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Van Meter Expands Robotics; Diversifies Industrial Offering
David Gordon Posted On August 17, 2022

Van Meter Comau Robotics

The industrial segment of the electrical distribution market is undergoing change due to a number of market dynamics including reshoring / near shoring, the impact of climate technologies / EV, manufacturer employment challenges, the need for improved productivity / capacity coupled […]


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Branding  / Distributors  / Growth Strategies  / Marketing  / More Insights
Promotions. Why one instead of many?
David Gordon Posted On August 15, 2022

Promotions - Which Delivers Better

One of the historical “deliverables” of marketing is promotions. For many distributors, marketing was confined to three areas – events, premiums (those logoed “throwaways” / wearables) and promotions. Typically, all were funded, or at least co-funded, with manufacturer dollars. While […]


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Contractors  / eCommerce  / More Insights  / Technology
eCommerce … More than Clicks
David Gordon Posted On August 11, 2022

What eCommerce Electrical Contractors Want

For years we’ve talked that eCommerce is more than trying to get people to buy via a website, especially when over 40% of total electrical purchases are via contractors with about 30-40% of this business being projects. And the industrial […]


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Industry Consolidation  / More Insights  / Reps
Convergence Expands Via Two Strategic Partnerships
David Gordon Posted On August 11, 2022

Convergence Partners

Convergence Partners, a leading manufacturer rep agency in the Midwest, has expanded its coverage area, and lines, via a strategic partnership with Integrated Sales and Lighting Solutions of Iowa. The net effect is expanded coverage into Iowa and more lines […]


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Branding  / Distributors  / eMarketing  / Growth Strategies  / Marketing  / More Insights  / Sales Channel
Marketing, Analytics Help Recession Proof Distributors
David Gordon Posted On August 8, 2022

Recession Proof Marketing Distributors

One of the challenges we hear from distributors is the need for sales and marketing tools from companies that understand distribution … and especially the electrical distribution channel … and that are affordable regardless of the size of the distributor. […]


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Industry Consolidation  / More Insights  / Pricing  / Profitability
Bye Bye Rebate Dollars?
David Gordon Posted On August 2, 2022

Bye Bye Rebate Dollars

Over the past few years distributors have financially benefited from a confluence of macro-industry events to achieve high net profit. An element of this is their rebate dollars. And recently a few people have commented, and I paraphrase, “distributors have […]


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Channel Strategies  / Customer Segments  / eCommerce  / More Insights
Amazon Makes Acquisition, Good for Electrical Distributors
David Gordon Posted On July 27, 2022

Amazon Acquires Good Electrical Distributors

Last week Amazon made an acquisition, spending $3.9 billion, and it should be very good for electrical distributors. Why you ask? Because maybe it will put to rest the ever-ending question of “who will Amazon buy to enter the electrical […]


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Industry Consolidation  / More Insights  / Reps
JD Martin Expands Rocky Mountain Reach with I-Pro
David Gordon Posted On July 19, 2022

JD Martin Acquires I-Pro Sales & Marketing

JD Martin is making news again as it expands in the Rocky Mountain region with the acquisition of I-Pro Sales and Marketing. According to the press release: I-Pro Merges with JD Martin in Colorado, Wyoming and Montana Two well-established firms […]


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Distributors  / Growth Strategies  / Industrial Market  / Industry Consolidation  / More Insights
And Then There Were 24 (Rockwell Distributors)
David Gordon Posted On July 13, 2022

Rexel Acquires Horizon Solutions

Rexel’s “strategic” acquisition of Horizon Solutions leaves Rockwell with only 24 distributors in the US. The acquisition was a surprise for many and generated questions. According to the press release: Rexel SIGNS DEFINITIVE Agreement to Acquire Horizon Solutions   “Rexel USA, […]


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Growth Strategies  / Industry Outlook  / More Insights  / Sales Channel
Return to Basics to Avoid Personal Recession
Gene Biben Posted On July 11, 2022

Back to Basics Back to Selling

Recently I was contemplating the news that is impacting our industry and considering if what we are doing today will enable us to be successful going forward. Key headlines you hear repeatedly business newscasts include: Increased Interest rates making it […]


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