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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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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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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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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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Channel Strategies  / Customer Segments  / Energy Efficiency  / Industry News  / Manufacturers  / More Insights
Acuity Sales Up But Hints of a Challenging Market
David Gordon Posted On April 5, 2018

Earnings Update

Acuity’s recent quarter highlights a 6% (gross) sales increase but, in reading the analyst call transcript and reviewing the results, or what may be called “peeling back the onion”, there appear to be a number of questions. Analyst Call / […]


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Branding  / Channel Strategies  / Customer Segments  / Customer Service  / Distributors  / Logistics  / Manufacturers  / More Insights  / Productivity  / Profitability  / Reps
Rockwell Delivers on Customer Satisfaction
David Gordon Posted On March 28, 2018


Customer satisfaction is a key element of a growth strategy as it helps support the retention of the business.  And while everyone says they deliver quality customer service, measuring service performs and continuously seeking ways to improve can separate companies.  […]


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Channel Strategies  / More Insights
Cree … Strategically Changing
David Gordon Posted On March 6, 2018


When Gregg Lowe joined Cree late last year a key element of his platform, and rightfully so, was conducting a strategic review to understand what he was now managing and to evaluate the path forward.  Since he’s learned the business […]


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State of eCommerce According to Electrical Contractors & Buyers
David Gordon Posted On February 21, 2018


According to a recent study conducted by Channel Marketing Group titled “State of eCommerce, Electrical Contractor & End-User Insights”, electrical buyers are accelerating their usage of online tools for product research, downloading of spec sheets, seeking pricing and checking inventory.  […]


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Mayer Goes Premier; Changing Switchgear Market
David Gordon Posted On January 17, 2018


Last week, Mayer Electric announced that it was converting all of its branches to Square D by Schneider Electric (Square D) for switchgear and control products.  This decision impacted their North Carolina, South Carolina, Tennessee, Houston and Pittsburgh locations as they […]


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Branding  / Channel Strategies  / Contractors  / eMarketing  / Growth Strategies  / Marketing  / More Insights
Manufacturers Creating Customer Engagement: IDEAL, Lutron, Southwire
David Gordon Posted On January 15, 2018


In the age of increased customer access to product (internet / online, more locations by distributors, distributors from other industry’s selling electrical product, etc) and a battle for mindshare within distributors and from buyers / potential buyers, some manufacturers are […]


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