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 […]
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 […]
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 […]
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 […]
Interesting article here from Internet Retailer regarding eCommerce goals for 2016 and written by Forrester Research. With the emergence of many electrical ecommerce initiatives for distributors, much bears watching. The following could be of interest for those invested, investing or considering investing […]
Over the past couple of years there has been a number of initiatives, as well as much time and money invested, into ecommerce. While essentially everyone feels that this is an essential service to offer for longer-term growth (or survival), […]
It’s that time of year when distributors are either beginning, in the midst of or completing their their 2016 marketing plans. Sometimes promotional initiatives are inserted as “generic” with details left for later, sometimes the team has a brainstorm and scopes […]
Recently Acuity announced it’s Q4 results (they are on a fiscal year) and, as expected, the LED conversion continued to power performance. Highlights from their earnings report included: Net sales increased almost 14% for quarter and year. Net sales volume […]
Earlier this month I attended the AD Electrical Supply Division (ESD) National Annual Meeting (NAM) held at the Gaylord Texan in Dallas. The theme was Together, We Win, a continuation of their recent branding strategy. The meeting attracted about 1,000 […]
Your salespeople are great, right? After all, they are YOUR salespeople. When the economy is going great (you remember when!!), everyone hit their sales goals or achieved ever higher levels. When it muddles along and goals are not achieved, excuses […]
David Gordon
Channel Marketing Group
919-488-8635
