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What Would You Do With $500,000,000
Avatar photoDavid Gordon Posted On October 12, 2011


If you were Graybar? Yes, it’s a lot of money and many people are wondering, perhaps speculating, on what Graybar will do with a half a billion dollar unsecured loan. This gives them $300 million more than they had before.  […]


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Contractors  / Customer Segments  / Growth Strategies  / Industrial Market  / Industry News  / Marketing  / Sales Channel
Changes Coming in Servicing the Industrial Market … New Report
Avatar photoDavid Gordon Posted On July 17, 2011


The industrial market continues to power growth for many distributors.  Recently we spoke with a number of manufacturers and distributors to get the current pulse of the industry.  The result … industrial continues to grow fueled by the OEM market, […]


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Associations  / eBusiness  / eMarketing  / Energy Efficiency  / Marketing  / Technology
2011 NAED Leadership Summit (aka National) Observations
Avatar photoDavid Gordon Posted On May 13, 2011


The following post was originally posted on Wednesday, May 11. It is being reposted as Google / Blogger had technical issues on Thursday and “lost” the posting. Last week I attended the NAED Leadership Summit in San Diego (yes, a […]


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Growth Strategies  / Marketing
Frequent Communications Drive Sales, and E-Marketing Generates Awareness
Avatar photoDavid Gordon Posted On April 26, 2011


Ran across a couple of things today that caught the eye….over 30 manufacturers are involved in ElectricSmart’s e-Cat launch (including some surprising names), ABB used a convention specific blog and did you know that good sales and marketing requires 14 […]


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Contractors  / Customer Service  / Marketing  / Technology
Adding Technology to Your Counter
Avatar photoDavid Gordon Posted On March 17, 2011


The key with counters is giving a reason for people to come to you vs. someone else, especially since competing distributors like to congregate geographically and that there are usually more than a few places (i.e. Home Depot and Lowes) […]


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Associations  / Industry News  / Marketing  / Reps
NEMRA – A Working Meeting
Avatar photoDavid Gordon Posted On February 21, 2011


Just returned from the NEMRA meeting which was held in Boston.  And the powers above looked over NEMRA as the weather was great for winter in Boston (it’s snowing there today but last week was blue skies!). The meeting was […]


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Marketing  / Supplier / Products
Adding Value to Contractor Relationships
Avatar photoDavid Gordon Posted On December 1, 2010


A few years ago I helped a client with a speaker for their contractor trade show.  We wanted someone who could present a value-added presentation … something to help them be more profitable.  We hired Monroe Porter, Proof Managment,  to […]


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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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Growth Strategies  / Industry News  / Marketing  / Sales Channel
Building a Better 2011
Avatar photoDavid Gordon Posted On October 18, 2010


Okay, less than 75 days left till the end of the year.  Planning for 2011 is well underway in many companies, or quickly will be.  A-D and IMARK members have already held their annual meetings, enabling them to start next […]


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Distributors  / Energy Efficiency  / Growth Strategies  / Industry News  / Marketing  / People in the News  / Sales Channel
Sonepar and Crescent … Identifying Ways to Grow
Avatar photoDavid Gordon Posted On September 21, 2010


We apologize for not having written in the past week and a half, however, client travel sometimes creates timing issues (and you probably don’t want me writing real late at night!) But was listening to CNBC this afternoon.  They had […]


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