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Moving from Survivability to Thriveability
David Gordon Posted On May 8, 2020

Ideas

In talking with distributors and manufacturers it is clear that many are actively in the planning and pivoting mode, moving from survivability to thriveability.  They’ve stabilized their business financially, emotionally (from a staff viewpoint) and operationally.  Now they are looking […]


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Customer Segments  / Growth Strategies  / Industry Outlook  / Marketing  / More Insights
Market Targeting – The story of Chicken Little
David Gordon Posted On April 23, 2020

Market Targeting

Chicken Little arrived in the US in mid-March and declared “the world is falling”, and it started to … and has.  Humpty Dumpty fell and he then said, since his horsemen were missing (probably unemployed),  “Carmen Sandiego will help in […]


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COVID Content, Concepts & Comments
David Gordon Posted On April 17, 2020

COVID Content Concepts Comments for Electrical Industry

Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating it to identify some key content and sharing some concepts […]


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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. […]


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Customer Segments  / eCommerce  / Growth Strategies  / Industry Outlook  / Lighting  / Manufacturers  / More Insights  / Research Reports
2020 Q1 Pulse of Lighting Results & Acuity Performance
David Gordon Posted On April 7, 2020

Q3 2020 Pulse of Lighting Report

Q1 is done and while data from what is known as BC (before COVID-19) seems like from the dark ages, it can be informative if considered in a trending environment. While last week DISC shared a preliminary, probably optimistic, end […]


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Customer Segments  / Distributors  / eCommerce  / Industrial Market  / Industry Consolidation  / Industry Outlook  / More Insights  / Pricing  / Productivity  / Profitability
Rexel Up Globally but Down in US
David Gordon Posted On February 18, 2020

Rexel Quarterly Earnings

Being global can have its ups and down. As a company you become susceptible to currency issues as well as differing economic challenges. It appears that Rexel is benefiting in areas of the globe but suffering here in North America […]


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Customer Segments  / Distributors  / Growth Strategies  / Industry Consolidation  / Industry Outlook  / More Insights
Digging into Anixter
David Gordon Posted On February 9, 2020

Anixter

Given that Anixter has been in the consciousness of many in the industry lately due to WESCO’s successful acquisition bid, thought it may be informative to take a deeper dive into Anixter’s recent Q4 / end of year report. Some […]


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Contractors  / Customer Segments  / Distributors  / Industrial Market  / Industry Consolidation  / Industry Outlook  / More Insights
WESCO Reports on 2019
David Gordon Posted On February 7, 2020

WESCO earnings

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 […]


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Customer Segments  / Growth Strategies  / Industrial Market  / Industry Outlook  / Marketing  / More Insights  / Sales Channel
Selling Services Requires a Plan & Marketing
David Gordon Posted On January 30, 2020

Selling Services

Much is talked about how distributors needing to sell services to differentiate themselves.  They need to create / provide solutions and will need to generate revenue from these services.  While some of the discussed services are unbundling, what is currently […]


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2020 NAED Western Observations
David Gordon Posted On January 26, 2020

2020 NAED Western Observations

Last week’s NAED Western, held in Phoenix and attended by approximately 700 people, was a productive event according to many who attended the industry’s first conference of the year. For many, one of the takeaways was the amount of walking […]


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