Over the years some distributors have failed to have a serious conversation with the manufacturers they represent about how POS data is used. Then there are some that asked: “If I share POS data, what are you going to do […]
Over the past couple of months we’ve been speaking with a number of electrical distributors and manufacturers about the changing market. Some of these discussions have been in concert with other client projects seeking to better understand their market positioning. During […]
It’s been a busy two weeks but we haven’t forgotten our ET friends. We’re working on a couple of “juicy” postings for the next couple of weeks but wanted to share some online insights that we’ve been tracking. Companies mentioned in […]
Many electrical distributors promote that they are “full service” electrical distributors, inferring that they offer a range of electrical products. Many successful distributors have expanded the definition of “full service” to mean: they sell electrical products that are applicable for […]
Over the past couple of weeks Eaton has made a couple of moves that should be of interest to electrical distributors. One was M&A oriented, the other was a marketing strategy to support one of their customers / channels. Both […]
As many know, lighting represents 25-30% of a distributor’s sales. Lighting is typically defined as lamps, ballast, and fixtures (and some people add in lighting controls). It is an important part of a distributor’s business albeit lighting projects are frequently low […]
The art of reaching new customers is a challenge for many distributors. Frequently I hear we know everyone in the market we’re doing business with everyone we want to we know who pays their bills they are not our type […]
When you see this ad, what do you think? Grainger and GE Lighting ran this ad in the March issue of Purchasing. Some things to ponder … What are you doing to reach your end-customer (the one who writes the check […]
In talking to distributors and manufacturers, business in the electrical industry remains tough with many “cautiously optimistic”. Challenges range from uncertainty created by the media continual harping on negativity (BP spill, North Korea, euro problems, Israel and the Gaza strip […]
Does the downturn leave you thinking you have to scale the Alps for a come back? Maybe and then maybe not! Change is in the air both at inventory levels and the way product is being sold. This is about […]
David Gordon
Channel Marketing Group
919-488-8635
