Sales Channel Archives

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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 […]

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 […]

Growth Strategies / More Insights / Reps / Sales Channel / Training

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 […]

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 […]

Branding / Channel Strategies / Customer Segments / Customer Service / eBusiness / eMarketing / Growth Strategies / Industrial Market / Industry Consolidation / Industry News / Lighting / Lighting2 / Marketing / More Insights / Pricing / Productivity / Profitability / Purchasing / Sales Channel / Technology

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 […]

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 […]

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 […]

Channel Strategies / eBusiness / eMarketing / Growth Strategies / Marketing Groups / More Insights / Sales Channel / Technology

2016 eCommerce Goals, Electrical Initiatives

David Gordon Posted On December 13, 2015

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 […]

Channel Strategies / eBusiness / Growth Strategies / Logistics / More Insights / Productivity / Sales Channel / Technology

Learning from Amazon and Generating Ideas

David Gordon Posted On December 6, 2015

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), […]

Branding / Channel Strategies / Distributors / eBusiness / eMarketing / Growth Strategies / Marketing / More Insights / Sales Channel

Marketing ideas to drive recency, frequency and leads in 2016

David Gordon Posted On November 19, 2015

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 […]