Page 109 – Electrical Trends

Customer Segments / Growth Strategies / Industrial Market / Industry Outlook / Marketing / More Insights / Sales Channel

Selling Services Requires a Plan & Marketing

David Gordon Posted On January 30, 2020

Much is talked about how distributors needing to sell services to differentiate themselves. They need to create / provide solutions and will need to generate revenue from these services. While some of the discussed services are unbundling, what is currently […]

Associations / Channel Strategies / Customer Segments / Distributors / eCommerce / Growth Strategies / Industry Consolidation / Industry Outlook / Manufacturers / Marketing Groups / More Insights / Reps

2020 NAED Western Observations

David Gordon Posted On January 26, 2020

Last week’s NAED Western, held in Phoenix and attended by approximately 700 people, was a productive event according to many who attended the industry’s first conference of the year. For many, one of the takeaways was the amount of walking […]

Associations / Distributors / More Insights / People in the News

Clarence Martin passes away

David Gordon Posted On January 17, 2020

Last week the industry lost someone universally considered “a good man.” Clarence Martin, CFO and CEO of State Electric passed away. He would have been 81 next month. I had the privilege of knowing Clarence for the past 18 years, […]

Channel Strategies / Customer Segments / Distributors / Industry Consolidation / Industry Outlook / Lighting / Manufacturers / More Insights / People in the News

Acuity Report Disappoints; Leadership Changes

David Gordon Posted On January 14, 2020

Acuity reported its 2020 Q1 / 2019 Q4 performance last week and reported a XX% sales decline of which their independent channel (C&I distributors) was down XX%. The question then becomes, “As the industry’s largest US focused lighting manufacturer, is […]

Advocacy / Associations / More Insights / Productivity / Profitability / Reps / Sales Channel / Technology

POS Integral to Rep Commission Model

David Gordon Posted On January 10, 2020

Throughout the fall Channel Marketing Group surveyed NEMRA reps and also interviewed dozens of them on behalf of NEMRA for the upcoming Rep of the Future report, which will be unveiled at the upcoming NEMRA meeting. While the objective of […]

Growth Strategies / Industry Consolidation / Industry Outlook / Lighting / More Insights / Profitability / Reps / Sales Channel

Happy New Year!

David Gordon Posted On January 5, 2020

Happy New Year! As we start the beginning of the first week of the year, and with everyone back, we wanted to take a moment to share our thanks and solicit your input. Thank you First, thank you for your […]

Channel Strategies / Distributors / Growth Strategies / Industry Outlook / Lighting / Manufacturers / More Insights / Supplier / Products

Q4 Closes Wild Lighting Year

David Gordon Posted On January 2, 2020

The quarter is over and the year is done. And what a year it was in the lighting industry. It started with the threat of tariffs. Then IDEAL Industries purchased Cree Lighting, shocking the industry. Tariffs came in May and […]

More Insights / People in the News

Milbank upgrades regional roles to Directors of Sales

David Gordon Posted On January 2, 2020

Milbank Manufacturing, a leading manufacturer of electrical products, is restructuring their sales organization to support the company’s long-term growth strategy. The following strategic moves and promotions are to be effective January 2, 2020: Milbank will operate with three regions in […]

Distributors / Industry Consolidation / Manufacturers / More Insights

Electrical Dealtime at Christmastime

David Gordon Posted On December 26, 2019

The holidays are over and its time for every retailer to put their remaining inventory on sale. In the electrical industry it must be dealtime as “deals” were recently closed / are in discussions as a few acquisitions, or acquisition […]

Channel Strategies / Distributors / Growth Strategies / More Insights / Pricing / Productivity / Profitability

SPAs – Is the Cat Chasing its Tail?

David Gordon Posted On December 18, 2019

In a market where most experience margin stagnation or margin erosion, strategies that can help improve profitability, potentially capture sales and as enhance / ensure quality processes, should be embraced. One of these strategies, which we’ve highlighted this fall, is […]