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NAED National Session: Predator or Prey?
David Gordon Posted On May 19, 2016


The first session of the NAED National was a session titled “Predator or Prey”.  The challenge is that session attendees walked away asking “why was it titled that?”  Perhaps the answer is in this quote.  The “predators” were the panelists […]


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Contractors  / Customer Segments  / Growth Strategies  / Lighting  / Lighting2  / More Insights  / Supplier / Products
LED Growth Exploding
David Gordon Posted On May 9, 2016


Our friend Bill Attardi at Energy Watch shared interesting data he obtained regarding the exploding growth of the LED market … and the growth is startling and has major ramifications relating to the LED market. Here shared this five year […]


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Awards  / Distributors  / Growth Strategies  / More Insights  / Supplier / Products
Why Product Launches Fail
David Gordon Posted On April 20, 2016


We’re finally through the planning season (yes, it is April and distributors now have less than 9 months to achieve supplier objectives!) and some of manufacturers discussed their new product launch plans (and maybe a distributor shared their approach to new […]


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Drive for Data
David Gordon Posted On April 15, 2016


Over the past month or so Allen and I have had a number of calls for data. Some are from owners / senior management, some from marketing personnel and some from operational staff. The calls are from manufacturers and distributors. […]


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Customer Segments  / Growth Strategies  / Marketing  / More Insights  / Research Reports
Population Trends Drive Healthcare Opportunities
David Gordon Posted On April 7, 2016


Last week DISC Corp updated its 2016 outlook for the electrical industry through its Flash Update. Overall the projection was for the electrical industry to be down 1.5% however, Herm highlighted that there are customer segments that are outperforming the […]


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Contractors  / Customer Segments  / Growth Strategies  / Industrial Market  / Industry News  / More Insights  / Research Reports
“Recession Risk Not High” But Electrical Sales Projected to Decline
David Gordon Posted On March 28, 2016

Market Update

With Q1 coming to an end, market (as in industry, not Wall Street), watchers are projecting a continuing, and slightly accelerated, sales decline, at the national level, especially for those in the industrial segment.  (But do read down to the […]


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Distributors  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / More Insights  / Research Reports  / Sales Channel  / Supplier / Products
Is lighting a service, a product, a concept or illumination?
David Gordon Posted On March 23, 2016


Over the past couple of months we’ve touched on the changes that the lighting industry is undergoing. While much of it relates to LEDs, the “lamp” business, lighting controls and connectivity, we also mentioned how lighting can become a data […]


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POS / POT Standards Endorsed by 17 Manufacturers
David Gordon Posted On March 15, 2016


Equitable compensation is a topic that is near and dear to every manufacturer, distributor, manufacturer rep and salesperson. After all, why “sell” a product if you are not compensated for it?  This is one of the key issues facing electrical […]


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Lighting Opportunities, Round-Up and Relevancy
David Gordon Posted On March 6, 2016


The lighting market continues to represent some of the greatest opportunities for distributors. At the recent NAED South-Central, every lighting manufacturer reported minimum 2015 sales increases of 20%. Goals for 2016 are the same, if not higher. The market is […]


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Growth Strategies  / Industry News  / More Insights  / Profitability
Electrical Sales to Decline – 1st time in 7 years!
David Gordon Posted On February 18, 2016


This week we received copies of TED magazine and Electrical Wholesaling. Given that next week is the NAED South-Central, both provided a “forecast / overview” of the regional market.  As expected there are pockets of growth as well as areas […]


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