Home / Eric Smith

Welcome

I'm a Colorado-based writer who specializes in business news, analysis and features from the wholesale distribution industry. My current role is senior analyst for Modern Distribution Management, a provider of business intelligence for distributors and manufacturers that sell through distribution. You can view my MDM portfolio by clicking here.

I recently left a job as senior business editor for SGB Media, a B2B trade publication that covers the active lifestyle marketplace. You can view my SGB oeuvre by clicking here.

Below you'll find my most recent work, or please visit my portfolio page for a more comprehensive look at my writing, including clips from MDM, SGB, past jobs and even a few side hustles. Also, be sure to connect with me on LinkedIn and follow on Twitter (feed is at the bottom of the page).

Cheers!

PS: I was just named the winner of the 2019 Harold S. Hirsch Awards for Words (link will take you to the winning portfolio).

Modern Distribution Management • 3rd June 2020

Did COVID-19 Turn Your Business into an Acquisition Target?

While the COVID-19 pandemic has slowed M&A to a crawl in distribution and most sectors, companies that chose to hunker down rather than innovate during the pandemic could be targeted by savvy strategic and financial buyers once activity resumes.

Modern Distribution Management • 2nd June 2020

Navigate the ‘New Normal’ By Innovating Your Sales Model

Distribution leaders that emphasize innovation during this time of uncertainty will be at an advantage when the so-called “new normal” – whatever that looks like – has settled in. One area where companies can innovate is by transforming their sales models.

Modern Distribution Management • 29th May 2020

Behind Gustave A. Larson’s Timely Pre-Pandemic Pivot

Over the last two years, Milwaukee-based HVACR distributor Gustave A. Larson Co. has transitioned from outside to inside sales, a move that became reality at the start of 2020. That sales model transformation has paid dividends during the coronavirus crisis, and now the company enters the post-pandemic well-positioned for the summer surge.

SGB Media • 14th May 2020

May 14 Coronavirus Notebook: Petzl's Preparation, M&A Moderation And More

As part of SGB Executive’s ongoing coronavirus coverage, we are highlighting companies and categories that are doing well. Our latest Coronavirus Notebook looks at how Salt Lake City, UT-based gear maker Petzl prepared for the pandemic. We also look at the potential freeze on M&A and recap our recent COVID-19 stories.

SGB Media • 12th May 2020

Clarus Brings 'Climber's Mentality' To COVID-19 Response

Clarus Corp., the parent of core backcountry brand Black Diamond among others, took on the COVID-19 pandemic with a “climber’s mentality,” President John Walbrecht said on Monday afternoon’s earnings call. SGB Executive breaks down the company’s "live now, climb another day" approach to this crisis.

SGB Media • 7th May 2020

Peloton Gains Steam As New Exercise Trends Create Tailwind

In the early days of the coronavirus, when shelter-in-place orders were announced and gyms around the country were forced to close, Peloton Interactive Inc. was identified as a potential beneficiary. Things didn’t go quite so well for Peloton initially, but the company’s fortunes have improved, as evidenced by its fiscal third-quarter earnings.

SGB Media • 5th May 2020

Emerald Outlines COVID-19 Response Playbook

With many of its trade shows—including Outdoor Retailer Summer Market in June—already canceled or postponed, Emerald Holding Inc. has shifted into full pivot mode as it works to maintain liquidity through this downturn and convert some events to virtual ones.

SGB Media • 1st May 2020

Is Your Outdoor Brand Eligible For Tariff Relief?

A Thursday webcast hosted by the Outdoor Industry Association outlined the ways that outdoor brands that make a variety of products can apply for tariff exclusions or deferrals, saving them money during this difficult time. It’s a tricky process, but here are a few tips on how to begin.

SGB Media • 30th April 2020

Why Garmin Is Bullish On Post-Coronavirus Opportunities

Garmin Ltd. might have withdrawn its fiscal 2020 guidance due to coronavirus-related economic uncertainty, but the Olathe, KS-based maker of wearable technology and at-home fitness products emerged from the first quarter with an unusual abundance of confidence. President and CEO Cliff Pemble explains why.

