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Competing, and Winning, in a Tariff Induced World

David Gordon Posted On April 29, 2025

It appears the initial tariff volleys have ended and we’re in for trench warfare for the next 60-90 days while deals get negotiated. The Eastern front will remain volatile given neither party will whisper “uncle” given that China is launching […]

Advocacy / Associations / Distributors / Industry Outlook / Manufacturers / More Insights / Profitability / Purchasing

Tariffs 2.0 – Relearning the Process

David Gordon Posted On February 17, 2025

Upon arrival in Orlando to attend the NEMRA Annual Conference the news broke that the US would be implementing tariffs against Canada, China, and Mexico. As the day went on, the tariff talk changed and by the next day, tariffs […]

Distributors / Growth Strategies / More Insights / Profitability / Purchasing

The Right Inventory, and Pricing, Drives Sales and Profits

John Gunderson Posted On November 25, 2024

Managing your inventory is the key to driving both top-line sales and gross margin performance in 2025. I had a discussion last week with Brent Johnstone from ACTvantage for an article I wrote for our sister HVACR Trends publication about […]

Lighting / Manufacturers / More Insights / Purchasing

Acquire Lighting Equipment at Saylite Auction

David Gordon Posted On November 8, 2024

If you are a lighting manufacturer seeking equipment, inventory and more or a lighting showroom or electrical distributor, especially in the Texas market, seeking lighting inventory, check out the upcoming auctions from the Lights Fantastic Pro and Saylite bankruptcy auctions. […]

Distributors / Growth Strategies / More Insights / Pricing / Productivity / Profitability / Purchasing / Sales Channel / Technology

AI, the Sonepar Way

David Gordon Posted On September 9, 2024

There’s much talk, and some movement, on AI for distributors. Progressive, albeit larger, distributors are discussing and seeking opportunities to embrace, or test, AI in different aspects of their business. Some have stepped their toe in. Larger companies are dedicating […]

Associations / Channel Strategies / Distributors / Growth Strategies / Industry Consolidation / Industry News / Industry Outlook / Manufacturers / More Insights / Purchasing / Reps / Sales Channel

The Second Derivative of Acquisitions / Mergers

David Gordon Posted On July 9, 2024

The second half of the year has started and the first week brought acquisitions / mergers and news that will, and could, influence many other factors. In most industry acquisitions, the acquisition of one company by another typically has most […]

Growth Strategies / More Insights / Pricing / Profitability / Purchasing

SPAs … Sales and Profit Drivers

David Gordon Posted On February 22, 2023

SPAs, or special pricing agreements, have been generating much attention in the industry in the past year. A number of technology companies have descended upon the electrical industry to “enhance / improve” the SPA management process, all in the name […]

Associations / eBusiness / eCommerce / More Insights / Purchasing / Technology

ETIM North America – 3rd Anniversary, 1000 Classes Reviewed

David Gordon Posted On February 8, 2023

February marks ETIM North America’s third anniversary as an association and we thought it pertinent to ask Mary Shaw, Executive Director of ETIM North America, to share an update with the industry. This is a condensed version of a document […]

Distributors / Growth Strategies / Manufacturers / Profitability / Purchasing

Distributors, Which Drug (I meant Rebates) are You On?

David Gordon Posted On November 7, 2022

Yes, I know the headline is provocative, however, the goal was to get your attention. The “drug” I’m talking about has been around for almost 60 years in the electrical industry. It’s rebates. Rebates went “mainstream” for electrical distributors in […]

Industry News / Industry Outlook / More Insights / Pricing / Profitability / Purchasing

Copper giveth and copper can taketh, but beware

David Gordon Posted On May 11, 2022

The past few years have seen copper prices increase. A combination of construction increases, EVs and supply constraints have benefited distributors as the price of copper has risen. And with rising prices has come increased gross margin dollar windfall for […]