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Using Price to Expand Your Business
David Gordon Posted On July 24, 2019


Competing on price is a “no no” for many distributors. Few want to say “the reason why people buy from me is price.”  But, do all of your customers want to buy from you for your service, people or your […]


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Is your supplier finding leads and business, online, for you?
David Gordon Posted On July 19, 2019


ABB recently launched a new initiative, eFinder, that enables visitors to its website to purchase material online. But they are not disintermediating the channel. Instead they are providing distributors with the opportunity to generate incremental business online. And at the […]


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Compete for Grainger’s Business: eProcurement
David Gordon Posted On July 12, 2019


Many industrially-oriented distributors lament that they can’t compete versus Grainger for MRO business at their accounts. They say “we now the ‘decision’ makers and can beat them on price but we can’t get the business. The same occurs with large […]


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2019 Q2 Pulse of Lighting Results … Challenged Market?
David Gordon Posted On July 1, 2019


We now have insight into the Q2 health of the lighting market based upon feedback from over 200 electrical distributors, manufacturers and reps through our Pulse of Lighting survey.  And it appears that an apt description may be “an interesting […]


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Reducing Tax Implications of Incentive Travel Programs
David Gordon Posted On June 26, 2019


This week WESCO is taking 800+ people on an Alaskan cruise as part of their WESCO VIP incentive program. It looks like an exciting adventure (check out this pre-program video and follow them on their program Instagram page or on […]


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3M Changes. Striving for Control?
David Gordon Posted On June 23, 2019


3M’s recent decision to terminate most, if not all, of its remaining manufacturer reps may have represented the culmination of a decision to drive the business in a different direction where the company believes that its brand is strong enough […]


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THE Electrical Industry Technology Conference: IDEA’s eBiz
David Gordon Posted On June 23, 2019


Serious about utilizing technology in your business? Then you need to be at IDEA’s eBiz. Technology is becoming more and more a critical component of a distributor and manufacturer’s business. Not only is it the software and hardware, it is […]


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Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Industry News  / Marketing  / More Insights
eCommerce in the Channel
David Gordon Posted On June 21, 2019


During recent calls with distributors to get the pulse of the industry, one area we touched on is eCommerce and specifically the activity that they are seeing from their customers, the investments that they are making and how it is […]


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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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Distributors  / Industry News  / Manufacturers  / More Insights  / Pricing  / Productivity  / Profitability
The Muddled World of Tariffs in the Electrical Industry
David Gordon Posted On May 31, 2019


For a word that wasn’t part of the national conscience, it is now front and center and bringing disruption to business. Tariffs.  In an industry where price increases occurred annually, where pricing was stable except for copper, companies have now […]


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