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 […]
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 […]
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 […]
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, […]
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 […]
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 […]
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 […]
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 […]
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 […]
Many distributors know that Acuity has touted its four tier approach to the market. The first two tiers have essentially been the traditional offering of electrical distributors but there has been some mystique to tiers three and four via its […]
David Gordon
Channel Marketing Group
919-488-8635
