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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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Selling Lighting or Selling Data?
David Gordon Posted On February 16, 2016


Recently we touched on how the emergence of connected lighting is opening new opportunities for manufacturers and could for distributors.  The reason for “could” is that the opportunity potentially can be much more than selling fixtures.  It could explode into […]


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Branding  / Channel Strategies  / Distributors  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Sales Channel  / Supplier / Products
The Lighting Market Change
David Gordon Posted On January 19, 2016


Over the past 30 days there have been a number of lighting announcements that, individually are company-specific but, when aggregated and considered from a category viewpoint, represent a significant lighting change in the industry … and may require distributors to […]


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Acquisition Week
David Gordon Posted On November 4, 2015


The end of last week was “acquisition” week. WESCO acquired NESCO Acuity acquired Juno (formerly a division of Schneider Electric and a sister company of Square D) Eaton Lighting acquired Ephesus Lighting Some thoughts and what it could mean: WESCO […]


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Benefits of VMI … More Than Inventory Management
David Gordon Posted On August 19, 2015


Last week we received a press release, which was published in multiple outlets, from Datalliance announcing that Legrand’s Wiremold line, Hoffman and ILSCO “are continuing to expand their Vendor Managed Inventory (VMI) programs with a growing list of distributors and utilities […]


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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 […]


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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 […]


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NAED 2015 National Meeting – A Whirlwind Weekend in Chicago
David Gordon Posted On May 20, 2015


NAED held its 2015 Annual Meeting in Chicago this past weekend.  748 people registered.  There were 93 distribution entities and 105 manufacturer entities (inclusive of divisions for each) but there were only 46 manufacturer strategic one-on-one booths where distributors could […]


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A different type of lighting agency? And LightFair input
David Gordon Posted On May 14, 2015


LightFair is over. The awards have been given and many are talking about the plethora of lighting suppliers and throngs of people at The Show. While we didn’t attend, those distributors whom we spoke to that did attend said it […]


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Customer Segments  / Industry Consolidation  / Lighting  / Lighting2  / More Insights  / Sales Channel  / Supplier / Products
Strategies in Light Observations; Distributor LED Opportunities
David Gordon Posted On March 22, 2015


Periodically we like to invite guest bloggers to share ideas, opinions, insights or to report from conferences that we’ve been unable to attend. Recently, Ted Konnerth, President of Egret Consulting Group, a leading recruiter in the electrical and lighting industry […]


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