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Houston Wire & Cable Earnings
David Gordon Posted On March 13, 2016


Last week Houston Wire & Cable held it’s Q4 / 2015 annual earnings call.  As many in the industry know, Houston Wire and Cable, while categorized as a manufacturer, is, in reality, more of a master distributor given that they […]


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Lighting Opportunities, Round-Up and Relevancy
David Gordon Posted On March 6, 2016


The lighting market continues to represent some of the greatest opportunities for distributors. At the recent NAED South-Central, every lighting manufacturer reported minimum 2015 sales increases of 20%. Goals for 2016 are the same, if not higher. The market is […]


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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 […]


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Moneyball for Growth
David Gordon Posted On February 16, 2016


If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that they aren’t.  Why? Because you don’t know. Unless you have […]


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Channel Strategies  / Distributors  / Growth Strategies  / Lighting  / Lighting2  / More Insights  / Profitability  / Sales Channel  / Supplier / Products  / Technology
Selling Lighting or Selling Data?
David Gordon Posted On February 16, 2016


Recently we touched on how the emergence of connected lighting is opening new opportunities for manufacturers and could for distributors.  The reason for “could” is that the opportunity potentially can be much more than selling fixtures.  It could explode into […]


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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 […]


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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 […]


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16 Distribution Industry Trends for 2016
David Gordon Posted On January 27, 2016


Over the past month, Allen and I have discussed our observations regarding the industry and shared trends we see that we think will impact business for distributors and manufacturers in 2016. We’ve agreed upon 16 sales, marketing, profitability and operations opportunities that we’d […]


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Branding  / Channel Strategies  / Distributors  / Lighting  / Lighting2  / Manufacturers  / More Insights  / Sales Channel  / Supplier / Products
The Lighting Market Change
David Gordon Posted On January 19, 2016


Over the past 30 days there have been a number of lighting announcements that, individually are company-specific but, when aggregated and considered from a category viewpoint, represent a significant lighting change in the industry … and may require distributors to […]


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Distributors  / Manufacturers  / More Insights  / Sales Channel
What is a partner?
David Gordon Posted On December 13, 2015


As you may recall, one of the observations from the NAED Eastern was discussions about “partners” and “partnerships”. During the meeting the term ‘partner’ was used frequently by manufacturers, a little less by distributors.  Glenn Goedecke’s general session referenced partnerships […]


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