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NEMRA Finalizes POS / POT Standards … 26 Manufacturers Endorse
David Gordon Posted On November 15, 2016


For the past 18 months NEMRA has been working with its NMG (NEMRA Manufacturer Group) to better understand the impact of the lack of industry standards to report point of sale (POS) and point of transfer (POT) between distributors and […]


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Distributors  / Growth Strategies  / More Insights  / Profitability
Do Vendor Published Rebate Programs Drive Decisions?
David Gordon Posted On August 4, 2016


Rebates are a fact of life and the first marketing group rebate negotiation, in 1968, was designed to capture incremental revenue (for a wire company) with the distributors collecting the funds for a social engagement. But the core issue was […]


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Customer Segments  / Distributors  / eBusiness  / Industrial Market  / Industry News  / More Insights  / Profitability
WESCO, Rexel, Grainger Share Q2 Results
David Gordon Posted On August 2, 2016

Market Update

Last week the electrical industry’s major, publicly held, distributors shared their Q2 performance. Reading their quarterly reports highlights that there continue to be industrial challenges, they are responding differently to the MRO and construction markets.  So let’s look at WESCO […]


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Growth Strategies  / Industry News  / Manufacturers  / More Insights  / Profitability
Weak Jobs Report Impacting Electrical Industry?
David Gordon Posted On June 14, 2016


Earlier this month the headline that many were commenting on was “U.S. Hiring Slowed Dramatically in May; Jobless Rate Falls to 4.7%“.  The story emphasized that non-farm payroll was up only 38,000 jobs and that March and April data were revised […]


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Industrial Market  / Industry News  / Manufacturers  / More Insights  / Profitability
So how was the first quarter for ABB and Schneider Electric / Square D?
David Gordon Posted On April 28, 2016


We’re a month past the first quarter and publicly held companies are starting to report their quarterly reports.  Here we review ABB and Schneider Electric. (comments are in italics) ABB Within the channel we think of ABB as ABB products and […]


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Channel Strategies  / Growth Strategies  / Marketing  / More Insights  / Pricing  / Productivity  / Profitability  / Research Reports
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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Contractors  / Distributors  / More Insights  / Profitability
Liening Up
David Gordon Posted On March 30, 2016


Yes, we’re talking about liens! They types that accounting / credit people like, not “lean” as in “lean processes” which we’ll touch on in the near future when we discuss innovation. Why liens? Basically because a couple of weeks ago […]


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Channel Strategies  / Distributors  / eBusiness  / More Insights  / Productivity  / Profitability  / Technology
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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Associations  / Growth Strategies  / Industry Consolidation  / Logistics  / Manufacturers  / More Insights  / Productivity  / Profitability  / Reps  / Research Reports  / Sales Channel
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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Contractors  / Customer Service  / Industrial Market  / Logistics  / More Insights  / Productivity  / Profitability
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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