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11 things we think for 2012
Avatar photoDavid Gordon Posted On January 9, 2012


In the spirit of welcoming in the New Year, first we wanted to wish you a Happy New year and best wishes for a happy, healthy and prosperous one. Secondly, we recently talked about the coming year and thought we’d take […]


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Channel Strategies  / Distributors  / Growth Strategies  / Industry Consolidation  / Marketing Groups
The French Buy and Sell
Avatar photoDavid Gordon Posted On December 12, 2011


Last week was a busy week for the French.  While the European economy may be having challenges, their is one French-owned company continuing to make acquisitions while another continues its transformation. Sonepar announced that it’s Irby group is acquiring Treadway […]


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Associations  / Channel Strategies  / Customer Segments  / Distributors  / eMarketing  / Energy Efficiency  / Growth Strategies  / Industry News  / Marketing Groups
Marco Makes Good. NAED Eastern Observations
Avatar photoDavid Gordon Posted On November 15, 2011


The Marriott Marco Island played the backdrop for the latest NAED Eastern Regional meeting.  And while there were some who planned on staying through the weekend, turning it into a vacation, and some who had “socialized business meetings” on a […]


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Channel Strategies  / Distributors  / Industry Consolidation
Rockwell Distributors Thank Sonepar
Avatar photoDavid Gordon Posted On October 27, 2011


For a number of years Rockwell’s electrical distributors have heard how Rockwell wanted to reduce the numbers of distributors they interacted with and reportedly this was to occur through natural acquisitions.  It has been hinted during this time that Rockwell […]


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Advocacy  / Channel Strategies  / Growth Strategies
Loyalty & Commitment … What are They?
Avatar photoDavid Gordon Posted On June 8, 2011


I recently posted this on TED Magazine’s LinkedIn site and, it seems, it’s gotten buried, so I thought we’d re-start the discussion here. We’re working on a project with a manufacturer and during our discussions the topic of “loyalty” and […]


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Channel Strategies  / Energy Efficiency
LightFair 2011 and a Changing Lighting Market
Avatar photoDavid Gordon Posted On May 31, 2011


The 2011 LightFair Show, held May 17-19 in Philadelphia, according to all we’ve spoken to was a resounding success.  While there was some initial trepidation about moving to Philly for a year and the potential for a decline in attendance, […]


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Channel Strategies  / Marketing Groups
Value of Marketing Groups to Manufacturers
Avatar photoDavid Gordon Posted On May 17, 2011


Over the past few months, and most recently at the NAED Leadership Summit, we’ve heard from a number of manufacturers lamenting about participation in marketing groups. While some work the groups well and focus on the group’s members with targeted […]


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Channel Strategies  / Industry Consolidation  / Industry News
Sonepar Continues to Grow
Avatar photoDavid Gordon Posted On February 10, 2011


Sonepar, one of the largest global electrical distributors, recently released some information about its 2010 results, and they are very encouraging.  Enough so that the company, globally, intends to grow organically as well as through acquisition (as it recently did with its […]


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Channel Strategies  / Energy Efficiency  / Growth Strategies  / Marketing
Schneider Electric … Creating Demand … For Whom?
Avatar photoDavid Gordon Posted On October 29, 2010


Lately we’ve been having conversations with a number of manufacturers, and some distributors, about reconnecting with customers and better understanding their markets. Why? In an effort to either affect demand creation; to promote their brand; and to support new product development. One […]


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Channel Strategies  / Growth Strategies  / Industry Consolidation
Distributor / Manufacturer Relationships … Part of Your Profitability Formula?
Avatar photoDavid Gordon Posted On August 30, 2010


From time to time, we get a chance to communicate with some of the industry executives of the near past. Recently we had the pleasure of speaking with Herb Slater, formerly the President of Slater Electric and Duplex Electric Supply. For those of […]


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