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The Lighting Sales Question – “Are You My Customer?”
David Gordon Posted On June 7, 2020

Who is the lighting customer of tomorrow?

Lighting is an important product category for most electrical distributors. Depending upon the distributor’s focus, it can be 25-30%, or higher, of sales! Most distributor’s view the lighting “customer” as “the contractor” (installer). Some consider it the end-user and sell […]


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Associations  / Channel Strategies  / Distributors  / Growth Strategies  / Industry Outlook  / Manufacturers  / Marketing Groups  / More Insights  / Reps
Moving Ahead in the Age of COVID-19 – 4th Survey
David Gordon Posted On June 4, 2020

Moving Ahead from COVID

For many the industry came to a screeching halt in mid-March. Companies stopped travel, states went into lock-down, most construction across the country stopped. Those in the industry in the North East, parts of the West Coast, Pennsylvania and Michigan […]


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Channel Strategies  / Growth Strategies  / Industry Outlook  / Marketing  / More Insights  / Productivity
Make sure you don’t waste a good pandemic
David Gordon Posted On June 2, 2020

In the midst of every crises lies great opportunity (like a pandemic)

No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic for those who lost loved ones. And, for all, it […]


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Channel Strategies  / Distributors  / Industry Consolidation  / Industry Outlook  / Marketing Groups  / More Insights
The Changing Distribution Landscape – 2030 2040 2050
David Gordon Posted On May 27, 2020

Changing Distribution Landscape 2030 2040 2050

With the benefit of retrospect, we can presume that the number of electrical distribution start-ups will mimic those in the past ten years … in other words, very few and those that have had success, defined as significant growth, are […]


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Channel Strategies  / Customer Segments  / Growth Strategies  / Industry Outlook  / Manufacturers  / Marketing  / More Insights  / Pricing
Moving from Survivability to Thriveability
David Gordon Posted On May 8, 2020

Ideas

In talking with distributors and manufacturers it is clear that many are actively in the planning and pivoting mode, moving from survivability to thriveability.  They’ve stabilized their business financially, emotionally (from a staff viewpoint) and operationally.  Now they are looking […]


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Branding  / Channel Strategies  / Contractors  / Distributors  / eCommerce  / eMarketing  / Industry Consolidation  / Industry Outlook  / Manufacturers  / More Insights  / Sales Channel  / Supplier / Products
The Future of Counters
David Gordon Posted On April 26, 2020

Future of Electrical Distributor Counters

Distributor counter areas have been spotlighted in the first month of the COVID-19 era.  Counters represent between 5-30% of a distributor’s business with the importance of counter sales being directly tied to target audience, locale and business focus. What is […]


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COVID Content, Concepts & Comments
David Gordon Posted On April 17, 2020

COVID Content Concepts Comments for Electrical Industry

Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating it to identify some key content and sharing some concepts […]


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Electrical Industry Reacts to COVID-19 – Ideas to Share
David Gordon Posted On March 26, 2020

Electrical Distribution Industry COVID-19 Reaction & Ideas

COVID-19 has directly been impacting the electrical distribution industry for about two weeks and we’ve been aware of it, due to supply concerns coming from China for about six weeks.  We’ve learned much such as the affect on the lighting […]


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Channel Strategies  / Distributors  / Manufacturers  / More Insights  / Sales Channel
The Future of Distribution Equipment Manufacturers?
David Gordon Posted On March 10, 2020

Distribution Equipment

As Crescent Electric gets ready for a changing of the guard with Marty Burbridge retiring later this month, more change is occurring within the company. For most, if not all, of its existence Crescent has been aligned with GE.  Through […]


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Associations  / Channel Strategies  / Customer Segments  / Distributors  / eCommerce  / Growth Strategies  / Industry Consolidation  / Industry Outlook  / Manufacturers  / Marketing Groups  / More Insights  / Reps
2020 NAED Western Observations
David Gordon Posted On January 26, 2020

2020 NAED Western Observations

Last week’s NAED Western, held in Phoenix and attended by approximately 700 people, was a productive event according to many who attended the industry’s first conference of the year. For many, one of the takeaways was the amount of walking […]


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