With many companies currently developing their 2009 plans, its important to remember that there are many opportunities to take share, drive revenue and improve profitability in this marketplace.In fact, history shows that companies that take a prudent, aggressive, stance in […]
Now that the election is over, we can get back to our lives. Regardless of your political preference, those of us in “battleground states” are happy the election is done. No more robo-calls (we averaged 8 calls / day for […]
If you secure business via contracts, either as a distributor or a manufacturer, you know that maverick buying, on behalf of the end-user, can be the bane of a contract.Maverick buying is when purchasers within the end-user, who are supposed […]
The interest in green / energy efficiency continues and what started as a trend appears to be turning into a full-fledged opportunity for those who are willing to commit resources to pursue this market. Over the past week or so […]
If you haven’t seen the latest issue of Electrical Wholesaling, you owe it to yourself to read the cover story on Trade Service. The article was very illuminating on what the company has been working on and its breadth of […]
The beginning of the meeting season coincides with the beginning of the planning season. Many manufacturers are well into the process with some distributors just starting. Looking into your crystal ball can be challenging, especially in light of recent uncertainty.While […]
Yesterday there was an interesting ad in The Wall Street Journal. An electrical and mechanical contractor, EMCOR, with almost $7 billion in revenues of which about 25% is electrical, was advertising their services. While the reasons are obvious – developers […]
On Monday we reported that we had heard that Maurice Electric, Washington DC, had sold their business (to USESI, which operates Electrical Wholesalers) (read the press release). Since then we have heard of a couple of other deals that are […]
Recently we’ve spoken to a number of distributors about the operational aspect of their business. A recurring trend is the interest in improving cashflow. While a group of distributors have focused on better managing their inventory investments, many are looking […]
I was speaking with a distributor last week regarding the opportunity to speak to their salespeople, and probably suppliers, at their upcoming Field Marketing Summit. Their desired topic is “How marketing can help / The role of marketing“. Our conversation […]
David Gordon
Channel Marketing Group
919-488-8635
