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2016 NAED South-Central Observations
David Gordon Posted On March 1, 2016


Stan and I attended the NAED South-Central, held in Las Vegas, last week.  Reportedly 630 or so people were registered, albeit the “feel” of the meeting left one wondering “where are the people” as the general session seemed lightly attended […]


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Selling Lighting or Selling Data?
David Gordon Posted On February 16, 2016


Recently we touched on how the emergence of connected lighting is opening new opportunities for manufacturers and could for distributors.  The reason for “could” is that the opportunity potentially can be much more than selling fixtures.  It could explode into […]


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Utilities Investing in LEDs
David Gordon Posted On February 11, 2016


The growth in the LED market has been remarkable, coming from zero to probably at least 50% of new construction in a short time period is phenomenal for a “new” product. And the retrofit market continues to move to LEDs. […]


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16 Distribution Industry Trends for 2016
David Gordon Posted On January 27, 2016


Over the past month, Allen and I have discussed our observations regarding the industry and shared trends we see that we think will impact business for distributors and manufacturers in 2016. We’ve agreed upon 16 sales, marketing, profitability and operations opportunities that we’d […]


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Earnings Season … Acuity and Cree
David Gordon Posted On January 20, 2016


It’s the beginning of earnings season again and we’ve reviewed Acuity’s and Cree’s.  It appears to be a tale of two companies. Both are having success in the LED space with Acuity’s net sales up 14% and Cree’s up 11%.  The […]


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The Lighting Market Change
David Gordon Posted On January 19, 2016


Over the past 30 days there have been a number of lighting announcements that, individually are company-specific but, when aggregated and considered from a category viewpoint, represent a significant lighting change in the industry … and may require distributors to […]


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Are you ready to sell LEDs differently?
David Gordon Posted On December 7, 2015


The term LEDs is synonymous with energy savings. They typical distributor either promotes LEDs as an energy savings initiative or quotes lighting projects that specify LEDs as the light / lamp source. There is nothing wrong with either but, as […]


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LED, Construction and Industrial 2016 Planning Inputs
David Gordon Posted On November 23, 2015


As you’re planning your 2016 initiatives, we thought we’d share some LED, construction and industrial information we’ve seen that could impact 2016 revenue planning or opportunity focus: Our friend Bill Attardi from EnergyWatchNews directed us to this article, Top 10 […]


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NAED 2016 Eastern … Orlando
David Gordon Posted On November 15, 2015


Last week’s NAED epitomized much of the change that the industry is experiencing. Attendance, per NAED’s registration list, was 585 registrants (although some did not attend but did not cancel).  The continuing result of consolidation? Companies scaling back expenses due to […]


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Acquisition Week
David Gordon Posted On November 4, 2015


The end of last week was “acquisition” week. WESCO acquired NESCO Acuity acquired Juno (formerly a division of Schneider Electric and a sister company of Square D) Eaton Lighting acquired Ephesus Lighting Some thoughts and what it could mean: WESCO […]


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