Growth Strategies Archives

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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 […]

Channel Strategies / Distributors / Growth Strategies / Lighting / Lighting2 / More Insights / Technology

A New Dawn of Lighting Technology

David Gordon Posted On February 15, 2017

Last month we introduced a three part series from Wendell Strong entitled “Insights into the World of PoE Lighting Technology.” His first part, titled “In the Beginning there was Light(ing).” This month he continues the series with where LED is […]

Customer Segments / Growth Strategies / Industrial Market / Industry News / More Insights

Q4 Industrial Insights from WESCO and Grainger Reports

David Gordon Posted On January 31, 2017

Last week WESCO and Grainger released their fourth quarter reports and shared some comments looking forward. As the two seem to be a barometer for the industrial market (overall, not always from a company performance side), we looked to see […]

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

Automating The Home Market

David Gordon Posted On January 16, 2017

Recently I’ve spoken with a number of distributors who have shared that business is up and in some areas it is being driven by residential growth in their market. Frequently this growth is new home construction, however, sales performance at Home Depot […]

Customer Segments / Growth Strategies / Industry News / Lighting / Lighting2 / Manufacturers / More Insights

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]