Growth Strategies Archives

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 […]

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 […]

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 […]

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

Controlling Light at LightFair

David Gordon Posted On May 18, 2017

Over the past week we’ve spoken to a number of distributors, reps and manufacturers who attended LightFair. From listening to all it appears that LightFair, which euphemistically was called LEDFair a few years ago by many when LEDs first started […]

Customer Segments / Distributors / Growth Strategies / Industry News / More Insights

Rexel, Graybar and AD Experience Growth in Q1

David Gordon Posted On May 7, 2017

With recent quarterly reports from Rexel, Graybar and AD in addition to the recent WESCO quarterly report, we now have Q1 performance representing about 30% of sales and about 140 distributors. IMARK as well as CED, Sonepar, City Electric and […]

Channel Strategies / Contractors / Customer Segments / eBusiness / eMarketing / Growth Strategies / More Insights / Pricing / Technology

Arrival of the “Alt Channels”- Amazon and Zoro Advertise

David Gordon Posted On April 10, 2017

Much has been researched, written and talked about the emergence of alternate (alt) channels. Amazon Business is regularly mentioned and Grainger’s eCommerce initiatives are lauded. Now comes Zoro Tools, which many may recall Grainger purchased and has been promoting here […]

Distributors / Growth Strategies / Lighting / Lighting2 / More Insights

Rexel on the Move?

David Gordon Posted On April 3, 2017

For a number of years Rexel USA has had “challenges” and many distributors considered Rexel as perhaps their greatest growth opportunity. The company contracted, quality people left / were recruited away, suppliers commented on the company’s ability to execute and […]

Channel Strategies / Contractors / Growth Strategies / Manufacturers / More Insights / Supplier / Products

Manufacturer Product News – ABB, Cree, GE, Leviton

David Gordon Posted On March 23, 2017

Over the past month or so there have been a number of interesting manufacturer product news that may represent opportunities for distributors and/or generate questions that could impact electrical distributors (and the manufacturers themselves). With this as a caveat, here […]

Awards / Customer Segments / eBusiness / Growth Strategies / Industrial Market / Industry Consolidation / Industry News / More Insights / Reps / Sales Channel

Industrial Market Drivers, Can You Compete Differently

David Gordon Posted On March 8, 2017

Over the past few weeks distributors and manufacturers are reporting an uptick in their industrial business and, in some cases, a significant increase. The reasons vary from “general optimism” to the increase in oil rigs; from replacing / upgrading aging equipment […]

Channel Strategies / Customer Service / Growth Strategies / Logistics / Manufacturers / More Insights / Sales Channel / Supplier / Products

Omni Cable Energizing Sales?

David Gordon Posted On March 2, 2017

In a move that has been rumored for a few weeks, Omni Cable will now be a resource for distributors of Eaton and Square D breakers. In an effort to continue their initiative to ensure a safe, authorized, resource for […]