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Q3 2020 Recovery & Looking Forward to 2021
David Gordon Posted On October 7, 2020

Unknown Future What Lies Ahead

2020 has been a rollercoaster of a year … Q1, if you can remember that far back, started strong for most distributors. Q2 was the rollercoaster plunge, which we documented in three of our COVID surveys (first, second and third […]


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Distributors  / Growth Strategies  / Industrial Market  / Industry Outlook  / More Insights  / Sales Channel  / Training
Changing Role of Sales
David Gordon Posted On October 1, 2020

Electrical Sales

It’s been almost seven months (March) since COVID exploded into the electrical industry. It’s been a roller coaster road for many with everyone expecting the business to fall off the side of the earth in April. And the role of […]


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Channel Strategies  / Growth Strategies  / Industry Consolidation  / More Insights  / Reps  / Sales Channel
Rep Opportunities Abound
David Gordon Posted On October 1, 2020

Sales Management Formula

2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, was surprising. Some are being forced to make changes due […]


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Customer Segments  / Distributors  / eCommerce  / Growth Strategies  / More Insights
Creating lemonade at Institutions
David Gordon Posted On September 25, 2020

MRO Electrical

What do market segments such as government, universities / higher education, life sciences, government / municipalities, sports teams, hospitals, agriculture have in common? While most are considered “institutions”, they all are significant users of eProcurement / punchouts as part of […]


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Growth Strategies  / Industry Outlook  / More Insights
What Lies Ahead in Q4 and 2021?
David Gordon Posted On September 21, 2020

Unknown Future What Lies Ahead

While the future is unknown and no one knows what lies ahead, hopefully the momentum generated in Q3 can continue, at least to some degree. It’s hard to believe that Q2 was only 90 days ago. Seems like ages but […]


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Distributors  / Industrial Market  / Industry Outlook  / More Insights
A Glimpse of Q3? WESCO’s Perspective
David Gordon Posted On September 17, 2020

Quarterly Performance

As Q3 comes to a close, feedback from distributors and manufacturers is that the quarter has been a financial godsend. Needless to say, it had to be better than Q2.  The disastrous April is quickly falling into the rear view […]


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Growth Strategies  / Lighting  / More Insights
Q3 Pulse of Lighting – How’s Your Lighting Business?
David Gordon Posted On September 13, 2020

Q3 2020 Pulse of Lighting Report

The end of Q3 will shortly be here so its time for our Q3 Pulse of Lighting survey to get a sense of the lighting market.  Q3 Observations Q3 has represented a rebound month for many.: It continued to be […]


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Associations  / More Insights  / Reps  / Sales Channel  / Training
NEMRA Helps Reps Train for the Future
David Gordon Posted On August 31, 2020

NEMRA Online Training University

Earlier this year NEMRA launched its Rep of the Future report which highlighted industry changes that are / expected to occur over the next five years and the traits that reps will need going forward. And recent conversations with reps […]


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Marketing Groups  / More Insights  / People in the News
Changing of the Guard at AD
David Gordon Posted On August 27, 2020

AD

It’s been said that the electrical industry is a small world and you never know when things come back around. With all the “craziness” going on this year, the marketing groups (AD and IMARK) are doing their part to contribute […]


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Growth Strategies  / More Insights  / Reps  / Sales Channel  / Training
Salespeople in Lockdown Could Cost You Share
David Gordon Posted On August 24, 2020

The Show Business Must Go On

Recently I visited a manufacturer rep client and spent time with their salespeople. As typically goes, the conversation “wanders” into what they are observing in the marketplace (the benefit of F2F meetings!). The salespeople I was talking to have been […]


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