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Q4 Closes Wild Lighting Year
Avatar photoDavid Gordon Posted On January 2, 2020

Q3 2020 Pulse of Lighting Report

The quarter is over and the year is done. And what a year it was in the lighting industry. It started with the threat of tariffs. Then IDEAL Industries purchased Cree Lighting, shocking the industry. Tariffs came in May and […]


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SPAs – Is the Cat Chasing its Tail?
Avatar photoDavid Gordon Posted On December 18, 2019

SPA Cat chasing tail

In a market where most experience margin stagnation or margin erosion, strategies that can help improve profitability, potentially capture sales and as enhance / ensure quality processes, should be embraced. One of these strategies, which we’ve highlighted this fall, is […]


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Wants and Needs
Avatar photoDavid Gordon Posted On December 17, 2019

Wants and Needs

You’ve heard the story, “there is a difference between wants and needs.”  For example, especially this time of year you hear one parent say to the other “the kids ‘want’ the latest and greatest electronic, but do they ‘need’ it?” […]


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2020 Planning
Avatar photoDavid Gordon Posted On October 28, 2019

2020 Planning

We’re in the midst of meeting and planning season and with it comes the perennial question of “what’s the outlook for 2020?” While no one has a crystal ball, it’s safe to say that many think their ball is “cloudy” […]


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Channel Strategies  / Growth Strategies  / Industry Consolidation  / Industry Outlook  / Lighting  / Manufacturers  / More Insights
Signify Acquires Cooper Lighting Solutions
Avatar photoDavid Gordon Posted On October 17, 2019


The electrical and lighting industries were shocked this week with the announcement that Signify was purchasing the recently renamed Cooper Lighting Solutions from Eaton. The former Eaton Lighting division was scheduled to be spun off from Eaton via an IPO […]


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Growth Strategies  / Industry Consolidation  / Industry Outlook  / Lighting  / More Insights
Acuity Sales Down 12% C&I Down Less. Outlook Weak.
Avatar photoDavid Gordon Posted On October 4, 2019


Earlier this week Acuity released, from a headline viewpoint, horrid Q4 sales performance.  Sales declined almost 12% from prior year.  Much of the decline is attributed to the retail segment, however, sources described Acuity’s distribution business as “flat / low […]


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Convenience Will Deliver Sales and Loyalty
Avatar photoDavid Gordon Posted On September 22, 2019


Buyer behavior is changing.  Convenience is now a differentiator. Customers expect it. It’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B buyer expectations, and it will become distributor reality (and is […]


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FedEx to Live without Amazon. Lessons for Distributors
Avatar photoDavid Gordon Posted On September 3, 2019


Last month FedEx announced that they won’t renew a ground-delivery deal they had with Amazon to provide small-package ground deliveries.  This follows FedEx’s announcement that it wouldn’t renew Amazon’s FedEx Express contract which Amazon used to transport packages by air. […]


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Are you going to be smart in the residential market?
Avatar photoDavid Gordon Posted On August 23, 2019


The residential market is considered to be about 10-12% of the overall electrical market and about 20% of the overall contractor market, nationally, but, the residential market has a much greater impact on the overall market. The “light” commercial infrastructure […]


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