Page 147 – Electrical Trends

Branding / Customer Segments / Distributors / Growth Strategies / Lighting / Lighting2 / Marketing / More Insights / Renewables

Utilities Investing in LEDs

David Gordon Posted On February 11, 2016

The growth in the LED market has been remarkable, coming from zero to probably at least 50% of new construction in a short time period is phenomenal for a “new” product. And the retrofit market continues to move to LEDs. […]

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 […]

Jobs / More Insights

Engineered Products Company Seeking EVP

David Gordon Posted On January 25, 2016

This newly created executive role has been developed as a part of our organization’s succession planning process. This position will be a Key Driver in the future accomplishments and direction of our organization; and will be responsible for overseeing and […]

Branding / Customer Service / More Insights

Service as a Differentiator

David Gordon Posted On January 25, 2016

Many talk as service as a differentiator, however, when you begin to ask questions … or essentially peel back the layers … you find that their services, for the most part, are carbon copies of their competitors. While everyone may […]

Channel Strategies / Lighting / Lighting2 / Manufacturers / More Insights

Earnings Season … Acuity and Cree

David Gordon Posted On January 20, 2016

It’s the beginning of earnings season again and we’ve reviewed Acuity’s and Cree’s. It appears to be a tale of two companies. Both are having success in the LED space with Acuity’s net sales up 14% and Cree’s up 11%. The […]

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 […]

More Insights / Pricing / Profitability

Get an OSSPA Report to Collect Your Other Profit!

David Gordon Posted On January 18, 2016

DSO Reports Virtually all managers and owners are aware of when orders are booked/placed and when extended credit has exceeded the company’s normal credit terms. These reports are affectionately known as a Daily Sales Outstanding report and can be for a Branch, Region […]

More Insights / Research Reports

Industrial Gloves Market Expected to Reach $9.7B

David Gordon Posted On December 28, 2015

Why industrial gloves for electrical distributors? Diversification. We’re seeing distributors diversify into other segments (i.e. industrial supplies) as well as taking existing products that they offer (i.e. gloves) and developing, or re-positioning, a product category for safety. It’s an effort […]