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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 […]

Branding / Channel Strategies / Contractors / eMarketing / Manufacturers / Marketing / More Insights / Research Reports

How Influential Are Dealers (Contractors) When Pros Select Products?

David Gordon Posted On October 27, 2015

The question of what influence a distributor has on their customers is often debated. What percentage of the time do customers know what they want (and hence the distributor acts as an “order taker” or fulfillment source) and what percentage […]

Branding / eMarketing / Growth Strategies / Manufacturers / Marketing / More Insights / Sales Channel

Converting Emails Into Sales Through Thoughtful Communications

David Gordon Posted On August 24, 2015

Okay, electrical distributors and manufacturers are not known, surprisingly, as the best marketers on the planet. But we’re also not the worst. A number are migrating their marketing efforts from focusing on premiums, promotions and events to a broader array […]

Distributors / Growth Strategies / Marketing / More Insights / Research Reports

Evolution of Marketing Within Growing Distributors

David Gordon Posted On July 31, 2015

The goal of marketing is to help your company grow. For many distributors marketing has been a promotion, event and sometimes communications department. For many, the staff are expected to be “doers”, not “thinkers”. Historically business strategy has been the […]