Last week was a busy week for the industry with the NAED South-Central. This week was a busy week for WESCO. First they announced the acquisition of Atlanta Electrical Distributors and then on Wednesday they had their Investor Day which is when […]
If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that they aren’t. Why? Because you don’t know. Unless you have […]
Recently we touched on how the emergence of connected lighting is opening new opportunities for manufacturers and could for distributors. The reason for “could” is that the opportunity potentially can be much more than selling fixtures. It could explode into […]
Grainger and WESCO are typically good industry benchmarks to get a sense of the industrial MRO market. Grainger also sometimes provides insights into the institutional market, so let’s look at their end of year / quarterly reports where they also […]
Rexel has had a busy first part of February. They’ve Purchased a Rockwell distributor Released their 2020 roadmap (essentially a strategic plan) And provided their 2015 annual results which generated shares “plunge(ing)” last Thursday So, as we typically do, we’ve […]
The growth in the LED market has been remarkable, coming from zero to probably at least 50% of new construction in a short time period is phenomenal for a “new” product. And the retrofit market continues to move to LEDs. […]
Recently I saw a posting on LinkedIn that shared these sales statistics. Having been in sales, managed sales teams and consulted with clients regarding their sales organizations, it struck a cord. Common perceptions of most distributor sales organizations include: Not too […]
Over the past 30 days there have been a number of lighting announcements that, individually are company-specific but, when aggregated and considered from a category viewpoint, represent a significant lighting change in the industry … and may require distributors to […]
WESCO delivered its 2016 projections on Tuesday, providing some insight into how 2015 is finishing and what they foresee for 2016. The company issue a press release, a report that is available on WESCO’s website and held an analyst call. […]
As you may recall, one of the observations from the NAED Eastern was discussions about “partners” and “partnerships”. During the meeting the term ‘partner’ was used frequently by manufacturers, a little less by distributors. Glenn Goedecke’s general session referenced partnerships […]
David Gordon
Channel Marketing Group
919-488-8635
