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NEMRA Delivers … 1900+ Attendees

David Gordon Posted On February 18, 2016

A couple of weeks ago I attended the NEMRA meeting as Channel Marketing Group has been working with NEMRA on its POS / POT initiative (point of sale / point of transfer). I was there to launch a draft of […]

Growth Strategies / More Insights / Reps / Sales Channel / Training

B All You Can B For Sales Effectiveness

David Gordon Posted On February 11, 2016

Earlier this week I was speaking with distributor and we were discussing sales effectiveness. Throughout his career he has been in sales roles, inclusive of sales management. One of the areas we discussed is the attributes of successful salespeople. He told […]

Distributors / Growth Strategies / Manufacturers / Marketing / More Insights / Reps / Sales Channel

Sales Persistence Pays

David Gordon Posted On February 1, 2016

Recently I saw a posting on LinkedIn that shared these sales statistics. Having been in sales, managed sales teams and consulted with clients regarding their sales organizations, it struck a cord. Common perceptions of most distributor sales organizations include: Not too […]

Channel Strategies / Contractors / Distributors / Industry Consolidation / Industry News / Lighting / Lighting2 / Manufacturers / More Insights / Reps

Can you spell … Disintermediated?

David Gordon Posted On May 28, 2015

That was the subject line of an email received this morning from a distributor. The body of email had a link: http://creesolutions.com/Solutions/NoHassles. Which started a thought process of: Is this really disintermediation when there are a number of lighting manufacturers who […]

Growth Strategies / Lighting / Lighting2 / Manufacturers / More Insights / Reps / Supplier / Products

A different type of lighting agency? And LightFair input

David Gordon Posted On May 14, 2015

LightFair is over. The awards have been given and many are talking about the plethora of lighting suppliers and throngs of people at The Show. While we didn’t attend, those distributors whom we spoke to that did attend said it […]

Customer Service / Growth Strategies / More Insights / People in the News / Reps / Sales Channel / Supplier / Products

Delivering Wow Delivers Sales for Small Manufacturers

David Gordon Posted On March 1, 2015

Today we’ve got a guest blogger talking about how small / niche manufacturers can succeed. It can be a hard road, but one that with some perseverance can be very important to a distributor (in serving their customer) and obviously […]

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NAED 2015 South Central Observations

David Gordon Posted On February 26, 2015

It was always said that the South Central regional should be in a warm weather location. Unfortunately, while warmer than Chicago, it was colder than what Floridians are used to. This must have been the coldest South-Central I’ve attended … […]

Channel Strategies / Growth Strategies / More Insights / Reps / Sales Channel / Training

Where’s Tomorrows Salespeople?

David Gordon Posted On February 11, 2015

A February 3 article in the Wall Street Journal titled “Bright Future in Sales Millennials are Hesitant” shared results from a Harvard Business School U.S. Competitiveness Project that stated that technical sales and sales management jobs are among the hardest […]

Associations / Channel Strategies / eMarketing / Growth Strategies / Manufacturers / Marketing / More Insights / Reps / Research Reports / Technology

NEMRA 2015 Delivers

David Gordon Posted On February 1, 2015

Last week I attended the NEMRA 2015 Conference in San Diego along with almost 1800 manufacturer reps and manufacturers. It is the largest single event in the electrical industry. A short five years ago it had about 1000 attendees, which […]

Branding / Channel Strategies / Customer Service / Distributors / eBusiness / eMarketing / Growth Strategies / Industry Consolidation / Industry News / Manufacturers / Marketing / More Insights / Reps / Sales Channel / Supplier / Products / Technology

10 Issues that May Be Keeping You Up at Night

David Gordon Posted On December 18, 2014

This posting is adapted from a recent article in Channel Marketing Group‘s newsletter. The thoughts in italics are added commentary. “As we close out the year we thought we’d share observations from conversations we’ve had with manufacturers and distributors recently. […]