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Looking Forward for 2021

David Gordon Posted On January 6, 2021

January 1 marked the turning of the calendar and with it we think “a new year.” 2020 was an “interesting” year. Few, if any, recall the first 75 days of 2020 and the promise, or concerns, that ushered in the […]

Channel Strategies / Customer Segments / Industrial Market / Industry Consolidation / Industry Outlook / Manufacturers / More Insights / Technology

Power Plays: ABB, Rockwell, Schneider (+Graybar) Info

David Gordon Posted On December 2, 2020

Companies involved in the power distribution space have recently made a number of announcements that we thought were newsworthy: ABB At its recent Investor Day meeting, ABB’s CEO announced the plan to divest of three business units. One is from […]

Channel Strategies / Contractors / Customer Segments / Distributors / eCommerce / Growth Strategies / Industry Consolidation / More Insights

HD Supply Goes Home

David Gordon Posted On November 16, 2020

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 […]

Customer Segments / Distributors / Industry Outlook / More Insights / Profitability

Graybar and WESCO Report 2020 Q3 Results

David Gordon Posted On November 9, 2020

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) […]

Customer Segments / Industry News / Industry Outlook / Lighting / More Insights

Schneider and Signify Register Improvement in Q3

David Gordon Posted On November 5, 2020

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 […]

Customer Segments / Distributors / eBusiness / Growth Strategies / Industry Outlook / More Insights

Grainger and Rexel Share Q3 Results

David Gordon Posted On November 3, 2020

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 […]

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

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 […]

Customer Segments / Distributors / eCommerce / Growth Strategies / More Insights

Creating lemonade at Institutions

David Gordon Posted On September 25, 2020

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 […]

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’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 […]

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

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 […]