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Lighting Roundup
David Gordon Posted On May 4, 2018


In honor of LightFair being next week, thought it good timing for a little “Reading Roundup” with a focus on lighting … tidbits we’ve heard and seen that relate to lighting: PoE, power over ethernet, was a topic at the […]


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Customer Segments  / Distributors  / Growth Strategies  / Industrial Market  / Industry News  / More Insights
Distributor Quarterly Performance – WESCO, Rexel, Anixter, Grainger, AD
David Gordon Posted On May 1, 2018

Market Update

It’s quarterly review time again and an opportunity to review publicly traded distributors’ 2018 Q1 performance – Rexel, WESCO, Anixter, AD, Grainger and Fastenal – to see if we can identify trends. WESCO From the earnings slides and  earnings call 11% organic […]


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Channel Strategies  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Industry News  / More Insights  / Technology
Digital Distributor Starts with eCommerce Product Content
David Gordon Posted On April 29, 2018


The term “digital distributor” is starting to be used more repeatedly. Granted it can be a consultant’s way to drum up business but it’s becoming a term used to express the further reaching impact of doing business digitally and recognition […]


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Channel Strategies  / Growth Strategies  / Industry News  / Manufacturers  / More Insights  / Reps  / Research Reports
Price and Lighting … Changing Competition and Changes for Reps
David Gordon Posted On April 15, 2018


Over the past couple of years two major market forces have been roiling the industry.  These changes create opportunity for some, channel challenges for others.  The areas are price and LEDs.  For years the price elasticity for electrical construction material […]


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Channel Strategies  / Customer Service  / Distributors  / Growth Strategies  / More Insights  / Profitability  / Research Reports  / Technology
How Distributors are Adapting to Changing Buyer Demands
David Gordon Posted On April 12, 2018


Customer expectations are changing how distributors are doing business.  They expect more. Some of your competition offers more. And you need to offer more to retain customers and have a hope of capturing new ones. And the changes are much […]


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Customer Service  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Productivity  / Technology
Survey Says … Give Websites Good Product Data
David Gordon Posted On April 9, 2018


Quality product data is the difference between an “adequate” website and one with “quality” data that is valued by customers. And “valued” is determined by increased traffic, increased sales, a better search experience and being easier to be found via […]


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Growth Strategies  / Industry News  / Lighting  / Lighting2  / More Insights
Q1 Pulse of Lighting Survey Results
David Gordon Posted On April 1, 2018

Q3 2020 Pulse of Lighting Report

The lighting market, for many distributors, depending upon their business focus, represents 20-40% of sales.  It’s substantial, especially given that they next two categories are switchgear / automation and wire / cable, as performance in this product category can significantly […]


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Branding  / Contractors  / Distributors  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Sales Channel
Promotional Ideas – Lutron, Eaton Lighting, Acuity, NorthEast Electric, Wire and more
David Gordon Posted On March 23, 2018


Promotions are a significant element of a distributor’s marketing plan, especially if the audience is contractors.  A “do this, get that” mentality. Something to create increased awareness (or perhaps used to provide sales a crutch in talking to customers). In […]


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Distributors  / Growth Strategies  / Industry Consolidation  / Marketing Groups  / More Insights  / Profitability
The Future of Marketing Groups?
David Gordon Posted On March 15, 2018


Could True Value’s new ownership model be a opportunity for independent distributors and their marketing groups?  Many have asked about the future of marketing groups.  While IMARK is a cooperative and according to Bill Weisberg a couple of years ago, […]


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Distributors  / Growth Strategies  / Industry Consolidation  / More Insights
March Came in Like a Lion and Western PA Distributors Were Acquired
David Gordon Posted On March 11, 2018


  The proverb “March comes in like a lion, goes out like a lamb” was in full swing last week … weather-wise and for the electrical distribution industry. Last week saw the east coast’s second northeaster snow storm and while […]


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