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IDEA Changes Leadership
David Gordon Posted On August 6, 2014


Late last week came news that Bob Gaylord, former president of IDEA, was leaving the organization to pursue “other interests” (which, as an aside, is a nice euphemism!).  Bob was a nice guy and contributed much time and energy to […]


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Fax Machine Erodes Margins … Increases Need for Training
David Gordon Posted On July 31, 2014


Usage of the fax machine began to peak in the late 1980s and continued into the early 2000s, with email becoming prevalent in 1993. Now, why mention this? Consider about 35+ years ago.  Fax machines were not too prevalent. Contractors, […]


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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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Growth Strategies  / More Insights  / Pricing  / Profitability
Fishing in your product (pricing) for Hidden Liability
Brad Justus Posted On April 25, 2014


Selling your company As some prepare to sell their company they go through a routine to maximize their profit, clean up returns, collect all the DSO’s they can, and many make it a point to collect as many SPA’s as […]


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eBusiness  / More Insights  / Pricing  / Profitability
Fishing with Silent Margin Killers….Part 2 of a series
David Gordon Posted On April 6, 2014


What you did some years ago. If you went to your favorite fishing hole in your business, it could be your Product Data and the way you priced product. Some are old enough to remember that when they set up […]


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More Insights  / Pricing  / Profitability
Fishing for Profits in Product Data …Part 1 of a series
David Gordon Posted On March 23, 2014


For the last several years I’ve asked distributors what they are netting out at the end of the year. And currently if you said you were netting out around 3%, you are doing better than a CD at your local […]


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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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Distributors  / eBusiness  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / Manufacturers  / Profitability
Earnings Results … ABB, Eaton, WESCO
David Gordon Posted On October 27, 2013


It’s earning season for publicly held companies and an opportunity to quickly review, look for some highlights / lowlights (never talked about much) and perhaps some confirmation of what many have experienced in the marketplace. We thought we’d highlight a […]


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Industry Consolidation  / Productivity  / Profitability  / Technology
Epicor’s high yield bonds means?
David Gordon Posted On June 18, 2013


Support Fees for your ERPThere is one thing that most electrical distributors will gladly complain about and that is the support fees that they pay to a software company like Epicor , Infor, SAP and others. Some distributors question what these […]


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Distributors  / Industrial Market  / Lighting  / Lighting2  / Profitability
Quarterly Earnings Observations – Philips & WESCO
David Gordon Posted On April 25, 2013


The nice thing about quarterly earnings is that they can provide insights into companies.  Recently comments from Philips and WESCO caught our eye. Philips – A April 23 article in the WSJ highlighted Philips’ LED business and its role in […]


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