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Leadership – Celtic-style
David Gordon Posted On December 4, 2024

Leadership - Boston Celtics style

Business seemingly is running faster than ever and for much of your staff, this year may have been a grind. Consider: Increasing customer expectations Your expectations have increased Technology implementations, “digital transformation” (aka digital anxiety), AI Hearing about layoffs Concerns […]


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Customer Segments  / Growth Strategies  / Industry Outlook  / More Insights  / Reps  / Sales Channel
Should Reps Expand Through Diversification?
Gene Biben Posted On November 3, 2024

Electrical Rep Growth Strategy Diversify Suppliers Distributors Markets

A recent article by David suggesting that contractor-oriented distributors identify the “dual trade contractors” that they serve as a potential growth strategy and attending last week’s Electric Expo, put on by the Electrical Association of Philadelphia, that had about 2000 […]


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Contractors  / Customer Segments  / More Insights
Who is the Local CUSTOMER?
David Gordon Posted On January 17, 2024

Show Me the Money

While many distributors claim to be the customer because they send the money to the manufacturer, and in some cases make the brand decision of what is sold to “the customer”, logic says that the customer is the individual who […]


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Associations  / Customer Segments  / Distributors  / Growth Strategies  / Industrial Market  / Industry Consolidation  / More Insights
3 More Distributor Deals
David Gordon Posted On October 22, 2023

Electrical Distributor Deals

Distributor consolidation continues and may be ramping up to close the year strong with three more electrical distributors announcing deals. In the past week there were three deals announced. Sonepar (Viking) acquires Sunrise Electric The largest was Sonepar’s Viking Electric […]


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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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Customer Segments  / Growth Strategies  / Lighting
Espen Solutions for the Education Market
David Gordon Posted On May 4, 2022

Education Espen

Over the past several years, a variety of lighting trends have combined to impact the school and higher education lighting retrofit market. One example is the plummeting cost of LED lighting products. LED tube lamps, also known as TLEDs, have […]


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Contractors  / Customer Segments  / Industrial Market  / Industry Consolidation
SJE, a system integrator, expands to New England
David Gordon Posted On April 13, 2022

SJE Acquires Horlick

It’s not often that the acquisition of a distributor’s “customer” would be newsworthy from a national scale but SJE’s recent acquisition of Horlick, a New England based system integrator caught our attention. Why? Because the acquirer, SJE, is also owned […]


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Customer Segments  / Industry Outlook  / More Insights
Amazon Warehouse Growth Rate to Slow
David Gordon Posted On March 24, 2022

Amazon Warehouse Construction

For the past few years, one of the biggest contributors to the commercial construction sectors growth has been the warehouse space segment. And the company predominately responsible for this has been Amazon. In fact, when Dodge Analytics did its 2022 […]


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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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