EM’s Latest State-Level Product Sales Estimates Pinpoints Market Potential
Electrical Marketing’s updated product sales data can help you analyze revenue potential in several different ways.
Mind share. Electrical Marketing’s average product mix percentages, which were developed from surveys of more than 100 large electrical distributors, tell an interesting story of which products command the most attention, selling time and inventory investment from distributors.
According to EM’s product mix, the 10 product groups that account for the highest percentage of the industry’s total electrical sales are lighting fixtures (16.9%); wire and cable (13.3%); switchgear (8%); industrial controls (6.3%); lamps (5.4%); distribution equipment (5.3%); voice-data-video (VDV) products (3.8%); circuit breakers (3.4%); and conduit fittings and accessories (3.4%). These 10 product groups account for roughly 71% of total industry sales.
Theoretically, every electrical distributor has a distinct product mix tailored to the local market or markets they target. For example, a distributor serving the auto industry in Lansing, MI, is going to have a much higher percentage of industrial products than a distributor in Fort Myers, FL, where the concentration of industrial business is much lighter. But these national percentages will give you a good general idea of which products have the most pull.
The state-level product sales estimates in the chart below summarize products sales potential for key electrical product groups. You can download all of the product group estimates by clicking on the link below.
The product groups in the downloadable data estimates were the exact ones used on the distributor survey, and EM doesn’t have more detailed product break-outs.
Click On the Link Below for Estimated Electrical Product Sales Potential at the State Level
About the Author
Jim Lucy
Editor-in-Chief
Over the past 40-plus years, hundreds of Jim’s articles have been published in Electrical Wholesaling and Electrical Marketing newsletter on topics such as the impact of new competitors on the electrical market’s channels of distribution, energy-efficient lighting and renewables, and local market economics. In addition to his published work, Jim regularly gives presentations on these topics to C-suite executives, industry groups and investment analysts.
He launched a new subscription-based data product for Electrical Marketing that offers electrical sales potential estimates and related market data for more than 300 metropolitan areas, and in 1999 he published his first book, “The Electrical Marketer’s Survival Guide” for electrical industry executives looking for an overview of key market trends.
While managing Electrical Wholesaling’s editorial operations, Jim and the publication’s staff won several Jesse H. Neal awards for editorial excellence, the highest honor in the business press, and numerous national and regional awards from the American Society of Business Press Editors. He has a master’s degree in Communications and a bachelor’s degree in Journalism from Glassboro State College, Glassboro, N.J. (now Rowan University).