Channel Strategies Archives

Channel Strategies / Customer Service / Distributors / Growth Strategies / Logistics / Profitability

Will RDC / CDCs add profit to CED?

David Gordon Posted On October 16, 2007

CED and USESI issued a press release October 9th that may indicate a change in business models for CED. But then again they may be setting up a successful division that will continue to grow because of the business model […]

Channel Strategies / Customer Segments / Distributors / Growth Strategies / Industry Consolidation

Hagemeyer in Play

David Gordon Posted On October 10, 2007

You may have heard that Hagemeyer received an unsolicited offer from Sonepar and that reportedly Rexel also has some interest. And with Hagemeyer planning to meet with Sonepar to “clarify” the offer, it wouldn’t surprise us to see some type […]

Channel Strategies / Contractors / Customer Segments

Weekend Reading Leads to Industry Thoughts about Residential Products, CFLs, Purchasing & More

David Gordon Posted On October 8, 2007

Weekends sometimes provide the opportunity to catch up on reading, which has a tendency to stimulate the mind. So, to start your week, some things to ponder… Congratulations to Lutron’s Aurora wireless radio frequency lighting system and Leviton’s home entertainment […]

Channel Strategies / eBusiness / eMarketing / Technology

Bits and Bytes to Dollars and Cents

David Gordon Posted On September 16, 2007

According to Steve Epner, Brown Smith Wallace Consulting Group, “Data synchronization is one of the most significant opportunities for cost-savings in the electrical channel.”As many know, IDEA has helped many manufacturers and distributors to pursue this path, saving them thousands […]

Branding / Channel Strategies / Customer Segments / Growth Strategies / Industry News

The Future of Electrical Sales to Production Builders?

David Gordon Posted On September 14, 2007

Recently we spoke to a few purchasing people from large builders (production types like Ryan, Pulte, Centex, Toll). While they are suffering, all are doing some building. The goal of our discussion was to better understand their purchasing decision drivers […]

Branding / Channel Strategies / eBusiness / eMarketing / Growth Strategies / Industry News / Manufacturers / Sales Channel

Your Manufacturer as Your Competitor

David Gordon Posted On September 12, 2007

Private labeling and unbranded products could have unintended consequences. An emerging trend amongst “contract manufacturers” is the development of strategies to move up the value chain. Consider: A July 18th Wall Street Journal article entitled “Contract Manufacturers Shift to Brand […]

Channel Strategies / Contractors / Customer Segments / Distributors / eBusiness / Growth Strategies / Industrial Market / Industry Consolidation / Industry News

What the NEW HD Supply Sale Might Mean for Electrical Distributors

David Gordon Posted On August 27, 2007

In a couple of words, “not much”. HD Supply has still been sold to private equity (at a significantly reduced price). Our thoughts is that, from an electrical perspective, HD Supply is over-weighted in the residential market; has a strong […]

Channel Strategies / Customer Segments / Distributors / Growth Strategies / Industry Consolidation / Industry News / Manufacturers / Sales Channel

Acquisition Opportunities Abound in Changing Market

David Gordon Posted On August 17, 2007

We’ve had conversations with several analysts recently who have inquired about the electrical distribution industry. The conversations frequently turn to “what would happen to distributors if the economy slowed down?” While there are obvious revenue and profit implications, we discussed […]

Channel Strategies / Contractors / Customer Segments

HD Still Wants to “Own the Pro”

David Gordon Posted On August 15, 2007

Although the “pro” is defined as the residential market. According to ProSales, Ron Jarvis, SVP of pro business, tool rental and environmental innovation, said “The Home Depot’s target pro audience consists of three subgroups: the very small repair/remodeler who might […]

Channel Strategies / Customer Segments / Distributors

Rexel’s Disappointing North American Performance

David Gordon Posted On August 13, 2007

Rexel recently announced its second quarter/first half results. While company-wide organic growth was 4.5% and the company is actively seeking acquisitions (30 are in various stages worldwide), of interest is Rexel’s North American performance. Key North American highlights include: Sales […]