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Lighting Roundup

David Gordon Posted On May 4, 2018

In honor of LightFair being next week, thought it good timing for a little “Reading Roundup” with a focus on lighting … tidbits we’ve heard and seen that relate to lighting: PoE, power over ethernet, was a topic at the […]

Manufacturers / More Insights / Reps

NEMRA POS Initiative Gains Traction: 5 distributors (3 chains) + 39 Manufacturers

David Gordon Posted On April 24, 2018

POS, defined as point of sale, is a decades old issue for the electrical industry. There are many reasons why customer-specific sales information isn’t shared between distributors and their manufacturers. While the information is withheld in many cases, a consequence […]

Channel Strategies / Growth Strategies / Industry News / Manufacturers / More Insights / Reps / Research Reports

Price and Lighting … Changing Competition and Changes for Reps

David Gordon Posted On April 15, 2018

Over the past couple of years two major market forces have been roiling the industry. These changes create opportunity for some, channel challenges for others. The areas are price and LEDs. For years the price elasticity for electrical construction material […]

Customer Service / Distributors / eBusiness / eMarketing / Growth Strategies / Manufacturers / Marketing / More Insights / Productivity / Technology

Survey Says … Give Websites Good Product Data

David Gordon Posted On April 9, 2018

Quality product data is the difference between an “adequate” website and one with “quality” data that is valued by customers. And “valued” is determined by increased traffic, increased sales, a better search experience and being easier to be found via […]

Channel Strategies / Customer Segments / Industry News / Lighting / Lighting2 / Manufacturers / More Insights

Acuity Sales Up But Hints of a Challenging Market

David Gordon Posted On April 5, 2018

Acuity’s recent quarter highlights a 6% (gross) sales increase but, in reading the analyst call transcript and reviewing the results, or what may be called “peeling back the onion”, there appear to be a number of questions. Analyst Call / […]

Branding / Channel Strategies / Customer Segments / Customer Service / Distributors / Logistics / Manufacturers / More Insights / Productivity / Profitability / Reps

Rockwell Delivers on Customer Satisfaction

David Gordon Posted On March 28, 2018

Customer satisfaction is a key element of a growth strategy as it helps support the retention of the business. And while everyone says they deliver quality customer service, measuring service performs and continuously seeking ways to improve can separate companies. […]

Branding / Contractors / Distributors / Growth Strategies / Manufacturers / Marketing / More Insights / Sales Channel

Promotional Ideas – Lutron, Eaton Lighting, Acuity, NorthEast Electric, Wire and more

David Gordon Posted On March 23, 2018

Promotions are a significant element of a distributor’s marketing plan, especially if the audience is contractors. A “do this, get that” mentality. Something to create increased awareness (or perhaps used to provide sales a crutch in talking to customers). In […]

Branding / Channel Strategies / Contractors / Customer Segments / Distributors / eBusiness / eMarketing / Growth Strategies / Industry News / Manufacturers / Marketing / More Insights / Research Reports / Sales Channel / Technology

State of eCommerce According to Electrical Contractors & Buyers

David Gordon Posted On February 21, 2018

According to a recent study conducted by Channel Marketing Group titled “State of eCommerce, Electrical Contractor & End-User Insights”, electrical buyers are accelerating their usage of online tools for product research, downloading of spec sheets, seeking pricing and checking inventory. […]

Industry Consolidation / Manufacturers / More Insights

GE Continues Sell Off … GE Lighting No Longer Global

David Gordon Posted On February 19, 2018

GE has been in the news for many of the wrong reasons over the past couple of years and it looks like it will continue to be for the next few years as it begins its dismantling. The first to […]

Customer Segments / Industry News / Lighting / Lighting2 / Manufacturers / More Insights / Supplier / Products

Lighting News: Cree, Philips, Hubbell Lighting, Eaton Lighting

David Gordon Posted On February 13, 2018

Along with earnings updates, the last couple of weeks have brought lighting news from Cree, Philips, Hubbell Lighting and Eaton Lighting. Their recent announcements shed light on where the “Big 7” (Acuity, Eaton Lighting Solutions, Hubbell Lighting, Philips Lighting, Current […]