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Graybar, Sonepar … Creating / Fulfilling Demand
David Gordon Posted On March 18, 2015


Over the past couple of months we’ve been talking about growth, be it from demand creation or demand fulfillment.  We’ve written an article on it for Industrial Supply, one for the Canadian Electrical Wholesaler and a couple here on ElectricalTrends […]


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Delivering Wow Delivers Sales for Small Manufacturers
David Gordon Posted On March 1, 2015


Today we’ve got a guest blogger talking about how small / niche manufacturers can succeed.  It can be a hard road, but one that with some perseverance can be very important to a distributor (in serving their customer) and obviously […]


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Demand Creator or Demand Fulfillment agent?
David Gordon Posted On February 13, 2015


Virtually all want to grow their company’s profitability. Whether it is a manufacturer, manufactures rep or distributor or the distributor’s customer. In fact I haven’t found anyone that wants the status.But, in today’s market here are two different worlds for […]


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Sync Baby, Sync that product data!!
David Gordon Posted On February 3, 2015


Almost thirteen years ago I started out on a joint project for IDEA to prove the value of synchronizing product data between the manufacturer and their distributors. The assumption, which was proven correct, was that the electronic flow of matching […]


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Handing over Demand Creation
David Gordon Posted On January 22, 2015


As a note from Allen Ray: This is a Duplicate Post from 1-22-2015 due to some technical difficulties. All comments previously submitted have been re-created. It tis the New Year of 2015 and most distributors have successfully handed over demand creation […]


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10 Issues that May Be Keeping You Up at Night
David Gordon Posted On December 18, 2014


This posting is adapted from a recent article in Channel Marketing Group‘s newsletter. The thoughts in italics are added commentary. “As we close out the year we thought we’d share observations from conversations we’ve had with manufacturers and distributors recently.  […]


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CSI study can lead to process improvement (hub delivery)
David Gordon Posted On December 3, 2014


The other day I was writing a  customer satisfaction report we had just conducted for a client. The report asks customers what is important to them and how the client performs on each of the attributes. It covers all aspects of […]


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Border States and Reynolds – Customer Service, Omni-Channel or Reacting to Amazon Supply
David Gordon Posted On November 23, 2014


Earlier this month both Border States and Reynolds Electric launched new online sites with robust eCommerce systems. While neither is currently a national distributor, their size, financial resources, access to capital (financial and human) and, in the size of Border States […]


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Is Amazon Supply ready for Contractors?
David Gordon Posted On November 2, 2014


In the October issue of Electrical Wholesaling magazine we asked the question of whether Amazon Supply could compete with      traditional distributors by using the traditional distributors inventory as a source of supply for MRO type of sales. Some have asked if […]


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2015 Planning Part 4 – Internet Sales
David Gordon Posted On September 28, 2014


With some wondering about how Amazon Supply and the Big Boxes might affect their business in 2015, now is a good time to pre-plan  how you face your customer online in 2015. Instead of reacting, now is a good time […]


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