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Mayer Goes Premier; Changing Switchgear Market
David Gordon Posted On January 17, 2018


Last week, Mayer Electric announced that it was converting all of its branches to Square D by Schneider Electric (Square D) for switchgear and control products.  This decision impacted their North Carolina, South Carolina, Tennessee, Houston and Pittsburgh locations as they […]


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Electrical Logistics new Eclipse Tools rep in Florida
David Gordon Posted On January 12, 2018


Eclipse Tools is pleased to announce Electrical Logistics is its new representative for the state of Florida. Roger Scott, President & Owner of Eclipse Tools, said “Eclipse Tools has been seeking a good solid rep firm to represent our line […]


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Customer Segments  / Growth Strategies  / Industry Consolidation  / Industry News  / Lighting  / Lighting2  / Marketing  / More Insights  / Sales Channel  / Supplier / Products
Lighting Changes at Key Manufacturers … And 2018 Outlook
David Gordon Posted On December 17, 2017


As the year comes to an end this month has brought changes to a number of key manufacturers which may stem from a common factor.  Additionally, 2018 product and lighting sales performance outlooks are being shared that we thought may […]


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Interviewing Strategy to Deliver The Right Candidate
David Gordon Posted On December 12, 2017


In our meetings with distributors and manufacturers, all comment on their need for qualified talent to support growth, to replace open positions or, in some cases, a need to upgrade their current talent.  The challenge is “how to find the […]


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Channel Strategies  / Customer Segments  / Distributors  / Growth Strategies  / Lighting  / Lighting2  / Marketing  / More Insights  / Reps  / Sales Channel
Acuity Controls the Tiers
David Gordon Posted On November 8, 2017


Many distributors know that Acuity has touted its four tier approach to the market.  The first two tiers have essentially been the traditional offering of electrical distributors but there has been some mystique to tiers three and four  via its […]


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Reps … Mega vs Medium / Smaller?
David Gordon Posted On October 11, 2017


For the September issue of Electrical Wholesaling magazine I wrote an article for their Speaking Out section titled Mega Agencies vs Smaller Reps.  In an industry where it has commonly been stated that 80% of manufacturers who represent 60% of […]


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O+P=R and a Lower Cost of Sales … The Agent Management Formula
David Gordon Posted On September 20, 2017

Sales Management Formula

In the electrical industry, capturing business is a fight for market share. And to win that fight you need the most effective sales organization.  One that can get into “the right person at the customer” (be they and end-user, contractor […]


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Home Depot Q2 – Pro Insights
David Gordon Posted On August 16, 2017


Home Depot shared its Q2 results yesterday and, while the company continues to perform well as indicated with over $28B in sales, its Pro business, defined as contractors and its Interline business, outperformed the core business. NAED’s TED Magazine, through […]


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Channel Strategies  / eBusiness  / Growth Strategies  / Industry News  / More Insights  / Sales Channel
Distributors Need to Evolve from Being Product Companies
David Gordon Posted On August 13, 2017


Distributors traditionally fought for market share via relationship, service and price. The company with the best people, best service and competitive pricing that could provide their customers with access to credit typically won more business in a market. Since a […]


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Channel Strategies  / eBusiness  / eMarketing  / Growth Strategies  / More Insights  / Pricing  / Profitability  / Sales Channel
Channel Marketing and Funding … but for eCommerce Initiatives?
David Gordon Posted On July 19, 2017


The essence of “channel marketing” infers that members within a channel (manufacturer, rep and distributor) are working together to market products, services and applications to generate demand from customers. The term doesn’t infer whom funds the initiative but frequently there […]


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