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Industrial Market Drivers, Can You Compete Differently
David Gordon Posted On March 8, 2017


Over the past few weeks distributors and manufacturers are reporting an uptick in their industrial business and, in some cases, a significant increase.  The reasons vary from “general optimism” to the increase in oil rigs; from replacing / upgrading aging equipment […]


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Customer Segments  / Growth Strategies  / Industrial Market  / Industry News  / More Insights
Q4 Industrial Insights from WESCO and Grainger Reports
David Gordon Posted On January 31, 2017

Market Update

Last week WESCO and Grainger released their fourth quarter reports and shared some comments looking forward. As the two seem to be a barometer for the industrial market (overall, not always from a company performance side), we looked to see […]


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Channel Strategies  / Customer Segments  / Growth Strategies  / Industry News  / More Insights
Automating The Home Market
David Gordon Posted On January 16, 2017


Recently I’ve spoken with a number of distributors who have shared that business is up and in some areas it is being driven by residential growth in their market. Frequently this growth is new home construction, however, sales performance at Home Depot […]


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Customer Segments  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / Manufacturers  / More Insights
Acuity Scores a 10
David Gordon Posted On January 9, 2017


Acuity achieved a 10% organic sales growth last quarter while the Juno acquisition generated another 9%.  Both become key metrics for distributors to benchmark themselves.  Additionally, 66% of Acuity’s fixture business is now LEDs, another benchmark metric for distributors. Acuity’s […]


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Customer Segments  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / More Insights
In the Beginning There Was Light(ing)
David Gordon Posted On January 4, 2017


Happy New Year.  And with a new year comes 2017 predictions.  This year, at least at this time, there appears to be some economic optimism in the air. Whether it’s sustainable given that the economic and regulatory reforms that are […]


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Contractors  / Customer Segments  / Industrial Market  / Industry News  / Lighting  / Lighting2  / Marketing Groups  / More Insights
Leaders and Laggards – Graybar, AD, Grainger and WESCO Q3 Reports
David Gordon Posted On November 1, 2016

Market Update

Over the past week we’ve been able to gain a sense of the distribution market with major distribution “networks” reporting quarterly performance.  Last week we shared Rexel’s North American (and US) performance. Now we have insight from Graybar, AD and […]


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Customer Segments  / Industry News  / Lighting  / Lighting2  / Manufacturers  / Marketing Groups  / More Insights  / Technology
Lights On, Lights Off – The Tale of Cree and Acuity
David Gordon Posted On November 1, 2016


You may remember the tv ads for The Clapper.  The device where you clapped and the lights went on; clap again and they went off.  It appears to be making a comeback, albeit as an analogy for Acuity and Cree. […]


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Customer Segments  / Industry News  / Manufacturers  / More Insights
Encore and Schneider / Square D highlight construction market
David Gordon Posted On October 30, 2016


Some insights from Encore Wire and Schneider Electric / Square D third quarter earnings. First from Encore and their analyst call: Unit volume for copper was up 1% in pounds and 4% in aluminum pounds in the quarter (while it results […]


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Contractors  / Customer Segments  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Productivity  / Research Reports
Construction Process Disruption & 2017 Dodge Construction Forecast
David Gordon Posted On October 25, 2016


Many at last week’s Dodge Data & Analytics Construction Outlook conference, which coincided with the AD North American Meeting at the same hotel, over 170 manufacturers and retailers attended to gain insights into 2017.  While many came for the outlook […]


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2017 Planning – Macro Outlook, Wood Building Construction & Oil
David Gordon Posted On September 21, 2016


It’s now about 30 days to the AD and IMARK national meetings.  Graybar just held their national meeting.  Manufacturers and distributors should be well underway in their individual planning.  2017 joint business planning is quickly upon us and, in continuing […]


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