Sales Channel Archives

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Converting Emails Into Sales Through Thoughtful Communications

David Gordon Posted On August 24, 2015

Okay, electrical distributors and manufacturers are not known, surprisingly, as the best marketers on the planet. But we’re also not the worst. A number are migrating their marketing efforts from focusing on premiums, promotions and events to a broader array […]

Customer Segments / Distributors / Industrial Market / Industry Consolidation / Industry News / Lighting / Lighting2 / More Insights / Sales Channel

Challenging Times: Rexel and WESCO 1st Half Performance

David Gordon Posted On July 30, 2015

Throughout July we’ve talked to a number of distributors and manufacturers regarding their first half. A couple of weeks ago we decided to launch a survey on ElectricalTrends to ask our readers how their first half went. We’ve received 75-80 responses […]

Channel Strategies / Distributors / Growth Strategies / Industry Consolidation / Manufacturers / More Insights / Sales Channel

Billion Dollar Buys: HD Power Solutions to Anixter, Interline to Home Depot

David Gordon Posted On July 28, 2015

The last couple of weeks have seen a couple of billion dollar buys that will have some affect on electrical distributors and manufacturers for significantly different reasons and coincidentally both deals originated with Home Depot. While independent entities, many will […]

Channel Strategies / Customer Segments / Growth Strategies / Industry News / Marketing / More Insights / Pricing / Profitability / Purchasing / Sales Channel

Is it time to hit the reset button?

David Gordon Posted On June 17, 2015

We’re at that time of year. The doldrums days of summer. The time when it gets hot and many people naturally become a little more “laisse faire.” When we use the excuse of mid year, summertime, the July 4th holiday, […]

Associations / Branding / Channel Strategies / Distributors / eBusiness / eMarketing / Growth Strategies / Marketing Groups / More Insights / Pricing / Productivity / Profitability / Sales Channel / Supplier / Products / Technology

Boosting performance at your Webstore

David Gordon Posted On June 10, 2015

“Webstore Performance” One of the most sought after answers is how do you get performance at your Webstore front? Most distributors don’t have good enough data in their erp systems to run a Webstore. So the question becomes how do […]

Branding / Customer Segments / Distributors / Industrial Market / Manufacturers / More Insights / Research Reports / Sales Channel

Reading Round-Up: Hubbell, Graybar, Grainger, Rexel, Data Centers, Vertical Marketing

David Gordon Posted On April 19, 2015

It’s been a little while since we’ve shared some new content, which we’re working on. We’ve both been traveling a bit and have been off-site at clients, but we’ll get back to sharing this week. To start the week off, […]

Customer Segments / Industry Consolidation / Lighting / Lighting2 / More Insights / Sales Channel / Supplier / Products

Strategies in Light Observations; Distributor LED Opportunities

David Gordon Posted On March 22, 2015

Periodically we like to invite guest bloggers to share ideas, opinions, insights or to report from conferences that we’ve been unable to attend. Recently, Ted Konnerth, President of Egret Consulting Group, a leading recruiter in the electrical and lighting industry […]

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 […]

Associations / Channel Strategies / Customer Segments / Distributors / eBusiness / Growth Strategies / Industrial Market / Industry Consolidation / Industry News / Lighting / Lighting2 / Manufacturers / Marketing / More Insights / Productivity / Reps / Research Reports / Sales Channel / Supplier / Products / Technology

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 / Customer Segments / Customer Service / Distributors / eBusiness / eMarketing / Growth Strategies / Industrial Market / Industry Consolidation / Industry News / Marketing / More Insights / Pricing / Productivity / Profitability / Sales Channel / Supplier / Products / Technology

Demand Creator or Demand Fulfillment agent?

David Gordon Posted On February 13, 2015

Virtually all want to grow their company’s profitability. Whether it is a manufacturer, manufactures rep or distributor or the distributor’s customer. In fact I haven’t found anyone that wants the status.But, in today’s market here are two different worlds for […]