Sales Channel Archives

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The Crowded and Changing World of Lighting

David Gordon Posted On September 1, 2014

Welcome back from your Labor Day weekend. And with the unofficial end of summer brings the meeting and planning season. The time when everyone starts asking what’s your forecast for 2015, and management asks itself, “what are we going to […]

Branding / Customer Service / eBusiness / More Insights / Pricing / Productivity / Profitability / Sales Channel / Technology / Training

Fax Machine Erodes Margins … Increases Need for Training

David Gordon Posted On July 31, 2014

Usage of the fax machine began to peak in the late 1980s and continued into the early 2000s, with email becoming prevalent in 1993. Now, why mention this? Consider about 35+ years ago. Fax machines were not too prevalent. Contractors, […]

Growth Strategies / Logistics / Manufacturers / More Insights / Productivity / Sales Channel

State of Point of Sales Reporting and the Importance to Manufacturer Reps

David Gordon Posted On June 1, 2014

NEMRA has retained Channel Marketing Group to better understand the state of POS (point of sale) reporting in the electrical distribution industry for the purpose of accurately compensating independent electrical manufacturer sales representatives for activity in their territory. Over the […]

eBusiness / eMarketing / Industry News / Marketing / Sales Channel / Technology

Is “e” (needs for eCommerce, data, mobility, CRM, etc) increasing for you and complicating your business?

David Gordon Posted On February 21, 2014

The past few weeks have been a little unusual for me as it seems to be “e-time.” A number of conversations, and some engagements, have revolved around e-initiatives. They include: website redesign with e-commerce initiative that has resulted in a […]

Advocacy / Associations / Distributors / eBusiness / Industry News / Marketing / Reps / Sales Channel

NEMRA Delivers in Atlanta

David Gordon Posted On February 14, 2014

Last week NEMRA held its annual meeting in Atlanta. Since we weren’t there and periodically we ask industry leaders to share their thoughts on ElectricalTrends, we asked Ken Hooper, President of NEMRA, to share an update. And while I share […]

Industry Consolidation / Industry News / Lighting / Lighting2 / Logistics / Marketing / Marketing Groups / Research Reports / Sales Channel / Supplier / Products

14 thoughts for 2014

David Gordon Posted On January 10, 2014

Okay, so you’ve seen lots of “predictions” or “trends” by every publication for 2014. So, not to be left out, we thought our first post of the year should share some thoughts / ideas that are industry specific for 2014. […]

Customer Service / eBusiness / Marketing / Research Reports / Sales Channel

The Emperor has no clothes

David Gordon Posted On September 23, 2013

The decision to buy big ticket items like software similar to SalesForce.com or ERP software from Epicor or Infor SXe or SAP , can be a mind numbing experience for many. And usually it is because there are too many chefs involved in the implementation process or […]

Contractors / Distributors / Growth Strategies / Marketing / Sales Channel

Walters Gives Product Away in San Diego

David Gordon Posted On September 19, 2013

Walters Wholesale, a sister company of CED and USESI, is running a “unique” promotion at its two San Diego branches. We say “unique” as we know of a couple of companies that ran similar promotions years (and years) ago but, […]

Growth Strategies / People in the News / Research Reports / Sales Channel

Are You Culturally Positioned to Grow? Attributes of Culturally Growth Oriented Companies (and those that aren’t)

David Gordon Posted On August 6, 2013

The other day I was reading Frank Hurtte’s blog posting entitled “The Death of a Distributor – The Wrong Kind of Culture” which coincidentally was similar to a discussion that Allen and I had last week. Recently we’ve spoken with […]

Growth Strategies / Industry News / Sales Channel

Are you hoping for a better 2nd half?

David Gordon Posted On July 1, 2013

Welcome to the second half of the year, the time when, according to many we’ve spoken with, that business will improve.The first half of the year, based upon a number of conversations we’ve had over the past 45 days range […]