Last week both Acuity and Cree shared calendar Q1 lighting success (defined as sales performance). So, let’s look at what they said and what it could mean. Acuity quarterly report (their Q2 fiscal year) Overall “outstanding results” Net sales increased […]
Equitable compensation is a topic that is near and dear to every manufacturer, distributor, manufacturer rep and salesperson. After all, why “sell” a product if you are not compensated for it? This is one of the key issues facing electrical […]
Last week Houston Wire & Cable held it’s Q4 / 2015 annual earnings call. As many in the industry know, Houston Wire and Cable, while categorized as a manufacturer, is, in reality, more of a master distributor given that they […]
The lighting market continues to represent some of the greatest opportunities for distributors. At the recent NAED South-Central, every lighting manufacturer reported minimum 2015 sales increases of 20%. Goals for 2016 are the same, if not higher. The market is […]
Stan and I attended the NAED South-Central, held in Las Vegas, last week. Reportedly 630 or so people were registered, albeit the “feel” of the meeting left one wondering “where are the people” as the general session seemed lightly attended […]
Over the last few weeks there have been a number of end of year / quarterly reports released. Last week we touched on national, publicly held distributors (Rexel, Grainger, WESCO) so this week we’re going to overview a number of […]
Recently I saw a posting on LinkedIn that shared these sales statistics. Having been in sales, managed sales teams and consulted with clients regarding their sales organizations, it struck a cord. Common perceptions of most distributor sales organizations include: Not too […]
It’s the beginning of earnings season again and we’ve reviewed Acuity’s and Cree’s. It appears to be a tale of two companies. Both are having success in the LED space with Acuity’s net sales up 14% and Cree’s up 11%. The […]
Over the past 30 days there have been a number of lighting announcements that, individually are company-specific but, when aggregated and considered from a category viewpoint, represent a significant lighting change in the industry … and may require distributors to […]
As you may recall, one of the observations from the NAED Eastern was discussions about “partners” and “partnerships”. During the meeting the term ‘partner’ was used frequently by manufacturers, a little less by distributors. Glenn Goedecke’s general session referenced partnerships […]
