Growth Strategies Archives

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

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 […]

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 […]

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 […]

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 […]

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 […]

Growth Strategies / Industry News / Lighting / Lighting2 / More Insights

Q1 Pulse of Lighting Survey Results

David Gordon Posted On April 1, 2018

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 […]

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 […]

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, […]

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 […]

Contractors / Customer Segments / eBusiness / eMarketing / Growth Strategies / Industry News / Marketing / More Insights / Productivity / Profitability / Sales Channel / Technology

Home Depot … Pros, Website, Analytical Tool Investments to Grow the Business

David Gordon Posted On March 8, 2018

Earlier today Home Depot presented at the Raymond James 39th Annual Institutional Investors Conference. While, overall, Home Depot is not a significant competitor to electrical distributors, if you serve the residential electrical contractor / builder market or the small contractor market, […]