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AI, the Sonepar Way
David Gordon Posted On September 9, 2024


There’s much talk, and some movement, on AI for distributors. Progressive, albeit larger, distributors are discussing and seeking opportunities to embrace, or test, AI in different aspects of their business. Some have stepped their toe in. Larger companies are dedicating […]


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Distributors  / Growth Strategies  / More Insights  / Sales Channel
What is The Role of Distribution in Demand Generators?
David Gordon Posted On September 5, 2024

Role of Distribution Demand Generators

Last week I visited a client who asked me about “the channel”. Specifically, they wanted to know: “What drives distributor product selection, what is the food chain, what’s the value of each.” “Are distributors proactive in creating opportunities and selling […]


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Distributors  / Industry Consolidation  / Industry News  / More Insights  / Reps
Acquisition Activity Ramps Up in early Sept. 3 Electrical Distributors and 2 Agents
David Gordon Posted On September 5, 2024

Electrical Distributor Acquisition

With summer, and Q3, coming to a close, what better time for electrical industry acquisition activity to ramp up. And while each company has its own rationale for why it did the deal, each represents an idea that could be […]


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Manufacturers  / More Insights  / Reps  / Research Reports
NEMRA Releases Manufacturer of the Future Report
David Gordon Posted On September 4, 2024

NEMRA Manufacturer of the Future Report

There are two seminal events that have impacted the electrical industry over the past five years … COVID and Consolidation. Both have significantly changed the industry. Covid accelerated revenues and introduced “work from home” which has created sales outreach challenges […]


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Industry Consolidation  / Industry Outlook  / More Insights
Kichler Lighting Sold to Parent of Progress Lighting
David Gordon Posted On September 3, 2024

Kichler Acquisition by Kingswood

A new month, a new acquisition. This one in the lighting industry with the private equity firm that owns Progress Lighting, Kingswood Capital Management, acquiring Kichler. According to a communique that Kichler sent to its customers dated September 3rd, ”September […]


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Distributors  / eBusiness  / Growth Strategies  / More Insights  / Research Reports
Taking a Deep Dive into Wesco
David Gordon Posted On August 26, 2024

WESCO

Within the electrical industry, distributors like to learn from each other. Modern Distribution Management (MDM) launched a series of distributor case studies last fall with a case study on Fastenal. Recently they ran a three-part series on Wesco, culminating in […]


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Growth Strategies  / Lighting  / More Insights
Horticulture Lighting … A Growing Niche but Not Cannabis
David Gordon Posted On August 22, 2024

Horticulture Lighting

According to Channel Marketing Group‘s Q1 and Q2 Pulse of Lighting reports, the lighting market is challenged. Overall growth is negligible and, according to quarterly reports, it is down for the largest of companies. This is for a product category […]


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Distributors  / More Insights  / Productivity  / Technology
Winning at the Project Game
David Gordon Posted On August 22, 2024

Parspec Project Quoting

Not only is business challenging for many, except those winning in the data center space, the repetition in pursuing project business can be exhausting. The lighting business is slow / down as shared in our Q2 Pulse of Lighting report […]


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More Insights  / Reps
Changed Relationships
Gene Biben Posted On August 20, 2024

Changing Partnerships & Loyalty

Twenty-five years ago, I was the Chairman for the Thomas & Betts Rep Advisory Board. This was back in the days when, rep input was solicited, and perhaps valued more.  We were charged with assisting in the development of a […]


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More Insights  / Reps  / Research Reports  / Sales Channel  / Technology
ChatGPT Prompts for Electrical Salespeople
David Gordon Posted On August 14, 2024

ChatGPT Prompts for Electrical Sales

ChatGPT was launched November 30, 2022, but went “mainstream” in Q1 2023 when Microsoft made a significant investment into OpenAI. Since then either “AI is going to take over”, “many will lose their jobs”, “it’s a great tool to use” […]


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