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Using Price to Expand Your Business
David Gordon Posted On July 24, 2019


Competing on price is a “no no” for many distributors. Few want to say “the reason why people buy from me is price.”  But, do all of your customers want to buy from you for your service, people or your […]


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Home Depot to Offer Customized Pro Pricing
David Gordon Posted On July 22, 2019


Home Depot’s retiring CFO’s interview last night with Jim Cramer on CNBC shared a glimpse of why electrical distributors who serve small to mid-sized residential and commercial distributors should be concerned. And it’s all about pricing. The home improvement (perhaps […]


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Is your supplier finding leads and business, online, for you?
David Gordon Posted On July 19, 2019


ABB recently launched a new initiative, eFinder, that enables visitors to its website to purchase material online. But they are not disintermediating the channel. Instead they are providing distributors with the opportunity to generate incremental business online. And at the […]


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Channel Strategies  / Contractors  / Distributors  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Profitability  / Sales Channel
Reducing Tax Implications of Incentive Travel Programs
David Gordon Posted On June 26, 2019


This week WESCO is taking 800+ people on an Alaskan cruise as part of their WESCO VIP incentive program. It looks like an exciting adventure (check out this pre-program video and follow them on their program Instagram page or on […]


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Branding  / Channel Strategies  / Distributors  / Growth Strategies  / Manufacturers  / Marketing  / More Insights  / Reps  / Sales Channel
3M Changes. Striving for Control?
David Gordon Posted On June 23, 2019


3M’s recent decision to terminate most, if not all, of its remaining manufacturer reps may have represented the culmination of a decision to drive the business in a different direction where the company believes that its brand is strong enough […]


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Distributors  / eBusiness  / Growth Strategies  / Industrial Market  / More Insights  / Productivity  / Profitability  / Sales Channel
What is e-Procurement?
David Gordon Posted On May 22, 2019


The article we had last month introducing Greenwing Technology as a punchout / e-Procurement resource and a new ElectricalTrends advertiser generated much feedback. Part of the reason is it is perceived that “punchouts” is “old school” and perhaps reserved for […]


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More Insights  / Sales Channel  / Training
Questionable Meetings. Are you willing to ask uncomfortable questions?
David Gordon Posted On May 2, 2019


With the NAED meeting season coming to an end this weekend and distributors finally done with their planning sessions with manufacturers (more meetings), the issue of the quality of the meetings defined as “probing questions / value of the meeting […]


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Electrical Distributor Q1 2019 Performance. See Who Grew
David Gordon Posted On May 2, 2019


It’s earning season so time to answer the question of “how did publicly held companies who focus on the electrical market perform during Q1?” Which then leads to the other question of “is this representative of the industry or a […]


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Associations  / Logistics  / Manufacturers  / More Insights  / Productivity  / Reps  / Sales Channel
NEMRA POS Gains Support
David Gordon Posted On April 30, 2019


A few years ago, NEMRA identified that a major issue for its members was ensuring that they were compensated appropriately. While manufacturers endeavored to pay their reps, and typically did according to their contractual agreements, the reality is that the […]


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Advocacy  / Branding  / Distributors  / Manufacturers  / More Insights  / Sales Channel  / Supplier / Products
Distribution Behind Current, powered by GE’s, Story
David Gordon Posted On April 25, 2019


Current, powered by GE has been in the news lately as the company begins it’s next chapter of growth. Officially called “Current, powered by GE”, Current is now owned by private equity firm American Industrial Partners, which closed on its […]


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