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Acuity Scores a 10
David Gordon Posted On January 9, 2017


Acuity achieved a 10% organic sales growth last quarter while the Juno acquisition generated another 9%.  Both become key metrics for distributors to benchmark themselves.  Additionally, 66% of Acuity’s fixture business is now LEDs, another benchmark metric for distributors. Acuity’s […]


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Customer Segments  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / More Insights
In the Beginning There Was Light(ing)
David Gordon Posted On January 4, 2017


Happy New Year.  And with a new year comes 2017 predictions.  This year, at least at this time, there appears to be some economic optimism in the air. Whether it’s sustainable given that the economic and regulatory reforms that are […]


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Channel Strategies  / Distributors  / Growth Strategies  / Lighting  / Lighting2  / More Insights
Distribution’s Voice in Lighting Rebate Programs
David Gordon Posted On December 14, 2016


Every year utilities spend billions of dollars on energy efficiency / lighting rebate programs.  In fact, one report states $7.8 billion! And estimates are that only $1-3 billion of this are for mid-stream (channel) rebates.  And as Chris Cloutier, our […]


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Channel Strategies  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / More Insights  / Technology
Affordable eCommerce for Smaller Distributors
David Gordon Posted On December 12, 2016


As everyone knows, there has been much discussion regarding eCommerce and how it is “vital” for the survival of distributors.  It’s essential to compete against Amazon. And small distributors (<$25M) are dinosaurs, destined to become extinct because of their inability […]


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Distributors  / Growth Strategies  / Industry News  / Marketing  / More Insights  / Sales Channel
Looking Forward – Industry Outlook for Basic Sales Forecasting
David Gordon Posted On December 1, 2016


Only 30 days left in the year.  And with all of the year-end things to do and possibly meetings you had to attend, many are just getting around to doing their 2017 planning … or at least sales forecasting. The […]


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Growth Strategies  / Industry News  / More Insights  / Research Reports
Construction Outlook: up 5% in 2017; Building Construction Up 8%!
David Gordon Posted On October 26, 2016


The recent Dodge Construction Outlook report produced by Dodge Data & Analytics is an interesting read. Not only does it provide some historical perspective but provides the understanding for why 2016 has been such a “market specific” economy and also […]


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Construction Process Disruption & 2017 Dodge Construction Forecast
David Gordon Posted On October 25, 2016


Many at last week’s Dodge Data & Analytics Construction Outlook conference, which coincided with the AD North American Meeting at the same hotel, over 170 manufacturers and retailers attended to gain insights into 2017.  While many came for the outlook […]


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Attend Free Advanced Business Planning Webinar
David Gordon Posted On October 25, 2016


Earlier this year Channel Marketing Group conducted research regarding joint business planning and released the results earlier this fall.  Some of the key findings revealed that: Manufacturers talk sales; distributors talk profits … and then sales Distributors who invest in […]


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Growth Strategies  / Industrial Market  / Industry News  / Manufacturers  / More Insights  / Supplier / Products
Entering and Managing In the IoT Space
David Gordon Posted On October 17, 2016


Last week we shared information, highlighted the potential opportunities and discussed potential distributor involvement in the Internet of Things (IoT) and Industrial Internet of Things (IIoT) arena while also featuring the first segment of input from Dick Friedman. As promised, […]


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Distributors  / Growth Strategies  / Industrial Market  / More Insights  / Supplier / Products  / Technology
Are you ready for the IoT?
David Gordon Posted On October 10, 2016


Whether it is IoT or IIoT, the Internet of Things is all the rage.  You can’t pick up a trade publication without seeing an article on either topic. And in reality they are essentially the same with the only difference […]


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