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Looking Forward for 2021

David Gordon Posted On January 6, 2021

January 1 marked the turning of the calendar and with it we think “a new year.” 2020 was an “interesting” year. Few, if any, recall the first 75 days of 2020 and the promise, or concerns, that ushered in the […]

Associations / More Insights / Reps / Sales Channel

NEMRA Goes Big with 2021 Annual Meeting; Fights for PPP Deductions

David Gordon Posted On December 14, 2020

With the dramatic surge in COVID, last month NEMRA pivoted from its planned, 2021 face-to-face annual meeting planned for Orlando (that already had over 500 registrants), to a virtual conference. And unlike conferences in every industry that seem to reduce […]

Contractors / eMarketing / Manufacturers / Marketing / Sales Channel / Technology

Data Analytics – from Search to Project and Sales

David Gordon Posted On December 3, 2020

Data analytics. It’s a frequently used term that requires much more than sales information. You’ve heard that the world is awash in data and that every business needs to collect data, manage data, analyze data, be involved in data analytics […]

Industry Consolidation / More Insights / People in the News / Reps / Sales Channel

Southwire Adds to Board, Two Tied to Electrical Industry

David Gordon Posted On December 3, 2020

Southwire, ostensibly the US’s electrical distribution wire and cable leader, announced that it added four people to its board of directors. The four individuals are: Karen Carter, Chief Human Resources Officer and Chief Inclusion Officer for Dow Richard Holder, formerly […]

People in the News / Reps / Sales Channel

Orbit Industries Expands Rep Network

David Gordon Posted On November 29, 2020

Orbit Industries, known for their fittings, boxes, lighting offering and pre-fab solutions has expanded its rep network with Electra Sales of Arkansas and L.P. Chick in Kentucky. The company, based in California but expanding rapidly in the East with its […]

Manufacturers / More Insights / Sales Channel

Will Fear of Wall Street Impact Manufacturer Sales Organizations?

David Gordon Posted On November 9, 2020

COVID changed every manufacturer’s sales budgets in April. Aside from top line revenue and maybe salaries (due to employment reduction), the one expense line that may have changed the most is travel and entertainment. The spender of these … sales […]

Manufacturers / More Insights / People in the News / Reps / Sales Channel

New Century Sales Expands, Takes nVent to Kentucky

David Gordon Posted On October 8, 2020

New Century Sales, a leading Indiana manufacturer representative with key lines such as Southwire, Rab, the nVent Erico package, Littelfuse, Light Efficient Design, Appleton and more is expanding into Kentucky. It’s first line in this new market, is, according to […]

Distributors / Growth Strategies / Industrial Market / Industry Outlook / More Insights / Sales Channel / Training

Changing Role of Sales

David Gordon Posted On October 1, 2020

It’s been almost seven months (March) since COVID exploded into the electrical industry. It’s been a roller coaster road for many with everyone expecting the business to fall off the side of the earth in April. And the role of […]

Channel Strategies / Growth Strategies / Industry Consolidation / More Insights / Reps / Sales Channel

Rep Opportunities Abound

David Gordon Posted On October 1, 2020

2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, was surprising. Some are being forced to make changes due […]

Associations / More Insights / Reps / Sales Channel / Training

NEMRA Helps Reps Train for the Future

David Gordon Posted On August 31, 2020

Earlier this year NEMRA launched its Rep of the Future report which highlighted industry changes that are / expected to occur over the next five years and the traits that reps will need going forward. And recent conversations with reps […]