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Electrical buyer / influencer mobility usage
David Gordon Posted On July 10, 2014


Much is made of distributors needing commerce enabled websites … and it is true and is becoming a customer expectation. While ERP companies say they can support distributors in this endeavor, few distributors speak well of their ERP companies providing […]


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Growth Strategies  / More Insights  / People in the News  / Productivity  / Training
Are you uncomfortable?
David Gordon Posted On July 8, 2014


In today’s business environment, if you’re uncomfortable you’re probably in a stagnant mode, gross margins are decreasing, costs are rising, you have inefficiencies in your business, key associates are quietly looking for new opportunities, your competitors are quietly increasing their […]


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Channel Strategies  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Industrial Market  / Marketing Groups  / More Insights  / Pricing  / Productivity
Amazon: Friend or Foe minefield
David Gordon Posted On June 22, 2014


Amazon Supply can represent different threats to different types of distributors. It could depend on where you are located and what type of vertical you are in. If you sell into the large projects market, you may not feel threatened, […]


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Growth Strategies  / Logistics  / Manufacturers  / More Insights  / Productivity  / Sales Channel
State of Point of Sales Reporting and the Importance to Manufacturer Reps
David Gordon Posted On June 1, 2014


NEMRA has retained Channel Marketing Group to better understand the state of POS (point of sale) reporting in the electrical distribution industry for the purpose of accurately compensating independent electrical manufacturer sales representatives for activity in their territory. Over the […]


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More Insights  / Productivity  / Technology
Epicor Software up for Sale by Apax Partners
David Gordon Posted On May 24, 2014


The May 6th issue of The Wall Street Journal ran an article that Apax Partners (the private equity owner of Epicor) was seeking to sell Epicor for between $2.5 – $3.5 billion. Apax Partners is a London based buyout firm […]


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More Insights  / Productivity  / Profitability
While Fishing in the Product Database…..Part of a Series
David Gordon Posted On May 15, 2014


Not the usual data suppliers I am beginning to see more than the usual suppliers of product data for electrical distributors. Most certainly the usual suppliers have been Trade Service, with a massive database for distributors and contractors, and IDEA with […]


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Associations  / Channel Strategies  / Distributors  / eBusiness  / Industry Consolidation  / Industry News  / Lighting  / Lighting2  / More Insights  / Productivity
2014 NAED South-Central … Escaping Winter!
David Gordon Posted On March 3, 2014


Last week I was at the NAED South-Central which was held in Tampa.  While the reported attendance was about 675-700 individuals, consisting of 75 distributor entities (including multiples of CED, Sonepar, etc), 122 manufacturer entities, and the remainder being reps […]


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eBusiness  / More Insights  / Productivity  / Technology
Clarification from an earlier post regarding Epicor
David Gordon Posted On March 3, 2014


Regarding the post from February 12, 2014. This writer expressed an opinion about Epicor that apparently was not construed as an opinion by Epicor. Such statement was as follows: “Sometimes I think that I read too many 10-Q’s and other public documents. Many […]


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Productivity  / Technology
Justifing Your ERP
David Gordon Posted On February 12, 2014


Publicly Justify your ERP purchaseNow we are seeing some people/companies publicly justifying their purchases to gain productivity, like AirGas below.A quick ERP Business ModelERP companies have operated their business with a model where they: Put as little functionality into their base package […]


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Pricing  / Productivity  / Profitability
Improving Distributor Bottom Line in 2014
David Gordon Posted On February 5, 2014


2013 Electrical Distributor Performance Here we are in early 2014 and you’re looking at your company’s performance wondering how you did. Many will tell us, and tell their close “friends”, that “we only did 2-3%”…which makes everyone feel good because […]


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