Distributor-focused website ElectricalTrends.com’s Q418 Pulse of Lighting survey found that lighting manufacturers selling direct was frequently mentioned as a market dynamic among respondents. Not only are smaller companies engaging in direct sales but larger, well-known companies as well, respondents said, potentially marking it as a trend.
Citing examples such as Acuity, Cree, and LSI, the article states:
While its been known that manufacturers sell direct, especially for selected market segments (i.e. utilities and municipalities), many have quietly sold to ESCOs (and the definition of ESCO has broadened significantly) as well as periodically decide to take large or sophisticated projects direct, the trend is becoming more common.
The solution? Distributors need to build enough value in their services and communicate that value so as to attract customers and keep them loyal.
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