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Moneyball for Growth

David Gordon Posted On February 16, 2016

If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that they aren’t. Why? Because you don’t know. Unless you have […]

Branding / Channel Strategies / Customer Segments / Customer Service / eBusiness / eMarketing / Growth Strategies / Industrial Market / Industry Consolidation / Industry News / Lighting / Lighting2 / Marketing / More Insights / Pricing / Productivity / Profitability / Purchasing / Sales Channel / Technology

16 Distribution Industry Trends for 2016

David Gordon Posted On January 27, 2016

Over the past month, Allen and I have discussed our observations regarding the industry and shared trends we see that we think will impact business for distributors and manufacturers in 2016. We’ve agreed upon 16 sales, marketing, profitability and operations opportunities that we’d […]

More Insights / Pricing / Profitability

Get an OSSPA Report to Collect Your Other Profit!

David Gordon Posted On January 18, 2016

DSO Reports Virtually all managers and owners are aware of when orders are booked/placed and when extended credit has exceeded the company’s normal credit terms. These reports are affectionately known as a Daily Sales Outstanding report and can be for a Branch, Region […]

Customer Segments / Distributors / Industrial Market / Industry Consolidation / Industry News / More Insights / Pricing

WESCO Delivered … 2016 Projections

David Gordon Posted On December 15, 2015

WESCO delivered its 2016 projections on Tuesday, providing some insight into how 2015 is finishing and what they foresee for 2016. The company issue a press release, a report that is available on WESCO’s website and held an analyst call. […]

Associations / Channel Strategies / Customer Segments / Customer Service / eBusiness / eMarketing / Industrial Market / Industry News / Lighting / Lighting2 / More Insights / Pricing / Profitability

NAED 2016 Eastern … Orlando

David Gordon Posted On November 15, 2015

Last week’s NAED epitomized much of the change that the industry is experiencing. Attendance, per NAED’s registration list, was 585 registrants (although some did not attend but did not cancel). The continuing result of consolidation? Companies scaling back expenses due to […]

Industry News / More Insights / Pricing / Profitability / Purchasing / Supplier / Products

Commodities down across the board; Copper Leads

David Gordon Posted On August 6, 2015

How’s your business? Has deflation shown itself to you? Our unscientific poll on Electricaltrends.com indicates that some distribution businesses are up year to date and some are down. A little bit deeper dive, indicates that depending on where you are […]

Channel Strategies / Customer Service / Distributors / eBusiness / eMarketing / Growth Strategies / Logistics / More Insights / Pricing / Productivity / Purchasing / Technology

ElectricalTrends Tech Vision Series: IBIS Enters Electrical Distribution: Advanced Supply Chain Software™ and Microsoft

David Gordon Posted On July 12, 2015

This week we’re continuing with our ElectricalTrends Tech Vision Series. One of the most, if not the most, important piece of technology within a distributor is their ERP system. It essentially is the central repository for a distributor to develop […]

Channel Strategies / Customer Segments / Growth Strategies / Industry News / Marketing / More Insights / Pricing / Profitability / Purchasing / Sales Channel

Is it time to hit the reset button?

David Gordon Posted On June 17, 2015

We’re at that time of year. The doldrums days of summer. The time when it gets hot and many people naturally become a little more “laisse faire.” When we use the excuse of mid year, summertime, the July 4th holiday, […]

Associations / Branding / Channel Strategies / Distributors / eBusiness / eMarketing / Growth Strategies / Marketing Groups / More Insights / Pricing / Productivity / Profitability / Sales Channel / Supplier / Products / Technology

Boosting performance at your Webstore

David Gordon Posted On June 10, 2015

“Webstore Performance” One of the most sought after answers is how do you get performance at your Webstore front? Most distributors don’t have good enough data in their erp systems to run a Webstore. So the question becomes how do […]

Distributors / Growth Strategies / Industrial Market / Industry Consolidation / More Insights / Pricing / Profitability

What Can Distributors Learn From A National Chain?

David Gordon Posted On June 7, 2015

National chains, as we now, are large (by definition) and have the resources to theoretically make investments to capture share. In reality many of them, fortunately or unfortunately, do not operate like national entities. Rather than emulate a national retailer […]