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Using Price to Expand Your Business

David Gordon Posted On July 24, 2019

Competing on price is a “no no” for many distributors. Few want to say “the reason why people buy from me is price.” But, do all of your customers want to buy from you for your service, people or your […]

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Home Depot to Offer Customized Pro Pricing

David Gordon Posted On July 22, 2019

Home Depot’s retiring CFO’s interview last night with Jim Cramer on CNBC shared a glimpse of why electrical distributors who serve small to mid-sized residential and commercial distributors should be concerned. And it’s all about pricing. The home improvement (perhaps […]

Industry News / Lighting / Lighting2 / Manufacturers / More Insights / Pricing

Acuity reports their Q3. Market in flux?

David Gordon Posted On July 8, 2019

Last week we released our Q2 Pulse of Lighting report and Acuity, the following day, released their Q3 earnings (they are on a fiscal year). The commonality appears to be “a market in flux”. While Acuity claims share increase in […]

Industry News / Lighting / Lighting2 / Manufacturers / More Insights / Pricing / Profitability / Purchasing / Renewables / Supplier / Products

Impacts On Lighting If China Weaponizes Rare Earth Metals

David Gordon Posted On June 3, 2019

We know tariffs can impact the electrical business. But rare earth metals? We’ve had tariffs after last year’s tariffs on steel, aluminum and a number of other products. The recent acceleration of tariffs on Chinese imported products (price increases from […]

Distributors / Industry News / Manufacturers / More Insights / Pricing / Productivity / Profitability

The Muddled World of Tariffs in the Electrical Industry

David Gordon Posted On May 31, 2019

For a word that wasn’t part of the national conscience, it is now front and center and bringing disruption to business. Tariffs. In an industry where price increases occurred annually, where pricing was stable except for copper, companies have now […]

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Does it feel like we’re heading into a recession …

David Gordon Posted On May 14, 2019

Or are we talking ourselves into a recession? Since the fall and the beginning of planning season there have been some economists who have been warning of a second half 2019 slowdown leading to a 2020 recession. Their prognostications were […]

Channel Strategies / Distributors / Industry Consolidation / Industry News / Manufacturers / More Insights / Pricing

Q1 Pulse of Lighting … Continued Change, Nominal Growth and Acuity

David Gordon Posted On April 4, 2019

The first quarter of 2019 has been an interesting ride in the lighting space. There has been: The threat of increased tariffs and then the extensive of the existing tariffs. Some manufacturers raising prices to compensate for tariff increases, others […]

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Selling Direct … A Growing Lighting Trend

David Gordon Posted On December 6, 2018

Our Q4 Pulse of Lighting survey is currently open and while perusing some of the feedback regarding market trends, one of the dynamics that was repeatedly mentioned was lighting manufacturers selling direct. In fact it was mentioned that it is […]

Distributors / Industry News / More Insights / Pricing / Profitability

Could Tariffs, Masquerading as Price Increases, Be Good for the Electrical Industry?

David Gordon Posted On September 20, 2018

2018 may go down as the year of tariffs. Earlier in the year tariffs were implemented on steel and aluminum. In July the first round of tariffs targeting Chinese products found its way into the industry while there have been […]

Distributors / Industry Consolidation / Manufacturers / More Insights / Pricing / Profitability

What’s up with Schneider, Legrand, Rexel and Sonepar?

David Gordon Posted On September 13, 2018

That’s one of the questions we’ve had a number of distributors, and some manufacturers, ask this week “What’s the story / what have you heard about this story regarding Schneider, Legrand, Rexel and Sonepar coming out of France?” and the […]