Growth Strategies Archives

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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. […]

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 […]

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

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 […]

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 […]

Associations / Growth Strategies / Industry Consolidation / Logistics / Manufacturers / More Insights / Productivity / Profitability / Reps / Research Reports / Sales Channel

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 […]

Branding / Channel Strategies / Customer Segments / Growth Strategies / Industrial Market / Industry News / Lighting / Lighting2 / Manufacturers / Marketing / More Insights / Sales Channel / Technology

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 […]

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 […]

Distributors / Growth Strategies / Marketing / More Insights / Pricing / Productivity / Profitability / Sales Channel / Supplier / Products / Technology / Training

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 […]

Channel Strategies / Distributors / Growth Strategies / Lighting / Lighting2 / More Insights / Profitability / Sales Channel / Supplier / Products / Technology

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 […]

Branding / Customer Segments / Distributors / Growth Strategies / Lighting / Lighting2 / Marketing / More Insights / Renewables

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. […]