The question for some electrical distributors is “How do I get a Charging Station sale?”The short answer is you have to crack into the corporate infrastructure. Do what? What are you talking about? As a distributor, I am not in […]
Recently Graybar has opened a few locations and has announced that more are on the way. Crescent opened its 8th in Montana (I know, surprised you too that Montana had 8 electrical distribution outlets!) and others are opening new locations […]
As every distributor knows, LEDs are the future of lighting and are significantly impacting many lighting industry dynamics – from whom you buy from to what you stock (and how much of it) to pricing to the concept of cannibalizing future sales […]
Here we are in April and many held their breath wondering how many companies would sell before the end of last year (somewhat driven by tax reasons) and how many would be sold during the first quarter of 2013. Consolidation […]
SPAs have been alternatively called the bane of the industry and an effective sales tool that drives profitable sales for distributors and manufacturers. From speaking with distributors and manufacturers, both are right. Distributors and manufacturers who know how to […]
The NAED SouthCentral was held last week in Las Vegas at Caesar’s Palace. And while Caesar’s is a very nice hotel, especially if you like gambling, and it is perfect for large conventions (the AD North American Meeting was there […]
Lately we’ve been on a number of calls with one of our clients, working with their area management as they develop / define their dealer/distributor network and during the discussion we talked about the types of questions to ask a […]
Distributors are very good at focusing on core customers … typically the top 10-20% of their customer base. The remainder of their customer base they either chalk up to “they don’t do much more business” or “my competition has the […]
Most have heard the 1970 phrase “Houston, we have a problem” and now we have another distributor coming to town.After acquiring Mustang Electric last year and reportedly seeking to acquire someone in Houston, Mayer Electric is moving into Houston. The […]
Welcome back from the holidays. We hope everyone was able to spend time with family and we wish all of our readers a happy, healthy and prosperous New Year.And with a new year we thought we’d share some crystal ball […]
David Gordon
Channel Marketing Group
919-488-8635
