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Acquisitions – Pieces of a Puzzle …Border States and Womack
David Gordon Posted On August 30, 2017


Monday marked the day that Amazon closed on its Whole Foods acquisition and that Border States closed on its Kriz Davis acquisition.  Both provided the acquirer strategic opportunities to increase their footprint and become pieces of a puzzle to become […]


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Channel Strategies  / Customer Segments  / Distributors  / eMarketing  / Growth Strategies  / Industry News  / Marketing  / More Insights
2018 Planning Countdown
David Gordon Posted On August 28, 2017


Electrical industry tradeshows start in 4 weeks with AD’s North American Meeting, quickly followed by the IMARK Annual Meeting and the NAED Eastern, and not counting national meetings for national chains. And with the meetings comes talk regarding 2018 joint […]


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Contractors  / eMarketing  / Growth Strategies  / More Insights  / Sales Channel
Home Depot Q2 – Pro Insights
David Gordon Posted On August 16, 2017


Home Depot shared its Q2 results yesterday and, while the company continues to perform well as indicated with over $28B in sales, its Pro business, defined as contractors and its Interline business, outperformed the core business. NAED’s TED Magazine, through […]


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Channel Strategies  / eBusiness  / Growth Strategies  / Industry News  / More Insights  / Sales Channel
Distributors Need to Evolve from Being Product Companies
David Gordon Posted On August 13, 2017


Distributors traditionally fought for market share via relationship, service and price. The company with the best people, best service and competitive pricing that could provide their customers with access to credit typically won more business in a market. Since a […]


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Contractors  / Distributors  / Growth Strategies  / Industrial Market  / Manufacturers  / More Insights  / Profitability  / Supplier / Products  / Training
Service Agreements / Extended Warranties – Revenue Generator & Potential Differentiator
David Gordon Posted On July 23, 2017


Distributors have been seeking opportunities to generate, or increase, their service revenue. While traditionally a complementary service for industrially-oriented distributors, construction-oriented distributors are also seeing opportunities. Some distributors have defined revenue goals, others look at this opportunistically (or give the […]


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Channel Strategies  / eBusiness  / eMarketing  / Growth Strategies  / More Insights  / Pricing  / Profitability  / Sales Channel
Channel Marketing and Funding … but for eCommerce Initiatives?
David Gordon Posted On July 19, 2017


The essence of “channel marketing” infers that members within a channel (manufacturer, rep and distributor) are working together to market products, services and applications to generate demand from customers. The term doesn’t infer whom funds the initiative but frequently there […]


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Branding  / Contractors  / Customer Segments  / Growth Strategies  / Marketing  / More Insights  / Supplier / Products
Eaton’s Whole Home
David Gordon Posted On June 26, 2017


This week’s PCBC show, a residential builder show in California that used to be called the Pacific Coast Builder Conference, has an exhibit by Eaton that pulls together three of the company’s divisions and shows the potential that builders can […]


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Customer Service  / Growth Strategies  / More Insights  / People in the News  / Productivity  / Profitability
GM Leader Drives Cultural Change, Innovation and Results
David Gordon Posted On June 18, 2017


General Motors (GM) historically has been known as a “staid” company and the prototypical “old boys” company. And its had its share of “challenges” ranging from uninspiring design to consumers feeling there was “built in obsolescence”; from being extremely difficult […]


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Associations  / Growth Strategies  / Industry News  / More Insights  / People in the News  / Productivity  / Reps  / Training
Innovation through Intellectual Curiosity
David Gordon Posted On May 31, 2017


Much is talked about “innovation”. It’s a term that is loosely tossed around and requires a commitment, or perhaps a better term is “mentality”, that is infused into individuals and a culture. It’s a desire to “excel” and, perhaps more […]


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Growth Strategies  / Industry Consolidation  / Marketing Groups  / More Insights
The Next Phase of Acquisitions?
David Gordon Posted On May 22, 2017


At the NAED Annual meeting I asked distributors, manufacturers and others who typically hear about mergers / acquisitions what they were hearing.  Not so much about specific companies but more in general … were they hearing of activity.  All said […]


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