Customer Segments Archives

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Acquisition Opportunities Abound in Changing Market

David Gordon Posted On August 17, 2007

We’ve had conversations with several analysts recently who have inquired about the electrical distribution industry. The conversations frequently turn to “what would happen to distributors if the economy slowed down?” While there are obvious revenue and profit implications, we discussed […]

Channel Strategies / Contractors / Customer Segments

HD Still Wants to “Own the Pro”

David Gordon Posted On August 15, 2007

Although the “pro” is defined as the residential market. According to ProSales, Ron Jarvis, SVP of pro business, tool rental and environmental innovation, said “The Home Depot’s target pro audience consists of three subgroups: the very small repair/remodeler who might […]

Channel Strategies / Customer Segments / Distributors

Rexel’s Disappointing North American Performance

David Gordon Posted On August 13, 2007

Rexel recently announced its second quarter/first half results. While company-wide organic growth was 4.5% and the company is actively seeking acquisitions (30 are in various stages worldwide), of interest is Rexel’s North American performance. Key North American highlights include: Sales […]

Customer Segments / Distributors / Growth Strategies / Logistics / Productivity / Reps / Research Reports / Technology

Utilizing Innovation to Grow Sales & Profits

David Gordon Posted On August 7, 2007

With the future looking a little less rosy given the turmoil in the credit markets which is impacting all levels of housing, the beginnings of a slowdown in the light commercial project market, Herm Isenstein’s 2008 electrical economic outlook (previewed […]

Branding / Channel Strategies / Contractors / Customer Segments / Distributors / Growth Strategies / Industry News

Competing in Today’s Resi Market

David Gordon Posted On August 1, 2007

Everyone knows about the decline in new housing starts, the precipitous drop in housing sales and the consolidation of home building to regional and national builders. While the custom builder market represents opportunities, the “tract/production” builders are where the volume […]