Marketing Archives

Customer Segments / Lighting / Lighting2 / Marketing / More Insights / Renewables / Supplier / Products

Ace is the Place For …

David Gordon Posted On April 13, 2016

You may remember the iconic jingle of “Ace is the place with the helpful hardware folks” but did you know that Ace is the place for LED lighting? According to an article in the April issue of Hardware & Building Supply […]

Customer Segments / Growth Strategies / Marketing / More Insights / Research Reports

Population Trends Drive Healthcare Opportunities

David Gordon Posted On April 7, 2016

Last week DISC Corp updated its 2016 outlook for the electrical industry through its Flash Update. Overall the projection was for the electrical industry to be down 1.5% however, Herm highlighted that there are customer segments that are outperforming the […]

Branding / Channel Strategies / Customer Segments / Growth Strategies / Industrial Market / Industry News / Lighting / Lighting2 / Manufacturers / Marketing / More Insights / Sales Channel / Technology

Lighting Opportunities, Round-Up and Relevancy

David Gordon Posted On March 6, 2016

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 […]

Distributors / Growth Strategies / Marketing / More Insights / Pricing / Productivity / Profitability / Sales Channel / Supplier / Products / Technology / Training

Moneyball for Growth

David Gordon Posted On February 16, 2016

If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that they aren’t. Why? Because you don’t know. Unless you have […]

Branding / Customer Segments / Distributors / Growth Strategies / Lighting / Lighting2 / Marketing / More Insights / Renewables

Utilities Investing in LEDs

David Gordon Posted On February 11, 2016

The growth in the LED market has been remarkable, coming from zero to probably at least 50% of new construction in a short time period is phenomenal for a “new” product. And the retrofit market continues to move to LEDs. […]

Distributors / Growth Strategies / Manufacturers / Marketing / More Insights / Reps / Sales Channel

Sales Persistence Pays

David Gordon Posted On February 1, 2016

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 […]

Branding / Channel Strategies / Customer Segments / Customer Service / eBusiness / eMarketing / Growth Strategies / Industrial Market / Industry Consolidation / Industry News / Lighting / Lighting2 / Marketing / More Insights / Pricing / Productivity / Profitability / Purchasing / Sales Channel / Technology

16 Distribution Industry Trends for 2016

David Gordon Posted On January 27, 2016

Over the past month, Allen and I have discussed our observations regarding the industry and shared trends we see that we think will impact business for distributors and manufacturers in 2016. We’ve agreed upon 16 sales, marketing, profitability and operations opportunities that we’d […]

Channel Strategies / Growth Strategies / Lighting / Lighting2 / Marketing / More Insights

Are you ready to sell LEDs differently?

David Gordon Posted On December 7, 2015

The term LEDs is synonymous with energy savings. They typical distributor either promotes LEDs as an energy savings initiative or quotes lighting projects that specify LEDs as the light / lamp source. There is nothing wrong with either but, as […]

Contractors / Customer Segments / eMarketing / Industrial Market / Industry News / Lighting / Lighting2 / Marketing / More Insights

LED, Construction and Industrial 2016 Planning Inputs

David Gordon Posted On November 23, 2015

As you’re planning your 2016 initiatives, we thought we’d share some LED, construction and industrial information we’ve seen that could impact 2016 revenue planning or opportunity focus: Our friend Bill Attardi from EnergyWatchNews directed us to this article, Top 10 […]

Branding / Channel Strategies / Distributors / eBusiness / eMarketing / Growth Strategies / Marketing / More Insights / Sales Channel

Marketing ideas to drive recency, frequency and leads in 2016

David Gordon Posted On November 19, 2015

It’s that time of year when distributors are either beginning, in the midst of or completing their their 2016 marketing plans. Sometimes promotional initiatives are inserted as “generic” with details left for later, sometimes the team has a brainstorm and scopes […]