Customer Service Archives

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Omni Cable Energizing Sales?

David Gordon Posted On March 2, 2017

In a move that has been rumored for a few weeks, Omni Cable will now be a resource for distributors of Eaton and Square D breakers. In an effort to continue their initiative to ensure a safe, authorized, resource for […]

Customer Service / Logistics / More Insights / Productivity / Purchasing / Technology

Customer Satisfaction vs Inventory Management

David Gordon Posted On July 22, 2016

There are three functional responsibilities that are critical to the survival, and growth, of all distributors. They are business development (need more sales!), effective inventory management and collections (inferring that credit is provided). To achieve this companies need to be […]

Channel Strategies / Customer Service / eBusiness / Growth Strategies / Industry News / More Insights / People in the News / Pricing / Productivity / Technology

NAED National Session: Predator or Prey?

David Gordon Posted On May 19, 2016

The first session of the NAED National was a session titled “Predator or Prey”. The challenge is that session attendees walked away asking “why was it titled that?” Perhaps the answer is in this quote. The “predators” were the panelists […]

Contractors / Customer Service / Industrial Market / Logistics / More Insights / Productivity / Profitability

Industrial Margins Declining?

David Gordon Posted On March 8, 2016

Feedback from manufacturers and distributors indicate a rather significant drop in sales but recent conversations indicate that margins could be even more significantly impacted. While industrial margins typically are higher than contractor / construction business, this quickly could become a […]

Branding / Channel Strategies / Customer Segments / Customer Service / eBusiness / eMarketing / Growth Strategies / Industrial Market / Industry Consolidation / Industry News / Lighting / Lighting2 / Marketing / More Insights / Pricing / Productivity / Profitability / Purchasing / Sales Channel / Technology

16 Distribution Industry Trends for 2016

David Gordon Posted On January 27, 2016

Over the past month, Allen and I have discussed our observations regarding the industry and shared trends we see that we think will impact business for distributors and manufacturers in 2016. We’ve agreed upon 16 sales, marketing, profitability and operations opportunities that we’d […]

Branding / Customer Service / More Insights

Service as a Differentiator

David Gordon Posted On January 25, 2016

Many talk as service as a differentiator, however, when you begin to ask questions … or essentially peel back the layers … you find that their services, for the most part, are carbon copies of their competitors. While everyone may […]

Associations / Channel Strategies / Customer Segments / Customer Service / eBusiness / eMarketing / Industrial Market / Industry News / Lighting / Lighting2 / More Insights / Pricing / Profitability

NAED 2016 Eastern … Orlando

David Gordon Posted On November 15, 2015

Last week’s NAED epitomized much of the change that the industry is experiencing. Attendance, per NAED’s registration list, was 585 registrants (although some did not attend but did not cancel). The continuing result of consolidation? Companies scaling back expenses due to […]

Customer Service / Distributors / Industry News / Manufacturers / More Insights / People in the News

The Women of G & G

David Gordon Posted On November 4, 2015

Yes, that’s the women in leadership roles at GE and Graybar. GE Energy Management announced that Stephanie Mains is the new CEO of GE Industrial Solutions replacing Bob Gilligan who recently retired. For those who are GE Industrial distributors they’ll […]

Customer Service / Logistics / More Insights / Productivity / Profitability / Technology

Extending Automated Inventory Management

David Gordon Posted On September 7, 2015

As we’ve talked to distributors over the summer a recurring theme has been the need to improve inventory management. Part of the reason is that the frequency of new products has increased, another issue is the stocking of LED products […]

Channel Strategies / Customer Service / eBusiness / Growth Strategies / Logistics / Manufacturers / More Insights / Productivity / Profitability / Purchasing / Supplier / Products / Technology

Benefits of VMI … More Than Inventory Management

David Gordon Posted On August 19, 2015

Last week we received a press release, which was published in multiple outlets, from Datalliance announcing that Legrand’s Wiremold line, Hoffman and ILSCO “are continuing to expand their Vendor Managed Inventory (VMI) programs with a growing list of distributors and utilities […]