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Drive for Data
David Gordon Posted On April 15, 2016


Over the past month or so Allen and I have had a number of calls for data. Some are from owners / senior management, some from marketing personnel and some from operational staff. The calls are from manufacturers and distributors. […]


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Ready for Growth?
David Gordon Posted On March 21, 2016


As you sit around your corporate boardroom and and make decisions that impact growth either via acquisition or generating incremental sales, many don’t give consideration to PRODUCTIVITY (in the back office). Why is that? Well, many assume, albeit incorrectly, that all the […]


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POS / POT Standards Endorsed by 17 Manufacturers
David Gordon Posted On March 15, 2016


Equitable compensation is a topic that is near and dear to every manufacturer, distributor, manufacturer rep and salesperson. After all, why “sell” a product if you are not compensated for it?  This is one of the key issues facing electrical […]


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Industrial Margins Declining?
David Gordon Posted On March 8, 2016


Feedback from manufacturers and distributors indicate a rather significant drop in sales but recent conversations indicate that margins could be even more significantly impacted.  While industrial margins typically are higher than contractor / construction business, this quickly could become a […]


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NEMRA Delivers … 1900+ Attendees
David Gordon Posted On February 18, 2016


A couple of weeks ago I attended the NEMRA meeting as Channel Marketing Group has been working with NEMRA on its POS / POT initiative (point of sale / point of transfer). I was there to launch a draft of […]


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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 […]


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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 […]


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Learning from Amazon and Generating Ideas
David Gordon Posted On December 6, 2015


Over the past couple of years there has been a number of initiatives, as well as much time and money invested, into ecommerce. While essentially everyone feels that this is an essential service to offer for longer-term growth (or survival), […]


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Excel … The Pervasive Hidden Tool
David Gordon Posted On November 8, 2015


As ERP’s age and new ones come on line for on-site install and Cloud, there is one piece of software coupled with a package that has become a de facto standard for most distributors to upload price matrix. Excel is that […]


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WESCO Reports Q3 Performance.
David Gordon Posted On October 22, 2015

WESCO earnings

Earning season continues and with it an opportunity for distributors and manufacturers to benchmark their performance.  We’ve shared some already and will have more in the next few days but, next up, is one that is anticipated by many … […]


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