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Convenience Will Deliver Sales and Loyalty
David Gordon Posted On September 22, 2019


Buyer behavior is changing.  Convenience is now a differentiator. Customers expect it. It’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B buyer expectations, and it will become distributor reality (and is […]


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nVent Reports. Flat to Low Single Digit Market?
David Gordon Posted On April 25, 2019


nVent shared its 2019 Q1 earnings report and, while positive, seemed to be underwhelming or perhaps a harbinger of the industry’s performance in Q1. nVent encompasses the businesses of Erico, Hoffman and there is a Thermal Management business. From their […]


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Research Reaffirms IDEA Benefits Bottom Line
David Gordon Posted On April 15, 2019


IDEA, the Industry Data Exchange Association, which was co-founded by NAED and NEMA in the late 1990’s, undertook one of the larger challenges in the industry and has been navigating change for the past 20 years. The challenge is bringing […]


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NAED South Central … Productive
David Gordon Posted On March 1, 2019


Feedback from this week’s NAED South Central conference was positive with many reporting productive meetings between their suppliers / customers, which is the key, and in many instances, sole reason for attending the conference. Surprisingly, there was also decent chatter […]


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NEMRA … Providing a Venue to Enhance Agency Performance
David Gordon Posted On January 29, 2019


Next week represents the coming together of over 2000 people who are responsible for selling electrical material through the channel … the 2019 NEMRA Annual Meeting.   Widely regarded as one of the best meetings of the year, manufacturers will recognize […]


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What do your customers value the most from you?
David Gordon Posted On December 16, 2018


Lately I’ve been thinking about “value”.  Not necessarily from a financial / pricing / cost viewpoint but from a “what does your customer value THE MOST from you?” You may ask why I’m thinking about this? It relates to customer […]


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Salespeople: Consultants, Relationship Managers or Order Facilitators to Contractors?
David Gordon Posted On July 25, 2018


The industry, as we know, is going through change.  In many people’s opinion, the three biggest drivers of this change are: Increased competition, especially through alternative channels (non- full-line electrical distributors) Personnel, with much of it stemming from an aging […]


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How Distributors are Adapting to Changing Buyer Demands
David Gordon Posted On April 12, 2018


Customer expectations are changing how distributors are doing business.  They expect more. Some of your competition offers more. And you need to offer more to retain customers and have a hope of capturing new ones. And the changes are much […]


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Customer Service  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Productivity  / Technology
Survey Says … Give Websites Good Product Data
David Gordon Posted On April 9, 2018


Quality product data is the difference between an “adequate” website and one with “quality” data that is valued by customers. And “valued” is determined by increased traffic, increased sales, a better search experience and being easier to be found via […]


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Rockwell Delivers on Customer Satisfaction
David Gordon Posted On March 28, 2018


Customer satisfaction is a key element of a growth strategy as it helps support the retention of the business.  And while everyone says they deliver quality customer service, measuring service performs and continuously seeking ways to improve can separate companies.  […]


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