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Are you going to be smart in the residential market?
David Gordon Posted On August 23, 2019


The residential market is considered to be about 10-12% of the overall electrical market and about 20% of the overall contractor market, nationally, but, the residential market has a much greater impact on the overall market. The “light” commercial infrastructure […]


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Distributors  / Growth Strategies  / Industry Consolidation  / Manufacturers  / More Insights  / Profitability
The Acquisition Market is Heating Up
David Gordon Posted On August 20, 2019


Over the past month or so we’ve seen a number of intriguing acquisitions occur in the electrical industry.  Types that could have further reaching implications. Why Sell And there seemed to be some trends relating to Succession planning Generational issues […]


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Distributors  / Growth Strategies  / Industrial Market  / Industry News  / Marketing  / More Insights  / Profitability
Grainger Q2 Sales Slow … Industrial Indicator?
David Gordon Posted On July 29, 2019


Grainger frequently is a good bellwether for the industrial market given their MRO focus on Fortune 500 industrial accounts. Grainger’s performance highlights that the industrial MRO rate of growth decelerated significantly. Q2 Report From their quarterly report and slide presentation: […]


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Channel Strategies  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / More Insights  / Pricing  / Profitability  / Sales Channel
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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Contractors  / eBusiness  / eMarketing  / Growth Strategies  / More Insights  / Pricing  / Sales Channel
Home Depot to Offer Customized Pro Pricing
David Gordon Posted On July 22, 2019


Home Depot’s retiring CFO’s interview last night with Jim Cramer on CNBC shared a glimpse of why electrical distributors who serve small to mid-sized residential and commercial distributors should be concerned. And it’s all about pricing. The home improvement (perhaps […]


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Channel Strategies  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Industry News  / Manufacturers  / Marketing  / More Insights  / Sales Channel  / Technology
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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Channel Strategies  / Distributors  / eBusiness  / Growth Strategies  / Industrial Market  / Marketing  / More Insights  / Productivity  / Profitability
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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Channel Strategies  / Distributors  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Research Reports
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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Channel Strategies  / Contractors  / Distributors  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Profitability  / Sales Channel
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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Branding  / Channel Strategies  / Distributors  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Reps  / Sales Channel
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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