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Electrical Industry Reacts to COVID-19 – Ideas to Share
David Gordon Posted On March 26, 2020

Electrical Distribution Industry COVID-19 Reaction & Ideas

COVID-19 has directly been impacting the electrical distribution industry for about two weeks and we’ve been aware of it, due to supply concerns coming from China for about six weeks.  We’ve learned much such as the affect on the lighting […]


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Customer Segments  / Distributors  / eCommerce  / Industrial Market  / Industry Consolidation  / Industry Outlook  / More Insights  / Pricing  / Productivity  / Profitability
Rexel Up Globally but Down in US
David Gordon Posted On February 18, 2020

Rexel Quarterly Earnings

Being global can have its ups and down. As a company you become susceptible to currency issues as well as differing economic challenges. It appears that Rexel is benefiting in areas of the globe but suffering here in North America […]


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Advocacy  / Associations  / More Insights  / Productivity  / Profitability  / Reps  / Sales Channel  / Technology
POS Integral to Rep Commission Model
David Gordon Posted On January 10, 2020

POS Compensation

Throughout the fall Channel Marketing Group surveyed NEMRA reps and also interviewed dozens of them on behalf of NEMRA for the upcoming Rep of the Future report, which will be unveiled at the upcoming NEMRA meeting.  While the objective of […]


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Growth Strategies  / Industry Consolidation  / Industry Outlook  / Lighting  / More Insights  / Profitability  / Reps  / Sales Channel
Happy New Year!
David Gordon Posted On January 5, 2020

Happy New Year 2020

Happy New Year! As we start the beginning of the first week of the year, and with everyone back, we wanted to take a moment to share our thanks and solicit your input. Thank you First, thank you for your […]


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Channel Strategies  / Distributors  / Growth Strategies  / More Insights  / Pricing  / Productivity  / Profitability
SPAs – Is the Cat Chasing its Tail?
David Gordon Posted On December 18, 2019

SPA Cat chasing tail

In a market where most experience margin stagnation or margin erosion, strategies that can help improve profitability, potentially capture sales and as enhance / ensure quality processes, should be embraced. One of these strategies, which we’ve highlighted this fall, is […]


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Distributors  / Lighting  / Manufacturers  / More Insights  / Profitability  / Sales Channel
Lighting it Up, Chicago-style
David Gordon Posted On December 5, 2019

Lighting it Up Chicago-style

According to Edison Report, there is “war in Chicago. Force Partners, the Cooper Lighting Rep, Sues KSA Lighting and Acuity Lighting.” Wow!  If you haven’t read the Mueller Report, chances are that you have not read the 27-page complaint filed […]


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Distributors  / More Insights  / Productivity  / Profitability
Want to Improve Warehouse Productivity?
David Gordon Posted On November 26, 2019

Warehouse Productivity

With a tight economy, tight labor market and tight margins, increasing productivity is more important than ever, especially for warehouse operations where finding qualified staff that can meet HR requirements is harder than ever. And one of the reasons is […]


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Lighting  / Manufacturers  / Marketing Groups  / More Insights  / Profitability
Cooper Lighting Solutions to Rejoin IMARK
David Gordon Posted On November 26, 2019

IMARK Electrical

After almost 20 years, Cooper Lighting Solutions, as part of its spin-off from Eaton Lighting (and formerly Cooper Lighting), is rejoining IMARK Electrical. According to a press release issued by IMARK Electrical: Cooper Lighting Solutions selected as preferred supplier to […]


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Logistics  / More Insights  / Pricing  / Profitability
SPAs- Are they Worth the Cost?
David Gordon Posted On November 24, 2019

SPAs - Pennies from Heaven

In a penny nickel business, every penny counts. Which is why SPAs can matter. Increasing gross margins and, more importantly, net profitability, in today’s environment is extremely challenging.  Publicly-held national chains such as Rexel and WESCO report net profitability in […]


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Contractors  / Customer Segments  / Distributors  / Industrial Market  / Industry Outlook  / More Insights  / Profitability
WESCO Q3 Outperforms Many, Provides Greater Transparency
David Gordon Posted On November 1, 2019

WESCO earnings

WESCO was the final national distributor to report Q3 earnings this week. Overall they performed well and, surprisingly, the tone of this quarterly called seemed to be more “open” and a little more transparent. From their call and presentation: “Record […]


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