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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 […]

Contractors / Customer Segments / Growth Strategies / Industrial Market / Industry Outlook / Manufacturers / More Insights / Sales Channel

Accelerating Decline & Electrical Market Sentiment Survey #2

David Gordon Posted On April 12, 2020

COVID19 Electrical Market Sentiment Survey

What a difference a week makes! You may recall that late last month, based upon economic data through March 20th, DISC forecasted that the electrical industry would be down over 12% at the end of the year due to COVID-19. […]

Contractors / Distributors / Industrial Market / Industry Outlook / Manufacturers / More Insights

Coronavirus Sales BC vs PC

David Gordon Posted On April 1, 2020

We’re in an environment that could be called BC vs PC – Before Coronavirus and Post Coronavirus. The challenge is that PC, which could be defined as Q3 and Q4 don’t look pretty. Everyone, at least manufacturers, are asking “what […]

Contractors / Customer Segments / Distributors / Industrial Market / Industry Consolidation / Industry Outlook / More Insights

WESCO Reports on 2019

David Gordon Posted On February 7, 2020

February is the time for Q4 earnings and outlooks, so, with that let’s look first at WESCO. WESCO From their earnings call: Regarding Anixter, which WESCO cannot share much about, the highlighted a key reason for the acquisition when it […]

Contractors / Customer Segments / Distributors / Industrial Market / Industry Outlook / More Insights / Profitability

WESCO Q3 Outperforms Many, Provides Greater Transparency

David Gordon Posted On November 1, 2019

WESCO was the final national distributor to report Q3 earnings this week. Overall they performed well and, surprisingly, the tone of this quarterly called seemed to be more “open” and a little more transparent. From their call and presentation: “Record […]

Contractors / Customer Segments / Distributors / Industrial Market / Industry Consolidation / Industry Outlook / More Insights

Graybar & Anixter Q3 – Two ends of the spectrum

David Gordon Posted On November 1, 2019

Anixter and Graybar reported their Q3 results this week and it appears that, while the market is slowing, the construction market continues to outperform the industrial business. Graybar outperforms the publicly traded national companies. Graybar Graybar is always a “short” […]

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WESCO, Rexel and AD Q2 2019 Performance Update

David Gordon Posted On August 5, 2019

WESCO, Rexel and AD recently shared their Q2 performance and, while they all reported growth, the market appears uneven with Rexel reporting strong performance in the US and WESCO and AD sharing low single digit growth. WESCO and AD highlight […]

Contractors / eBusiness / eMarketing / Growth Strategies / More Insights / Pricing / Sales Channel

Home Depot to Offer Customized Pro Pricing

David Gordon Posted On July 22, 2019

Home Depot’s retiring CFO’s interview last night with Jim Cramer on CNBC shared a glimpse of why electrical distributors who serve small to mid-sized residential and commercial distributors should be concerned. And it’s all about pricing. The home improvement (perhaps […]

Channel Strategies / Contractors / Distributors / Growth Strategies / Manufacturers / Marketing / More Insights / Profitability / Sales Channel

Reducing Tax Implications of Incentive Travel Programs

David Gordon Posted On June 26, 2019

This week WESCO is taking 800+ people on an Alaskan cruise as part of their WESCO VIP incentive program. It looks like an exciting adventure (check out this pre-program video and follow them on their program Instagram page or on […]

Associations / Branding / Channel Strategies / Contractors / Customer Segments / Distributors / eBusiness / eMarketing / Growth Strategies / Industry News / Marketing / More Insights / Profitability

Home Depot Orange Coming to Your Customer

David Gordon Posted On June 5, 2019

The color orange signifies joy, happiness and creativity, however, it is also representative of fire and, given that the color is between yellow and red on the color spectrum it is, from a business perspective, between caution (yellow) and “bad” […]