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Acuity Report Disappoints; Leadership Changes
David Gordon Posted On January 14, 2020

Acuity Earnings Update

Acuity reported its 2020 Q1 / 2019 Q4 performance last week and reported a XX% sales decline of which their independent channel (C&I distributors) was down XX%.  The question then becomes, “As the industry’s largest US focused lighting manufacturer, is […]


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Wants and Needs
David Gordon Posted On December 17, 2019

Wants and Needs

You’ve heard the story, “there is a difference between wants and needs.”  For example, especially this time of year you hear one parent say to the other “the kids ‘want’ the latest and greatest electronic, but do they ‘need’ it?” […]


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Contractors  / Customer Segments  / Distributors  / Industrial Market  / Industry Outlook  / More Insights  / Profitability
WESCO Q3 Outperforms Many, Provides Greater Transparency
David Gordon Posted On November 1, 2019

WESCO earnings

WESCO was the final national distributor to report Q3 earnings this week. Overall they performed well and, surprisingly, the tone of this quarterly called seemed to be more “open” and a little more transparent. From their call and presentation: “Record […]


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Contractors  / Customer Segments  / Distributors  / Industrial Market  / Industry Consolidation  / Industry Outlook  / More Insights
Graybar & Anixter Q3 – Two ends of the spectrum
David Gordon Posted On November 1, 2019

Market Update

Anixter and Graybar reported their Q3 results this week and it appears that, while the market is slowing, the construction market continues to outperform the industrial business. Graybar outperforms the publicly traded national companies. Graybar Graybar is always a “short” […]


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Customer Segments  / Industrial Market  / Industry Outlook  / More Insights
Grainger Chugs Along in Q3
David Gordon Posted On October 24, 2019

Grainger Earnings

Grainger’s Q3 2019 report affirmed a slowdown in the US industrial / institutional MRO market, which Grainger outperformed.  The performance was driven through sales deployment, an increase in product assortment which generates increased sales of wallet and effective marketing.  In […]


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FedEx to Live without Amazon. Lessons for Distributors
David Gordon Posted On September 3, 2019


Last month FedEx announced that they won’t renew a ground-delivery deal they had with Amazon to provide small-package ground deliveries.  This follows FedEx’s announcement that it wouldn’t renew Amazon’s FedEx Express contract which Amazon used to transport packages by air. […]


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Are you going to be smart in the residential market?
David Gordon Posted On August 23, 2019


The residential market is considered to be about 10-12% of the overall electrical market and about 20% of the overall contractor market, nationally, but, the residential market has a much greater impact on the overall market. The “light” commercial infrastructure […]


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Home Depot Orange Coming to Your Customer
David Gordon Posted On June 5, 2019


The color orange signifies joy, happiness and creativity, however, it is also representative of fire and, given that the color is between yellow and red on the color spectrum it is, from a business perspective, between caution (yellow) and “bad” […]


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Electrical Distributor Q1 2019 Performance. See Who Grew
David Gordon Posted On May 2, 2019


It’s earning season so time to answer the question of “how did publicly held companies who focus on the electrical market perform during Q1?” Which then leads to the other question of “is this representative of the industry or a […]


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Branding  / Channel Strategies  / Customer Segments  / Distributors  / eMarketing  / Growth Strategies  / Industry News  / Marketing  / More Insights
Slow Growth in Industrial MRO … Grainger Reports
David Gordon Posted On April 23, 2019

Market Results

The industrial MRO market appears to have slowed its rate of growth as evidenced by Grainger’s 2019 first quarter report. While Grainger is much more than electrical products, products commonly associated with the electrical industry (electrical, lighting, motors) represent 9% […]


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