David Gordon
Publisher at ElectricalTrends
President, Channel Marketing Group, a strategic planning, marketing & research firm helping distributors/manufacturers in the construction/industrial industries
Articles
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3 days ago |
electricaltrends.com | David Gordon
Over the past few weeks companies have been releasing their quarterly earnings, which enables a peak into performance and strategies and gives the opportunity to identify any trends. Kevin Coleman, formerly Director of Market Intelligence for Signify, supports Channel Marketing Group, and our clients, with various research initiatives. He has been diving into all of the reports, First we’re sharing his findings on a contractor (EMCOR) and various electrical distributors.
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3 days ago |
electricaltrends.com | Gene Biben |David Gordon
Two representatives recently contacted me to solicit my input regarding contracts from two manufacturers on potential compensation changes that were being introduced. Over the years I have worked with manufacturers on their rep contracts and have found many to be understanding of the suggested changes.
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1 week ago |
electricaltrends.com | David Gordon
Recently I saw information promoted by a company called Mydatafactory as I saw their advertorial targeting the industrial distribution industry. It intrigued me as it spoke to how industrially-oriented companies could compete more effectively versus the large distributors. Essentially, this is winning market baskets. To do this you need an effective cross-referencing tool that can quickly do conversions so you can do a quote.
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1 week ago |
electricaltrends.com | David Gordon
The chart says it all. 80% of the customers who transact with you throughout the year are unassigned accounts. In a market where demand is softening from your core customers, could there be opportunities with others … and “others” also means “other’s accounts?”In an industry long dominated by relationship-driven, outside sales, distributors are now facing a critical inflection point. Market dynamics have shifted. Customer expectations are evolving. Traditional, reactive models no longer suffice.
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1 week ago |
electricaltrends.com | David Gordon
While personal relationships are a differentiator for electrical distributors with most customers have a defined list of distributors they buy from, another tool that some distributors use to capture their “unfair share” of a customer’s wallet, are loyalty and incentive programs.
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Our Q2 Pulse of Lighting survey revealed a declining growth in the lighting market with manufacturers barely generating a positive number (and that's with the typical survey halo effect!) And the outlook for Q3 is more of the some…https://t.co/PM9c1pBq4l https://t.co/5J6Yk1oxwv
Okay, this topic may be controversial and I'm sure many will be hesitant to share a thought but hopefully within some independent electrical manufacturer rep firms it will create some discussion ... Should independent electrical r…https://t.co/gA6E84dw4w https://t.co/KN77HN6g7X
When a contractor mentions "switchgear" or "transformers" to a distributor, the distributor cringes at the thought of having to mention the "L" word ... Lead-time. Frequently the distributor needs to respond in years! Reportedly…https://t.co/wMlcNOkMso https://t.co/kEnuXhw4DY