Growth Strategies Archives

SPAs – Is the Cat Chasing its Tail?

David Gordon Posted On December 18, 2019

In a market where most experience margin stagnation or margin erosion, strategies that can help improve profitability, potentially capture sales and as enhance / ensure quality processes, should be embraced. One of these strategies, which we’ve highlighted this fall, is […]

Branding / Customer Segments / Growth Strategies / Marketing / More Insights / Sales Channel

Wants and Needs

David Gordon Posted On December 17, 2019

You’ve heard the story, “there is a difference between wants and needs.” For example, especially this time of year you hear one parent say to the other “the kids ‘want’ the latest and greatest electronic, but do they ‘need’ it?” […]

Channel Strategies / Growth Strategies / Industry Outlook / Marketing / More Insights

2020 Planning

David Gordon Posted On October 28, 2019

We’re in the midst of meeting and planning season and with it comes the perennial question of “what’s the outlook for 2020?” While no one has a crystal ball, it’s safe to say that many think their ball is “cloudy” […]

Channel Strategies / Growth Strategies / Industry Consolidation / Industry Outlook / Lighting / Manufacturers / More Insights

Signify Acquires Cooper Lighting Solutions

David Gordon Posted On October 17, 2019

The electrical and lighting industries were shocked this week with the announcement that Signify was purchasing the recently renamed Cooper Lighting Solutions from Eaton. The former Eaton Lighting division was scheduled to be spun off from Eaton via an IPO […]

eCommerce / Growth Strategies / Industrial Market / More Insights / Technology

400% MRO Account Growth?

David Gordon Posted On October 7, 2019

Looking for a growth strategy that supplements your existing technology platform, focuses your salespeople, requires nominal investment and can generate a 400% increase in MRO material sales from industrial or institutional accounts. And if you don’t have a commerce-enabled website, […]

Growth Strategies / Industry Consolidation / Industry Outlook / Lighting / More Insights

Acuity Sales Down 12% C&I Down Less. Outlook Weak.

David Gordon Posted On October 4, 2019

Earlier this week Acuity released, from a headline viewpoint, horrid Q4 sales performance. Sales declined almost 12% from prior year. Much of the decline is attributed to the retail segment, however, sources described Acuity’s distribution business as “flat / low […]

Branding / Customer Service / Distributors / eBusiness / eMarketing / Growth Strategies / Marketing / More Insights / Reps / Research Reports / Technology

Convenience Will Deliver Sales and Loyalty

David Gordon Posted On September 22, 2019

Buyer behavior is changing. Convenience is now a differentiator. Customers expect it. It’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B buyer expectations, and it will become distributor reality (and is […]

Channel Strategies / Customer Segments / Distributors / eBusiness / eMarketing / Growth Strategies / Industrial Market / Logistics / More Insights / Profitability / Sales Channel / Technology

FedEx to Live without Amazon. Lessons for Distributors

David Gordon Posted On September 3, 2019

Last month FedEx announced that they won’t renew a ground-delivery deal they had with Amazon to provide small-package ground deliveries. This follows FedEx’s announcement that it wouldn’t renew Amazon’s FedEx Express contract which Amazon used to transport packages by air. […]

Channel Strategies / Customer Segments / Growth Strategies / Industry News / More Insights / Sales Channel / Supplier / Products

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 […]

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 […]