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The Acquisition Market is Heating Up
David Gordon Posted On August 20, 2019


Over the past month or so we’ve seen a number of intriguing acquisitions occur in the electrical industry.  Types that could have further reaching implications. Why Sell And there seemed to be some trends relating to Succession planning Generational issues […]


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Sneak Peek at the New IDEA Connector Platform
David Gordon Posted On August 14, 2019


IDEA, founded about 25 years ago in a joint venture by NAED and NEMA, with the primary objective of being helping manufacturers and distributors improve product data-driven transactions and processes via development of a central repository of product data, is […]


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Distributors  / Growth Strategies  / Industrial Market  / Industry News  / Marketing  / More Insights  / Profitability
Grainger Q2 Sales Slow … Industrial Indicator?
David Gordon Posted On July 29, 2019


Grainger frequently is a good bellwether for the industrial market given their MRO focus on Fortune 500 industrial accounts. Grainger’s performance highlights that the industrial MRO rate of growth decelerated significantly. Q2 Report From their quarterly report and slide presentation: […]


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Using Price to Expand Your Business
David Gordon Posted On July 24, 2019


Competing on price is a “no no” for many distributors. Few want to say “the reason why people buy from me is price.”  But, do all of your customers want to buy from you for your service, people or your […]


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Compete for Grainger’s Business: eProcurement
David Gordon Posted On July 12, 2019


Many industrially-oriented distributors lament that they can’t compete versus Grainger for MRO business at their accounts. They say “we now the ‘decision’ makers and can beat them on price but we can’t get the business. The same occurs with large […]


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Reducing Tax Implications of Incentive Travel Programs
David Gordon Posted On June 26, 2019


This week WESCO is taking 800+ people on an Alaskan cruise as part of their WESCO VIP incentive program. It looks like an exciting adventure (check out this pre-program video and follow them on their program Instagram page or on […]


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THE Electrical Industry Technology Conference: IDEA’s eBiz
David Gordon Posted On June 23, 2019


Serious about utilizing technology in your business? Then you need to be at IDEA’s eBiz. Technology is becoming more and more a critical component of a distributor and manufacturer’s business. Not only is it the software and hardware, it is […]


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Home Depot Orange Coming to Your Customer
David Gordon Posted On June 5, 2019


The color orange signifies joy, happiness and creativity, however, it is also representative of fire and, given that the color is between yellow and red on the color spectrum it is, from a business perspective, between caution (yellow) and “bad” […]


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Impacts On Lighting If China Weaponizes Rare Earth Metals
David Gordon Posted On June 3, 2019


We know tariffs can impact the electrical business.  But rare earth metals? We’ve had tariffs after last year’s tariffs on steel, aluminum and a number of other products.  The recent acceleration of tariffs on Chinese imported products (price increases from […]


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Distributors  / Industry News  / Manufacturers  / More Insights  / Pricing  / Productivity  / Profitability
The Muddled World of Tariffs in the Electrical Industry
David Gordon Posted On May 31, 2019


For a word that wasn’t part of the national conscience, it is now front and center and bringing disruption to business. Tariffs.  In an industry where price increases occurred annually, where pricing was stable except for copper, companies have now […]


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