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HD Supply Goes Home
David Gordon Posted On November 16, 2020

Home Depot Acquires HD Supply

The major story in the distribution industry yesterday was Home Depot acquiring HD Supply. While many electrical distributors may wonder “why the coverage” as “we don’t compete with them”, the reality is that Home Depot and HD Supply are competing […]


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Customer Segments  / Distributors  / Industry Outlook  / More Insights  / Profitability
Graybar and WESCO Report 2020 Q3 Results
David Gordon Posted On November 9, 2020

Distributor Earnings

As expected, WESCO and Graybar reported bounce back Q3 quarters as the industry rebounded from a dismal COVID-driven Q2. The two companies, however, portray different stories based upon their customer mix, hence sharing some insights into the construction market (Graybar) […]


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Customer Segments  / Industry News  / Industry Outlook  / Lighting  / More Insights
Schneider and Signify Register Improvement in Q3
David Gordon Posted On November 5, 2020

Distributor Earnings

Continuing with manufacturer quarterly reviews to share marketplace insights, Schneider and Signify recently shared results. Schneider Electric Globally sales were up 1.3% For the quarter, North America, which is 29% of Schneider’s business, was down 7% North America shifted to […]


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Customer Segments  / Distributors  / eBusiness  / Growth Strategies  / Industry Outlook  / More Insights
Grainger and Rexel Share Q3 Results
David Gordon Posted On November 3, 2020

Market Update

Recently both Grainger and Rexel shared their Q3 performance. While both experienced growth in Q3 Grainger’s diversification and ability to benefit from the pandemic, as well as its multi-faceted eCommerce offering, continued power performance. The following are insights from their […]


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Channel Strategies  / Customer Segments  / Growth Strategies  / Industry Outlook  / Lighting  / Manufacturers  / More Insights  / Pricing
Acuity Down 5%; Competing Strategically on Price
David Gordon Posted On October 12, 2020

Acuity Earnings Update

Last week Acuity shared its Q4 performance, which also coincided with the end of their fiscal year.  While the headline number was a decrease of only 5%, that’s an aggregate. Looking at the details is of greater interest to those […]


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Customer Segments  / Distributors  / eCommerce  / Growth Strategies  / More Insights
Creating lemonade at Institutions
David Gordon Posted On September 25, 2020

MRO Electrical

What do market segments such as government, universities / higher education, life sciences, government / municipalities, sports teams, hospitals, agriculture have in common? While most are considered “institutions”, they all are significant users of eProcurement / punchouts as part of […]


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Channel Strategies  / Customer Segments  / Distributors  / eMarketing  / Growth Strategies  / Industrial Market  / Industry Outlook  / More Insights
Different Models Part 2: Grainger 2020 Q2
David Gordon Posted On August 3, 2020

Grainger Earnings

Grainger’s 2020 Q2 differed significantly from Rexel. It’s lessons focus on diversification, sourcing flexibility as a sales tool, focusing on serving selected markets in a crisis. From it’s Q2 earnings call and presentation with a focus on what could be […]


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Channel Strategies  / Customer Segments  / Industry Outlook  / Lighting  / Manufacturers  / More Insights
Acuity Outperforms in Distribution in Q2 (their Q3)
David Gordon Posted On July 7, 2020

Acuity Earnings Update

Last week Acuity shared their fiscal Q3 earnings report (Q2 performance). Overall, their lighting performance correlated with our 2020 Q2 Pulse of Lighting report and they outperformed in their “independent” (electrical distribution) channel.  They will probably do good this summer […]


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Channel Strategies  / Customer Segments  / Growth Strategies  / Lighting  / Manufacturers  / More Insights  / Sales Channel
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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Signs of Sales Stabilizing?
David Gordon Posted On May 12, 2020

COVID-19 Sales Stabilizing

Channel Marketing Group and DISC CORP released the results of our third COVID-19 Electrical Market Sentiment Report. With feedback from almost 500 electrical distributors, manufacturers and manufacturer representatives, it appears that the electrical market, nationally, shows signs of stabilizing. Being […]


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