Growth Strategies Archives

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Acuity Down 5%; Competing Strategically on Price

David Gordon Posted On October 12, 2020

Last week Acuity shared its Q4 performance, which also coincided with the end of their fiscal year. While the headline number was a decrease of only 5%, that’s an aggregate. Looking at the details is of greater interest to those […]

Channel Strategies / Distributors / Growth Strategies / Industry Outlook / More Insights / Reps / Research Reports

Q3 2020 Recovery & Looking Forward to 2021

David Gordon Posted On October 7, 2020

2020 has been a rollercoaster of a year … Q1, if you can remember that far back, started strong for most distributors. Q2 was the rollercoaster plunge, which we documented in three of our COVID surveys (first, second and third […]

Distributors / Growth Strategies / Industrial Market / Industry Outlook / More Insights / Sales Channel / Training

Changing Role of Sales

David Gordon Posted On October 1, 2020

It’s been almost seven months (March) since COVID exploded into the electrical industry. It’s been a roller coaster road for many with everyone expecting the business to fall off the side of the earth in April. And the role of […]

Channel Strategies / Growth Strategies / Industry Consolidation / More Insights / Reps / Sales Channel

Rep Opportunities Abound

David Gordon Posted On October 1, 2020

2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, was surprising. Some are being forced to make changes due […]

Growth Strategies / Industry Outlook / Lighting / Research Reports

Q3, An Improving Lighting Market

David Gordon Posted On September 29, 2020

Distributor, manufacturer, manufacturer rep and lighting agent feedback in our 2020 Q3 Pulse of Lighting report show an improving lighting market. While the data had a disparity of -12% to flat versus Q3 2019, depending upon the audience, this was […]

Customer Segments / Distributors / eCommerce / Growth Strategies / More Insights

Creating lemonade at Institutions

David Gordon Posted On September 25, 2020

What do market segments such as government, universities / higher education, life sciences, government / municipalities, sports teams, hospitals, agriculture have in common? While most are considered “institutions”, they all are significant users of eProcurement / punchouts as part of […]

Growth Strategies / Industry Outlook / More Insights

What Lies Ahead in Q4 and 2021?

David Gordon Posted On September 21, 2020

While the future is unknown and no one knows what lies ahead, hopefully the momentum generated in Q3 can continue, at least to some degree. It’s hard to believe that Q2 was only 90 days ago. Seems like ages but […]

Growth Strategies / Lighting / More Insights

Q3 Pulse of Lighting – How’s Your Lighting Business?

David Gordon Posted On September 13, 2020

The end of Q3 will shortly be here so its time for our Q3 Pulse of Lighting survey to get a sense of the lighting market. Q3 Observations Q3 has represented a rebound month for many.: It continued to be […]

Growth Strategies / More Insights / Reps / Sales Channel / Training

Salespeople in Lockdown Could Cost You Share

David Gordon Posted On August 24, 2020

Recently I visited a manufacturer rep client and spent time with their salespeople. As typically goes, the conversation “wanders” into what they are observing in the marketplace (the benefit of F2F meetings!). The salespeople I was talking to have been […]

Distributors / Growth Strategies / Industrial Market / Industry Consolidation / Industry Outlook / Manufacturers / More Insights

Rockwell Inspired – Divestiture or Growth Strategy?

David Gordon Posted On August 18, 2020

WESCO’s recent sale of its Sheboygan Falls, WI branch and Rexel’s recent sale of two locations in northeastern Pennsylvania and upstate New York mark the first time in many people’s memory that national chains sold anything, let alone a branch. […]