There are some tariffs we know (China, imported steel and aluminum) and then those (at least at the time of this writing) that are proposed (Canada / Mexico) and then others that are “floated” for consideration, or at least media […]
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 […]
AI has been all the rage since ChatGPT was unveiled. Not only is it the talk of every conversation relating to technology, price management, operational improvement, customer service, marketing and more, but it has also powered the construction market with […]
Feedback from distributors at the NAED Eastern and the NAED Western forbode a challenging 2024. The vast majority are expecting “flat” or nominal organic growth. Trends I observed from those expecting “more” are one’s that are in the Southeast or […]
Were 2021 and 2022 the heyday of distributor profitability? Remember the times when suppliers had price increases and distributors benefited from higher gross margin dollars being generated for nominal incremental effort (aside from customers asking for material)? Remember, a 20% […]
SPAs, or special pricing agreements, have been generating much attention in the industry in the past year. A number of technology companies have descended upon the electrical industry to “enhance / improve” the SPA management process, all in the name […]
When talking to sales and marketing people and you ask “Are you a prospector” people, somewhat naturally think “sales prospecting. From a business perspective, there are at least four types of prospectors. There are: Sales Prospectors. These are “hunter-oriented” salespeople […]
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 […]
The past few years have seen copper prices increase. A combination of construction increases, EVs and supply constraints have benefited distributors as the price of copper has risen. And with rising prices has come increased gross margin dollar windfall for […]
Randy Young, Marketing & Operations Manager for BriteSwitch – a New Jersey-based company that helps electrical distributors find, estimate, and file rebates for their customers – outlined several overlooked financial opportunities during a recent webinar. 1. Put a Rebate Estimate […]
David Gordon
Channel Marketing Group
919-488-8635
