It’s been discussed and forecasted that the multi-family market is going to be down in 2018 … perhaps by almost 10%. But is a down year a “bad” year? Not when the prior year was a record and 2018 is […]
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Growth Strategies
By now many have zeroed in on their 2018 sales goals. With DISC, Electrical Wholesaling and many manufacturers coalescing around 4-6% numbers (some a little higher, some a little lower) and recognizing that it can change a little due to […]
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START Lighting shared this press release START Lighting is pleased to announce that CET & Associates is its new representative for the Colorado and Wyoming Markets. START, a commercial and industrial lighting manufacturer is known for designing and producing quality […]
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Recognizing the opportunity to support its distributors, contractors and end-users in its territory, Biben Sales added a Lighting & Energy Manager to its team. It’s recent press release stated: The associates of Biben Sales & Biben Marketing Group are very […]
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A core philosophy in developing sales compensation models is to reward salespeople for what you want them to do … which is sell. Salespeople need to be aligned with their company’s, and in the case of manufacturer reps their manufacturers, […]
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WESCO Shares 2018 Outlook
Last week WESCO shared it’s 2018 outlook with analysts. While many in the industry have been projecting 2018 overall industry growth in the 3-6% range (depending upon whom you talk), much of these projections excluded any potential benefits from the […]
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Customer Segments
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Lighting
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Supplier / Products
Lighting Changes at Key Manufacturers … And 2018 Outlook
As the year comes to an end this month has brought changes to a number of key manufacturers which may stem from a common factor. Additionally, 2018 product and lighting sales performance outlooks are being shared that we thought may […]
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Channel Strategies
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Pricing
Changes in the Wire / Cable World, Prysmian Wins General Cable
Recent news of Prysmian winning the General Cable sweepstakes brings a close to the auction of the business that was started this summer as both have benefited from higher copper prices … and hopefully that helped General Cable optimize its […]
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Branding
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Profitability
What’s the Value of a Manufacturer’s Brand?
Over the past few months as we’ve sat in strategy development meetings with distributors, reviewed distributor purchasing information and talked to manufacturer reps and contractors we’ve seen a purchasing trend that is roiling the industry. The trend, which mirrors what […]
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Technology
2018 NAED Eastern Recap & Observations
Just before Thanksgiving we attended the NAED Eastern Region conference which was held at the Marriott Tampa Waterside (which is a good hotel for this meeting). The Eastern kicked-off the 2018 NAED Regional Conference schedule. The meeting had a reported […]
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