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Jobs  / More Insights
Arizona Lighting Specification Salesperson
David Gordon Posted On May 16, 2018


Absolute Sales, a lighting rep agency in Phoenix is seeking a Lighting Specification salesperson. The role is to provide support, promote and sell lighting products and services to customers.  Responsible for achieving sales revenue goals by obtaining and up-selling orders, creating […]


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Growth Strategies  / Industrial Market  / Industry News  / More Insights  / Technology
Manufacturing and Technology Trends
David Gordon Posted On May 14, 2018


IndustryWeek’s Manufacturing and Technology Conference, held last week in Raleigh, highlighted the continued infusing of technology into manufacturing … onto the plant floor as well as through product design. And it’s a trend that electrical distributors can be uniquely positioned […]


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Channel Strategies  / Customer Segments  / Growth Strategies  / Industry News  / Lighting  / Lighting2  / Manufacturers  / Marketing  / More Insights  / Renewables
Lighting Roundup
David Gordon Posted On May 4, 2018


In honor of LightFair being next week, thought it good timing for a little “Reading Roundup” with a focus on lighting … tidbits we’ve heard and seen that relate to lighting: PoE, power over ethernet, was a topic at the […]


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Customer Segments  / Distributors  / Growth Strategies  / Industrial Market  / Industry News  / More Insights
Distributor Quarterly Performance – WESCO, Rexel, Anixter, Grainger, AD
David Gordon Posted On May 1, 2018

Market Update

It’s quarterly review time again and an opportunity to review publicly traded distributors’ 2018 Q1 performance – Rexel, WESCO, Anixter, AD, Grainger and Fastenal – to see if we can identify trends. WESCO From the earnings slides and  earnings call 11% organic […]


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Channel Strategies  / Distributors  / eBusiness  / eMarketing  / Growth Strategies  / Industry News  / More Insights  / Technology
Digital Distributor Starts with eCommerce Product Content
David Gordon Posted On April 29, 2018


The term “digital distributor” is starting to be used more repeatedly. Granted it can be a consultant’s way to drum up business but it’s becoming a term used to express the further reaching impact of doing business digitally and recognition […]


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More Insights  / People in the News
Topaz Promotes Carrie Schwabacher to VP Sales
David Gordon Posted On April 29, 2018


Topaz Lighting has promoted Carrie Schwabacher to Vice President of Sales. Most recently Schwabacher served as Topaz’s National Sales Manager providing leadership, direction and strategic planning for the regional sales and sales support teams as well as manufacturer’s rep agencies […]


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Manufacturers  / More Insights  / Reps
NEMRA POS Initiative Gains Traction: 5 distributors (3 chains) + 39 Manufacturers
David Gordon Posted On April 24, 2018


POS, defined as point of sale, is a decades old issue for the electrical industry.  There are many reasons why customer-specific sales information isn’t shared between distributors and their manufacturers. While the information is withheld in many cases, a consequence […]


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Channel Strategies  / Growth Strategies  / Industry News  / Manufacturers  / More Insights  / Reps  / Research Reports
Price and Lighting … Changing Competition and Changes for Reps
David Gordon Posted On April 15, 2018


Over the past couple of years two major market forces have been roiling the industry.  These changes create opportunity for some, channel challenges for others.  The areas are price and LEDs.  For years the price elasticity for electrical construction material […]


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More Insights  / People in the News  / Reps
Glenn Expands to Trinidad, El Salvador
David Gordon Posted On April 15, 2018


Glenn International, a leading rep agency in the Caribbean and Central America, announced the hiring of three individuals to expand the resources of the agency, which represents electrical, lighting and datacom / telecom lines.  The agency works within the region […]


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Channel Strategies  / Customer Service  / Distributors  / Growth Strategies  / More Insights  / Profitability  / Research Reports  / Technology
How Distributors are Adapting to Changing Buyer Demands
David Gordon Posted On April 12, 2018


Customer expectations are changing how distributors are doing business.  They expect more. Some of your competition offers more. And you need to offer more to retain customers and have a hope of capturing new ones. And the changes are much […]


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