / Contractors  / Customer Segments
Electrical Contractors’ Buying Behaviors Are Changing
David Gordon Posted On March 8, 2022

Why Contractors Buy from Electrical Distributors

Back in the fall, HMI released a white paper, researched and written by Channel Marketing Group, titled “6 Contractor Trends Affecting Distributor Relationships”. The report focused on 6 specific areas that over 750 contractors from a number of construction industries.  […]


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Channel Strategies  / Distributors  / Industrial Market  / Industry Consolidation  / More Insights
Sonepar – Doubling Down for Acquisitions?
David Gordon Posted On March 6, 2022

Sonepar What's Next

We know, like most other distributors, that Sonepar USA had a “good” 2021. At least enough to enable it to carry out any planned acquisitions but, perhaps the recent news that it sold Vallen is a hint that they are […]


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