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My Podcast with Jason Bader
David Gordon Posted On October 9, 2020


Recently I had the honor to be interviewed by Jason Bader of The DistributionTeam for his 50th podcast Distribution Talk. Our conversation, which you can listen to here, was wide-ranging. We touched on: Acquisitions Customer loyalty programs The role of […]


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Manufacturers  / More Insights  / People in the News  / Reps  / Sales Channel
New Century Sales Expands, Takes nVent to Kentucky
David Gordon Posted On October 8, 2020

New Century Sales

New Century Sales, a leading Indiana manufacturer representative with key lines such as Southwire, Rab, the nVent Erico package, Littelfuse, Light Efficient Design, Appleton and more is expanding into Kentucky. It’s first line in this new market, is, according to […]


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Channel Strategies  / Distributors  / Growth Strategies  / Industry Outlook  / More Insights  / Reps  / Research Reports
Q3 2020 Recovery & Looking Forward to 2021
David Gordon Posted On October 7, 2020

Unknown Future What Lies Ahead

2020 has been a rollercoaster of a year … Q1, if you can remember that far back, started strong for most distributors. Q2 was the rollercoaster plunge, which we documented in three of our COVID surveys (first, second and third […]


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Channel Strategies  / Growth Strategies  / Industry Consolidation  / More Insights  / Reps  / Sales Channel
Rep Opportunities Abound
David Gordon Posted On October 1, 2020

Sales Management Formula

2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, was surprising. Some are being forced to make changes due […]


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Associations  / More Insights  / Reps  / Sales Channel  / Training
NEMRA Helps Reps Train for the Future
David Gordon Posted On August 31, 2020

NEMRA Online Training University

Earlier this year NEMRA launched its Rep of the Future report which highlighted industry changes that are / expected to occur over the next five years and the traits that reps will need going forward. And recent conversations with reps […]


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Growth Strategies  / More Insights  / Reps  / Sales Channel  / Training
Salespeople in Lockdown Could Cost You Share
David Gordon Posted On August 24, 2020

The Show Business Must Go On

Recently I visited a manufacturer rep client and spent time with their salespeople. As typically goes, the conversation “wanders” into what they are observing in the marketplace (the benefit of F2F meetings!). The salespeople I was talking to have been […]


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Associations  / Channel Strategies  / Growth Strategies  / Industry Consolidation  / Industry Outlook  / Lighting  / More Insights  / People in the News  / Reps  / Sales Channel
Southwest Agency Merger – Hossley and L&PS
David Gordon Posted On August 5, 2020

Hossley Lighting & Power Solutions

Hossley Lighting Associates, led by Al Near, and Lighting & Power Solutions, led by Don Henderson, agreed to merge last week, forming a powerhouse agency serving the Southwest / Gulf Coast area. The two agencies, with a number of lighting […]


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Contractors  / Growth Strategies  / Industry Consolidation  / Manufacturers  / More Insights  / Reps  / Supplier / Products
Madison Joins Southwire Family
David Gordon Posted On August 5, 2020

Madison Electric Joins Southwire

Southwire, known for their wire and cable offering, has been on the expansion trail the past few years broadening its offering into tools, material handling (Maxis Tools)  and a couple of years ago Garvin Industries, which was a head scratcher […]


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More Insights  / Productivity  / Profitability  / Reps  / Sales Channel
POS is About Getting Paid for Effort
David Gordon Posted On July 19, 2020

NEMRA POS Initiative

In an industry awash with data, the issue of POS (point of sale) information being shared to ensure independent manufacturer representatives are compensated for their efforts continues to be an issue. And with COVID significantly impacting industry revenues for many, […]


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Channel Strategies  / Manufacturers  / More Insights  / Reps  / Sales Channel
Selling is a Contact Sport
David Gordon Posted On June 11, 2020


Over the past month, according to our current survey, which closes today, sales for many distributors have stabilized or improved.  This which makes sense given construction is open in all states and states have opened their economies to varying degrees.  […]


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