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Insights
Welcome to Insights—your destination for forward-thinking analysis, industry trends, and strategic guidance from Geoffrey Marlow and the Marlow Advisory Group team. Here, we share thought-provoking white papers, market intelligence, and practical frameworks to help business leaders stay informed, agile, and ahead of the curve.
Whether you’re planning your next move or rethinking your long-term strategy, these insights are designed to equip you with the clarity and confidence to lead with purpose.
The Lighting Controls Industry Is Quietly Leaving the Lighting Industry
DLC’s V5.2 update pushes networked lighting controls HVAC integration, and beyond the lighting rep’s commission plan.
Where the Data Center Order Was Decided
Data center procurement runs through three buying models, and there’s only one that pays commission to lighting and electrical reps.
From Player to Coach: Managing the Job You Used to Hold
A landmark 131-firm study explains why the RSM to RVP transition fails: the best salesperson makes the worst regional exec.
The KPI Trap: When Activity Metrics Mask Sales Process Failure
The Monday pipeline review opens the way it always does. Calls are up. Quotes issued are ahead of last year. The lunch-and-learn count is on
The First 100 Days After Close: A Commercial Integration Playbook for the Lighting and Electrical Channel
A post-merger integration plan for the lighting channel: protect rep and specifier ties before 25% of agencies disappear.
Price Increases Are Won in the Sixty Days Before the Letter
Most companies collect under half of every price increase. A price increase execution playbook for manufacturers and reps.