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How Distributors are Adapting to Changing Buyer Demands
Avatar photoDavid 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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Survey Says … Give Websites Good Product Data
Avatar photoDavid Gordon Posted On April 9, 2018


Quality product data is the difference between an “adequate” website and one with “quality” data that is valued by customers. And “valued” is determined by increased traffic, increased sales, a better search experience and being easier to be found via […]


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Rockwell Delivers on Customer Satisfaction
Avatar photoDavid 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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Promotional Ideas – Lutron, Eaton Lighting, Acuity, NorthEast Electric, Wire and more
Avatar photoDavid Gordon Posted On March 23, 2018


Promotions are a significant element of a distributor’s marketing plan, especially if the audience is contractors.  A “do this, get that” mentality. Something to create increased awareness (or perhaps used to provide sales a crutch in talking to customers). In […]


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Value Engineering through LED Education
Avatar photoDavid Gordon Posted On March 19, 2018


The lighting market is more competitive than ever before. And with unit sales rates exceeding revenue growth rates, aside from declining materials costs, as they say “it’s the competition, stupid.”  Historically the term “value engineering” is derisively referred to as […]


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Distributors  / Growth Strategies  / Industry Consolidation  / Marketing Groups  / More Insights  / Profitability
The Future of Marketing Groups?
Avatar photoDavid Gordon Posted On March 15, 2018


Could True Value’s new ownership model be a opportunity for independent distributors and their marketing groups?  Many have asked about the future of marketing groups.  While IMARK is a cooperative and according to Bill Weisberg a couple of years ago, […]


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Distributors  / Growth Strategies  / Industry Consolidation  / More Insights
March Came in Like a Lion and Western PA Distributors Were Acquired
Avatar photoDavid Gordon Posted On March 11, 2018


  The proverb “March comes in like a lion, goes out like a lamb” was in full swing last week … weather-wise and for the electrical distribution industry. Last week saw the east coast’s second northeaster snow storm and while […]


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State of eCommerce According to Electrical Contractors & Buyers
Avatar photoDavid 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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Rexel US … Decent 2017 Performance, Hurt by GE; Committed to Platt Strategy
Avatar photoDavid Gordon Posted On February 15, 2018


Rexel reported its 2017 and Q4 performance earlier this week. Overall they achieved good top line growth as well as strong margins at 24.5% resulting in strong 4.7% EBITDA … worldwide.  We’ll focus more on how they did in North […]


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Distributor End of Year Performance
Avatar photoDavid Gordon Posted On February 12, 2018

Earnings Update

Over the past few weeks a number of national distributors have released their 2017 performance and earnings reports. AD, Grainger, Graybar, Anixter and WESCO and others have made news. We’ve also talked to a number of manufacturers who see the […]


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