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Moneyball for Growth
David Gordon Posted On February 16, 2016


If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that they aren’t.  Why? Because you don’t know. Unless you have […]


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Selling Lighting or Selling Data?
David Gordon Posted On February 16, 2016


Recently we touched on how the emergence of connected lighting is opening new opportunities for manufacturers and could for distributors.  The reason for “could” is that the opportunity potentially can be much more than selling fixtures.  It could explode into […]


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Utilities Investing in LEDs
David Gordon Posted On February 11, 2016


The growth in the LED market has been remarkable, coming from zero to probably at least 50% of new construction in a short time period is phenomenal for a “new” product. And the retrofit market continues to move to LEDs. […]


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Growth Strategies  / More Insights  / Reps  / Sales Channel  / Training
B All You Can B For Sales Effectiveness
David Gordon Posted On February 11, 2016


Earlier this week I was speaking with distributor and we were discussing sales effectiveness. Throughout his career he has been in sales roles, inclusive of sales management.  One of the areas we discussed is the attributes of successful salespeople.  He told […]


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Sales Persistence Pays
David Gordon Posted On February 1, 2016


Recently I saw a posting on LinkedIn that shared these sales statistics.  Having been in sales, managed sales teams and consulted with clients regarding their sales organizations, it struck a cord. Common perceptions of most distributor sales organizations include: Not too […]


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16 Distribution Industry Trends for 2016
David Gordon Posted On January 27, 2016


Over the past month, Allen and I have discussed our observations regarding the industry and shared trends we see that we think will impact business for distributors and manufacturers in 2016. We’ve agreed upon 16 sales, marketing, profitability and operations opportunities that we’d […]


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2016 eCommerce Goals, Electrical Initiatives
David Gordon Posted On December 13, 2015


Interesting article here from Internet Retailer regarding eCommerce goals for 2016 and written by Forrester Research. With the emergence of many electrical ecommerce initiatives for distributors, much bears watching. The following could be of interest for those invested, investing or considering investing […]


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Channel Strategies  / Growth Strategies  / Lighting  / Lighting2  / Marketing  / More Insights
Are you ready to sell LEDs differently?
David Gordon Posted On December 7, 2015


The term LEDs is synonymous with energy savings. They typical distributor either promotes LEDs as an energy savings initiative or quotes lighting projects that specify LEDs as the light / lamp source. There is nothing wrong with either but, as […]


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Learning from Amazon and Generating Ideas
David Gordon Posted On December 6, 2015


Over the past couple of years there has been a number of initiatives, as well as much time and money invested, into ecommerce. While essentially everyone feels that this is an essential service to offer for longer-term growth (or survival), […]


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Marketing ideas to drive recency, frequency and leads in 2016
David Gordon Posted On November 19, 2015


It’s that time of year when distributors are either beginning, in the midst of or completing their their 2016 marketing plans. Sometimes promotional initiatives are inserted as “generic” with details left for later, sometimes the team has a brainstorm and scopes […]


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