The Distributor Channel

Over the past few months, I have been working closely with David Gordon of the Channel Marketing Group.  David is laser focused on the Electrical Distribution Channel.  His blog, Electrical Trends is widely read by those who call themselves electrical distributors.  This is a large and diverse group.  They range from people who are full ahead knowledge-based distributors to those who might be better categorized as “supply houses”.    We have discovered, the issues are very similar.  A good many in the electrical channel wonder who is doing the selling.  More importantly, how does this selling impact the operational costs and how should a distributor (and their supply partners) look at the overall direction of their business?  As suppliers continue to broaden their product offerings and fight for market share in sometimes niche areas, these suppliers must review and take a new look at precisely who is doing the selling.    Without a solid plan, driving the business forward is li

This summer has been very hectic.   Lots of things happening around here both personally and professionally with River Heights Consulting.   Here are the cliff notes: Personally: My first major (25-30 mile) bike ride of the summer season during the Memorial Day Weekend resulted in a broken shoulder and a severely banged-up body.  I could barely type for three weeks but got to spend a lot of time talking on the phone.  The good news is the Doc says I am “good as new,” whatever that means.  Professionally: When you can’t type, talking on the phone is about the only possible business activity.  We interviewed over 50 distributors in the automation, electrical, fluid power, and related spaces.  Distributors love to share.  We have a very strong understanding of current market conditions, what is working, what is not, and the state of what seems like a global supply chain interruption.      NOW – The Six Things   Recently I was asked to write on the post-pandemic ‘New Norma