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Innovation through Intellectual Curiosity
David Gordon Posted On May 31, 2017


Much is talked about “innovation”. It’s a term that is loosely tossed around and requires a commitment, or perhaps a better term is “mentality”, that is infused into individuals and a culture. It’s a desire to “excel” and, perhaps more […]


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Growth Strategies  / Industry News  / Lighting  / Lighting2  / More Insights
Controlling Light at LightFair
David Gordon Posted On May 18, 2017


Over the past week we’ve spoken to a number of distributors, reps and manufacturers who attended LightFair.  From listening to all it appears that LightFair, which euphemistically was called LEDFair a few years ago by many when LEDs first started […]


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Associations  / Industry News  / More Insights
Observations from the 2017 NAED Annual
David Gordon Posted On May 15, 2017


Earlier this month NAED held its 2017 Annual Meeting in Boston. The meeting attracted a little over 600 attendees.  According to one manufacturer there were 339 manufacturer attendees plus service providers, technology companies, marketing groups and other miscellaneous entities … […]


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Customer Segments  / Distributors  / Growth Strategies  / Industry News  / More Insights
Rexel, Graybar and AD Experience Growth in Q1
David Gordon Posted On May 7, 2017

Market Update

With recent quarterly reports from Rexel, Graybar and AD in addition to the recent WESCO quarterly report, we now have Q1 performance representing about 30% of sales and about 140 distributors.  IMARK as well as CED, Sonepar, City Electric and […]


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Customer Segments  / Industry News  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Reps  / Supplier / Products
Thinking About Acuity
David Gordon Posted On April 17, 2017

Market Update

The continued focus on energy efficiency powered by LEDs has fueled growth in the lighting market. For many distributors lighting now represents 30-40% of sales. And the lighting controls market has grown. For the past few years we’ve reviewed Acuity’s […]


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Channel Strategies  / Distributors  / eBusiness  / Industry News  / More Insights  / Technology
Thinking about the eCommerce information clutter
David Gordon Posted On March 29, 2017


There continues to be much discussed in the industry regarding “eCommerce”. Daily we hear about Amazon Business, Grainger and the coming “conquering of the channel” by eCommerce.  It almost seems as if everyone expects that the zombies in the Walking […]


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Channel Strategies  / Customer Segments  / Industrial Market  / Industry News  / More Insights  / Productivity  / Supplier / Products
10 Trends for the Industrial Automation and Control Market
David Gordon Posted On March 21, 2017


For the past couple of years the industrial segment has been “challenged”.  Much of this was driven by the decline in the oil & gas market which had a significant ripple effect.  Concurrently, a strong dollar hurt exports for many […]


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Industrial Market Drivers, Can You Compete Differently
David Gordon Posted On March 8, 2017


Over the past few weeks distributors and manufacturers are reporting an uptick in their industrial business and, in some cases, a significant increase.  The reasons vary from “general optimism” to the increase in oil rigs; from replacing / upgrading aging equipment […]


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Associations  / Industry News  / More Insights  / Reps
NEMRA Delivers a 2017 Power Pact
David Gordon Posted On February 8, 2017


Last week’s NEMRA meeting pulled together the industry’s sales organization. Over 1900 manufacturers and manufacturer reps came together to review 2016, recognize successes and discuss how to accelerate growth in 2017.  In the words of one attendee, “this is the […]


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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

Market Update

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 […]


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