Page 97 – Electrical Trends

Contractors / Customer Segments / Distributors / Industrial Market / Industry Consolidation / Industry Outlook / More Insights

WESCO Reports on 2019

David Gordon Posted On February 7, 2020

February is the time for Q4 earnings and outlooks, so, with that let’s look first at WESCO. WESCO From their earnings call: Regarding Anixter, which WESCO cannot share much about, the highlighted a key reason for the acquisition when it […]

More Insights / People in the News

Runyon Joins Halco

David Gordon Posted On February 6, 2020

Halco Lighting Technologies (HALCO), offering a strong portfolio of lighting solutions including energy efficient lamps, ballasts and lighting fixtures, is pleased to announce that Don Runyon has become the Vice President Sales & Marketing, effective January 2020. As the new […]

Advocacy / Associations / Awards / Industry Outlook / More Insights / Reps / Sales Channel

NEMRA Powers Forward

David Gordon Posted On February 4, 2020

Last week’s NEMRA conference, where independent manufacturer representatives celebrated their 50th anniversary, brought together over 2000 manufacturer representatives and manufacturers to conduct the industry’s largest set of meetings. The theme of this year’s conference was “Powering a Smarter World, 50 […]

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 […]