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How Was Your First Half?
David Gordon Posted On July 16, 2015


After the first half of the year, you may be ready to sit back and make paper airplanes.  The market is confusing. It’s been a unique first half. Some are up, some are down, some are flat. No rhyme or […]


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Sonepar – a $10 Billion Distributor?
David Gordon Posted On June 24, 2015


Last week came news that another independent distributor was sold to Sonepar.  Eck Supply, a 20+ location distributor in southern VA, NC, SC, after selling their Rockwell location to EECO, sold the remainder of the company to Sonepar.  Perhaps it […]


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Is it time to hit the reset button?
David Gordon Posted On June 17, 2015


We’re at that time of year. The doldrums days of summer. The time when it gets hot and many people naturally become a little more “laisse faire.” When we use the excuse of mid year, summertime, the July 4th holiday, […]


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Can you spell … Disintermediated?
David Gordon Posted On May 28, 2015


That was the subject line of an email received this morning from a distributor.  The body of email had a link: http://creesolutions.com/Solutions/NoHassles. Which started a thought process of: Is this really disintermediation when there are a number of lighting manufacturers who […]


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NAED 2015 National Meeting – A Whirlwind Weekend in Chicago
David Gordon Posted On May 20, 2015


NAED held its 2015 Annual Meeting in Chicago this past weekend.  748 people registered.  There were 93 distribution entities and 105 manufacturer entities (inclusive of divisions for each) but there were only 46 manufacturer strategic one-on-one booths where distributors could […]


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ERP Companies on the move?
David Gordon Posted On May 4, 2015


INFOR and Epicor are in the news again. Recently a notice came in that INFOR filed an offering aimed at raising $100 million, to probably fuel some acquisitions. Why is this of interest? INFOR will probably continue to reinvent themselves […]


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Doing the same thing and expecting different results with non-stock inventory!
David Gordon Posted On April 30, 2015


Sometimes you have to stop and wonder why you do the same things over and over, expecting different results when it comes to the way you handle inventory. Most distributors have a dollar figure in their head that they don’t […]


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NAED 2015 South Central Observations
David Gordon Posted On February 26, 2015


It was always said that the South Central regional should be in a warm weather location. Unfortunately, while warmer than Chicago, it was colder than what Floridians are used to. This must have been the coldest South-Central I’ve attended … […]


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Lighting the Way to Demand Creation
David Gordon Posted On February 15, 2015


Most distributors are perceived as demand fulfillers, waiting for a customer to generate an order, be it from a contractor or an MRO opportunity. Few have mastered the skill of creating demand while also fulfilling customer needs. Typically these few […]


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Demand Creator or Demand Fulfillment agent?
David Gordon Posted On February 13, 2015


Virtually all want to grow their company’s profitability. Whether it is a manufacturer, manufactures rep or distributor or the distributor’s customer. In fact I haven’t found anyone that wants the status.But, in today’s market here are two different worlds for […]


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