Earlier this month, Hammond Power Solutions shared a press release that reinforced the need for distributors to heed the advice offered from pricing expert Scott Sinning to build strong pricing system methodology to allow for ongoing price changes. As Scott […]
Summertime is over. 3 1/2 months till the end of the year. The race is on to finish strong while beginning to plan for 2026! Tariff decisions were essentially made (maybe!) but, as an industry, everyone adjusts. The construction market, […]
It’s been said that “lighting agents are different.” While they may have desired to be different, there business challenges are the same as everyone else’s. Over the weekend I was finishing the 2025 Rep of the Future Report for NEMRA, […]
Mary Derrick (Schneider Electric), Danna Stone (Graybar), Brian DiBella (Legrand), Larry Stern (Standard Electric Supply), Tessa Myers (Rockwell), George Vorwick (United Electric Supply), Martina Schubert (Van Meter) … are all key business people in the industry. We’ll respected by senior […]
Earlier this week Gene shared thoughts on rep warehouses and how they can be used by a rep as part of their sales strategy. Yesterday I spoke with one who commented that two of his manufacturers are interested in inventorying […]
During recent conversations with some reps, the topic of rep warehouses came up. Some markets support rep warehouses; others seemingly despise them. Some reps have embraced for many reasons, some think it is a foreign concept whereas others say, “how […]
Distributors, one thing is certain this year, in a year of uncertainty. Your margins are under attack! The complexity of tariffs ensures that there will be lost margin as well as lost opportunity to improve margin. Yes, a bold statement, […]
Last month Current announced that they were developing a network of distribution warehouses throughout the country to bring inventory closer to distributors and end-users. It is a two-tier strategy … some warehouses devoted to material destined for distributors and other […]
Wesco is making a change at the top of its Electrical and Electronic Solutions (EES) division. Danny Castillo, formerly of Cree Lighting, Eaton / Cooper B-Line, Cooper Lighting and Cooper Industries is returning to the electrical industry, this time as […]
Recently we did a project for a manufacturer that was designed to solicit some Voice of the Customer input in preparation for a meeting. Since the meeting was an internal one, they wanted to understand what their staff was thinking. […]
David Gordon
Channel Marketing Group
919-488-8635
