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Channel Strategies / Distributors / Growth Strategies / Lighting / Lighting2 / More Insights / Technology

A New Dawn of Lighting Technology

David Gordon Posted On February 15, 2017

Last month we introduced a three part series from Wendell Strong entitled “Insights into the World of PoE Lighting Technology.” His first part, titled “In the Beginning there was Light(ing).” This month he continues the series with where LED is […]

Advocacy / Associations / Channel Strategies / More Insights / Reps / Sales Channel

NEMRA Power Pact to Drive Exponential Growth

David Gordon Posted On February 13, 2017

Last week we shared insights from the NEMRA Annual Meeting and mentioned NEMRA’s new initiative / platform called Power Pact which is conceived, based upon research, to take manufacturer / rep relations to partnerships with a goal of developing a […]

Associations / Industry News / More Insights / Reps

NEMRA Delivers a 2017 Power Pact

David Gordon Posted On February 8, 2017

Last week’s NEMRA meeting pulled together the industry’s sales organization. Over 1900 manufacturers and manufacturer reps came together to review 2016, recognize successes and discuss how to accelerate growth in 2017. In the words of one attendee, “this is the […]

Logistics / More Insights / Productivity / Profitability / Purchasing

Tips to Ensure Sales Operations and Customer Satisfaction

David Gordon Posted On February 5, 2017

Operations is the lifeblood of a distributor as it delivers upon sales’ commitment of getting material to the customer. And at the end of the day, distribution, and customer satisfaction, is about getting the right material to the customer when […]

Customer Segments / Growth Strategies / Industrial Market / Industry News / More Insights

Q4 Industrial Insights from WESCO and Grainger Reports

David Gordon Posted On January 31, 2017

Last week WESCO and Grainger released their fourth quarter reports and shared some comments looking forward. As the two seem to be a barometer for the industrial market (overall, not always from a company performance side), we looked to see […]

Manufacturers / More Insights

Changing World of Distribution Equipment

David Gordon Posted On January 24, 2017

The distribution equipment landscape seems to be continually shifting over the past year. For a product category that historically was core to the identity of a distributor to now one where some distributors are more willing to consider change. Consider […]

Channel Strategies / Customer Segments / Growth Strategies / Industry News / More Insights

Automating The Home Market

David Gordon Posted On January 16, 2017

Recently I’ve spoken with a number of distributors who have shared that business is up and in some areas it is being driven by residential growth in their market. Frequently this growth is new home construction, however, sales performance at Home Depot […]

Customer Segments / Growth Strategies / Industry News / Lighting / Lighting2 / Manufacturers / More Insights

Acuity Scores a 10

David Gordon Posted On January 9, 2017

Acuity achieved a 10% organic sales growth last quarter while the Juno acquisition generated another 9%. Both become key metrics for distributors to benchmark themselves. Additionally, 66% of Acuity’s fixture business is now LEDs, another benchmark metric for distributors. Acuity’s […]

Customer Segments / Growth Strategies / Industry News / Lighting / Lighting2 / More Insights

In the Beginning There Was Light(ing)

David Gordon Posted On January 4, 2017

Happy New Year. And with a new year comes 2017 predictions. This year, at least at this time, there appears to be some economic optimism in the air. Whether it’s sustainable given that the economic and regulatory reforms that are […]