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Doing the same thing and expecting different results with non-stock inventory!
David Gordon Posted On April 30, 2015


Sometimes you have to stop and wonder why you do the same things over and over, expecting different results when it comes to the way you handle inventory. Most distributors have a dollar figure in their head that they don’t […]


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Growth Strategies  / More Insights  / Productivity  / Profitability
Why Grow?
David Gordon Posted On April 22, 2015


We’re in the business of helping companies grow. Whether it’s to increase top line sales, improve the bottom line, improve productivity  or all three, the bottom line why you engage with either one of us is that you want tomorrow […]


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Customer Service  / eBusiness  / eMarketing  / Logistics  / More Insights  / Productivity  / Profitability  / Technology
Microsoft 2015 Convergence
David Gordon Posted On March 25, 2015


You say or mention Microsoft around just about every distributor and their employees and they respond “Excel” almost in unison. Some will say ‘Outlook’, ‘Power Point’ or ‘Access’. Very few will say AX (The ERP software) or AX Dynamics. Your kids […]


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Graybar, Sonepar … Creating / Fulfilling Demand
David Gordon Posted On March 18, 2015


Over the past couple of months we’ve been talking about growth, be it from demand creation or demand fulfillment.  We’ve written an article on it for Industrial Supply, one for the Canadian Electrical Wholesaler and a couple here on ElectricalTrends […]


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Contractors  / Customer Segments  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / More Insights  / Productivity  / Profitability  / Research Reports  / Technology
Could Software Determine Who Gets The Business?
David Gordon Posted On March 15, 2015


We’ve all heard how customers want to be self-sufficient, that they want easier ways of doing business, that software can create connectivity between customers, that customers want to buy online or get their own pricing or use data-mining software to better understand […]


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Channel Strategies  / Contractors  / eBusiness  / eMarketing  / Growth Strategies  / More Insights  / Productivity  / Profitability  / Research Reports  / Technology
Poaching your small and mid-sized contractors – The Big Sting
David Gordon Posted On March 11, 2015


  Introducing Electrical Distributor Research Group, an Allen Ray Associates and Channel Marketing Group service to help independent distributors compete with national chains through end-user research and solution identification. Participation in this research relating to econnectivity to increase share from […]


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Lighting the Way to Demand Creation
David Gordon Posted On February 15, 2015


Most distributors are perceived as demand fulfillers, waiting for a customer to generate an order, be it from a contractor or an MRO opportunity. Few have mastered the skill of creating demand while also fulfilling customer needs. Typically these few […]


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Channel Strategies  / Customer Segments  / Customer Service  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Industrial Market  / Industry Consolidation  / Industry News  / Marketing  / More Insights  / Pricing  / Productivity  / Profitability  / Sales Channel  / Supplier / Products  / Technology
Demand Creator or Demand Fulfillment agent?
David Gordon Posted On February 13, 2015


Virtually all want to grow their company’s profitability. Whether it is a manufacturer, manufactures rep or distributor or the distributor’s customer. In fact I haven’t found anyone that wants the status.But, in today’s market here are two different worlds for […]


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Manufacturers  / More Insights  / Profitability
Industry drug of choice (rebates) or valuing yourself?
David Gordon Posted On February 11, 2015


I was talking to a couple of distributors this week and the topic of new / potential suppliers and rebates came up in the discussion. Now mind you, I know the value of rebates to distributors as I was the […]


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Lighting  / Lighting2  / Manufacturers  / More Insights  / Profitability  / Research Reports  / Technology
Cable Technology Trends: How Does This Affect You?
David Gordon Posted On February 6, 2015


Obviously the answer is “big time”.  When we think of technology we think of ERP systems, CRM, eCommerce, perhaps mobility, RF for a warehouse and more from a tools perspective.  From a “product” viewpoint there is LED, controls as well […]


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