For years distributors have fought with their sales departments about what the selling price should be for various items. Some distributors have even turned the pricing of product over to their salespeople because “they know what the market will bear”. […]
Over the past couple of months we’ve been speaking with a number of electrical distributors and manufacturers about the changing market. Some of these discussions have been in concert with other client projects seeking to better understand their market positioning. During […]
A couple of weeks ago we wrote about how Home Depot was advertising that it was pursuing AC disconnect business by competing on price. Their ad openly mentioned low pricing on Eaton and GE. Following this, we heard from a […]
Over the past couple of weeks Eaton has made a couple of moves that should be of interest to electrical distributors. One was M&A oriented, the other was a marketing strategy to support one of their customers / channels. Both […]
Last Friday’s unemployment figures along with the number of people who went off unemployment benefits gives all of us an indication that we are in for a long recovery. Even retailers are having a hard time getting people to spend […]
Now that we’ve celebrated Independence Day and at the same time have seen the 2009 PAR report, we can safely conclude that Ben Franklin, one of our founding fathers, who is also known for his kite experiment, must have been […]
A topic that is near and dear to all distributors’ heart is their “unique” pricing to their customers, especially over the past 18 months. For some distributors it is the only way they know how to “market” their company. And […]
Distribution CapacityMany complain there is still too much distribution capacity in some markets, which means that businesses are continuing to use price as the determinate to get business. Some consider it taking market share. But is it really? Or are […]
If you are a distributor, and the business has been struggling, you might be thinking: Why should I hunker down and try to ride this economic downturn only to have to start all over trying to rebuild my wealth? I’ve […]
A couple of tidbits ran across the desk today that shows the industry continues to seek ways to streamline processes to improve profitability. With manufacturers, distributors and contractors seeking to improve their productivity, technology will take the place of many […]
David Gordon
Channel Marketing Group
919-488-8635
