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Thinking About Acuity
David Gordon Posted On April 17, 2017

Earnings Update

The continued focus on energy efficiency powered by LEDs has fueled growth in the lighting market. For many distributors lighting now represents 30-40% of sales. And the lighting controls market has grown. For the past few years we’ve reviewed Acuity’s […]


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Distributors  / Energy Efficiency  / Growth Strategies  / More Insights
Rexel on the Move?
David Gordon Posted On April 3, 2017


For a number of years Rexel USA has had “challenges” and many distributors considered Rexel as perhaps their greatest growth opportunity.  The company contracted, quality people left / were recruited away, suppliers commented on the company’s ability to execute and […]


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Channel Strategies  / Distributors  / Energy Efficiency  / Growth Strategies  / More Insights  / Technology
A New Dawn of Lighting Technology
David Gordon Posted On February 15, 2017


Last month we introduced a three part series from Wendell Strong entitled “Insights into the World of PoE Lighting Technology.” His first part, titled “In the Beginning there was Light(ing).” This month he continues the series with where LED is […]


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Customer Segments  / Energy Efficiency  / Growth Strategies  / Industry News  / Manufacturers  / More Insights
Acuity Scores a 10
David Gordon Posted On January 9, 2017


Acuity achieved a 10% organic sales growth last quarter while the Juno acquisition generated another 9%.  Both become key metrics for distributors to benchmark themselves.  Additionally, 66% of Acuity’s fixture business is now LEDs, another benchmark metric for distributors. Acuity’s […]


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Customer Segments  / Energy Efficiency  / Growth Strategies  / Industry News  / More Insights
In the Beginning There Was Light(ing)
David Gordon Posted On January 4, 2017


Happy New Year.  And with a new year comes 2017 predictions.  This year, at least at this time, there appears to be some economic optimism in the air. Whether it’s sustainable given that the economic and regulatory reforms that are […]


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Channel Strategies  / Distributors  / Energy Efficiency  / Growth Strategies  / More Insights
Distribution’s Voice in Lighting Rebate Programs
David Gordon Posted On December 14, 2016


Every year utilities spend billions of dollars on energy efficiency / lighting rebate programs.  In fact, one report states $7.8 billion! And estimates are that only $1-3 billion of this are for mid-stream (channel) rebates.  And as Chris Cloutier, our […]


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Energy Efficiency  / Industry News  / More Insights  / Pricing  / Profitability  / Renewables
The future of utility rebates could be “fungible”
David Gordon Posted On November 28, 2016


Many electrical and lighting distributors have devoted resources to marketing, selling and managing utility rebates to support their customers and as a differentiator to earning lighting retrofit projects.  Frequently utility rebates are used to support LED sales.  The rationale essentially […]


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Associations  / Energy Efficiency  / Industry Consolidation  / Industry News  / Manufacturers  / More Insights  / Technology
NAED 2017 Eastern Region Observations
David Gordon Posted On November 13, 2016


Last week’s NAED 2017 Eastern Region Conference started the association meeting season with a whimper, albeit much of the “lack of energy” may not be attributable to NAED, especially given the need to book meeting space years in advance. The meeting […]


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Contractors  / Customer Segments  / Energy Efficiency  / Industrial Market  / Industry News  / Marketing Groups  / More Insights
Leaders and Laggards – Graybar, AD, Grainger and WESCO Q3 Reports
David Gordon Posted On November 1, 2016

Earnings Update

Over the past week we’ve been able to gain a sense of the distribution market with major distribution “networks” reporting quarterly performance.  Last week we shared Rexel’s North American (and US) performance. Now we have insight from Graybar, AD and […]


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Customer Segments  / Energy Efficiency  / Industry News  / Manufacturers  / Marketing Groups  / More Insights  / Technology
Lights On, Lights Off – The Tale of Cree and Acuity
David Gordon Posted On November 1, 2016


You may remember the tv ads for The Clapper.  The device where you clapped and the lights went on; clap again and they went off.  It appears to be making a comeback, albeit as an analogy for Acuity and Cree. […]


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