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Rep Opportunities Abound
David Gordon Posted On October 1, 2020

Sales Management Formula

2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, was surprising. Some are being forced to make changes due […]


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Associations  / Channel Strategies  / Growth Strategies  / Industry Consolidation  / Industry Outlook  / Lighting  / More Insights  / People in the News  / Reps  / Sales Channel
Southwest Agency Merger – Hossley and L&PS
David Gordon Posted On August 5, 2020

Hossley Lighting & Power Solutions

Hossley Lighting Associates, led by Al Near, and Lighting & Power Solutions, led by Don Henderson, agreed to merge last week, forming a powerhouse agency serving the Southwest / Gulf Coast area. The two agencies, with a number of lighting […]


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Channel Strategies  / Customer Segments  / Distributors  / eMarketing  / Growth Strategies  / Industrial Market  / Industry Outlook  / More Insights
Different Models Part 2: Grainger 2020 Q2
David Gordon Posted On August 3, 2020

Grainger Earnings

Grainger’s 2020 Q2 differed significantly from Rexel. It’s lessons focus on diversification, sourcing flexibility as a sales tool, focusing on serving selected markets in a crisis. From it’s Q2 earnings call and presentation with a focus on what could be […]


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Channel Strategies  / Growth Strategies  / Industrial Market  / Industry Outlook  / Marketing  / More Insights  / Sales Channel
Industrial Opportunities and Investments
David Gordon Posted On July 14, 2020

Connected Factory Industrial Investment

In talking with manufacturers, reps and distributors there is concern about the longer-term commercial construction market given a dearth of opportunities for Q4 and beyond, however, the industrial market may represent an opportunity. According to Susan Brooke Sutherland in her […]


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Channel Strategies  / Growth Strategies  / More Insights
Ready for the 2nd Half Sprint?
David Gordon Posted On July 9, 2020

2nd Half Sprint - Starter's Gun

Hope you had a wonderful July 4th weekend with your family? While July 4th celebrates independence it also is a moment for reflection and appreciation of the American spirit. A sense of resilience, perseverance, ingenuity. A “can do” / “will […]


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Channel Strategies  / Customer Segments  / Industry Outlook  / Lighting  / Manufacturers  / More Insights
Acuity Outperforms in Distribution in Q2 (their Q3)
David Gordon Posted On July 7, 2020

Acuity Earnings Update

Last week Acuity shared their fiscal Q3 earnings report (Q2 performance). Overall, their lighting performance correlated with our 2020 Q2 Pulse of Lighting report and they outperformed in their “independent” (electrical distribution) channel.  They will probably do good this summer […]


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Channel Strategies  / Industry Outlook  / Lighting  / Research Reports
Q2 Pulse of Lighting Findings
David Gordon Posted On June 30, 2020

Q3 2020 Pulse of Lighting Report

Channel Marketing Group’s 2020 Q2 Pulse of Lighting Report (available for purchase for $19) projects that the lighting market, through electrical distribution, contracted by 20%. The survey, conducted the third week in June, received responses from 164 individuals who equally […]


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Channel Strategies  / Distributors  / eCommerce  / Growth Strategies  / Industry Outlook  / More Insights  / Technology
Evaluating eCommerce Companies, Forrester-style
David Gordon Posted On June 23, 2020

B2B eCommerce

COVID has heightened the benefit or, and interest in, eCommerce for electrical distributors. Our second and third COVID-19 Electrical Market Sentiment Reports have shown that those with an eCommerce offering have seen online sales increases. Further, from conversations with distributors, […]


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Channel Strategies  / Distributors  / Growth Strategies  / Industry Outlook  / Manufacturers  / More Insights  / Research Reports
Electrical Industry Moving Ahead According to Survey
David Gordon Posted On June 16, 2020

Moving Ahead from COVID

The results of our fourth COVID-19 Market Sentiment study (click to purchase report) are in and the electrical distribution industry is back to work, and sales are improving and the electrical industry is moving ahead. Based upon feedback from over […]


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Channel Strategies  / Manufacturers  / More Insights  / Reps  / Sales Channel
Selling is a Contact Sport
David Gordon Posted On June 11, 2020


Over the past month, according to our current survey, which closes today, sales for many distributors have stabilized or improved.  This which makes sense given construction is open in all states and states have opened their economies to varying degrees.  […]


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