SGB Media • 28th April 2020

Amid Record Sales In 2019, REI Co-Op Ramps Up Reinvestment

Last year was one of transition for REI Co-op, highlighted by a surprising and controversial change at CEO. But 2019 also saw the Kent, WA-based retail giant continue to ramp up its investment in the outdoor community.

SGB Media • 24th April 2020

How Coronavirus Is Teeing Off On The Golf Industry

While golf is faring better than many other sports in the age of coronavirus, pain points have emerged across an otherwise solid industry. SGB Executive digs into the impact of this pandemic on golf play, manufacturing and retail.

SGB Media • 22nd April 2020

'Evolving' Sell-In Model: Behind One Brand's Pivot To Digital

This article, part of an occasional series on how companies are adapting to digital processes in the age of coronavirus, looks at the newly developed sell-in program for climbing shoe brand Evolv. General Manager Bill Sinoff shares the reasoning behind it and why some components of this new model may stick around.

SGB Media • 21st April 2020

Face Protection Brands Having A Moment

The hottest category this side of a six-foot social distance is the ubiquitous neck tube primarily used in a variety of outdoor pursuits to protect wearers from the elements. Now, the makers of those products have seen demand spike as consumers look to protect themselves from the coronavirus.

SGB Media • 20th April 2020

CamelBak's Greg Williamson Talks COVID-19 Challenges, Opportunities

In another installment of SGB Executive’s series of interviews with industry leaders exploring how businesses are coping with the coronavirus, CamelBak President Greg Williamson provides an update on product demand, ways that CamelBak is supporting front-line medical workers and the brand’s hope for a renewed emphasis on outdoor activities once the outbreak has ended.

SGB Media • 17th April 2020

April 17 Coronavirus Notebook: Retail Woes, Reopening Plans And More

As the White House looks to reopen the country, our latest Coronavirus Notebook looks at this week’s grim economic news that drove the president’s decision. We also recap our recent COVID-19 business coverage in case you missed anything.

SGB Media • 15th April 2020

Retail Sales Plunge In March, But Bloodbath Just Beginning

U.S. retail sales plummeted 8.7 percent to $483.1 billion in March from the previous month, their largest dip in three decades since the government started tracking the data, the Department of Commerce reported Wednesday. But that is just the first sign of what is sure to be a season-long bloodbath across the retail sector for any business not selling essential items such as groceries.

SGB Media • 14th April 2020

Behind The Deal: Why Exxel Outdoors Proceeded With Latest Acquisition

Exxel Outdoors announced its acquisition of outdoor apparel and gear brand Compass 360 during an unlikely time for U.S. business expansion. Exxel CEO Harry Kazazian spoke exclusively with SGB Executive about the company’s reasons for moving forward with the deal despite the economic uncertainty.

SGB Media • 10th April 2020

OIA's Lise Aangeenbrug On Outdoor Industry's Challenges, Path Forward

In another installment of SGB Executive’s series of interviews with industry leaders exploring how businesses are coping with the coronavirus, Outdoor Industry Association’s new executive director Lise Aangeenbrug discusses the challenges facing the outdoor industry, how OIA is helping member businesses cope and the industry’s path forward out of this unprecedented crisis.

SGB Media • 8th April 2020

SIA's Nick Sargent On What Lies Ahead For Snow Sports Industry

In another installment of SGB Executive’s series of interviews with industry leaders exploring how businesses are coping with the coronavirus, Nick Sargent of Snowsports Industries America dishes on these troubling times for snow sports businesses, how SIA is responding and why he’s confident the industry will come back stronger than ever.

SGB Media • 7th April 2020

Which Public Companies Will Emerge Strongest From COVID-19 Crisis?

How are active-lifestyle brands like Crocs, Nike and Lululemon plus retailers like Dick’s, Foot Locker and Hibbett navigating the coronavirus? Susquehanna’s most recent note says that the current crisis is weighing on all businesses, but some are better positioned than others. Here’s their ranking of 19 public companies based on who will emerge the strongest from this crisis.

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