Canadian Electrical Wholesaler

 

October 17, 2016 

By John Kerr

With the recent publishing of our annual Pathfinder Report we get a perspective few have of the industry. Annually this journey allows us many touch points on the market and a view of the evolving sources of supply few others see. They say there is nothing as constant as change, but what are you and your teams doing to address it?

With increasing competition coming at the full-line channel model from a myriad of directions, many electrical wholesalers in Canada are for the first time taking stock of who and what they must deal with in the future.

Traditional full-line models are being attacked by new specialty and focused hybrid type distributors that offer technical expertise and more often than not newer brands as well as those familiar to us here in Canada. The full-line model no longer holds its dominant position that once approached 80%. 

While the lighting market rolls along and has most recently bloated line cards significantly, other segments like wire and control continue to roll along with more aggressive stances than before.

The control segment is a huge market and its crossover between industrial and commercial allow it a nice foundation to roll more easily with shifts from industrial to commercial, for example.

The wire distribution model is being stood on its head as Anixter appears headed to attack the full-line model as it increases its product offering to its unique client base.

Electrical wholesalers in Canada have been a bit slow to get off the mark as well in their collective approach to adopting the Internet and online offerings. Realizing this is an important initiative, many have spent considerably in establishing these sites, only to fall victim to a marketing approach used to communicate to who they know and not to who they don’t. What many forget is they are now able to attract new types of customers from a wider geography that wasn’t previously available. More importantly, they are able to compete and attract customers they did not know.

The total available electrical market here is approaching $10 billion, and never before have there been so many companies competing for their piece of this. Control, wire and lighting distributors are in fact building their share.

All this sets the stage for a challenge to building your war room and a more detailed competitive and marketing analysis. 

Here are a few questions for you to ask and challenge your company.

1.     Have we really looked at our competitive landscape?

2.     Have we assessed the speciality, lighting, control, utility and wire and others who live in our current territory as to location, size, employee make-up (technical versus sales), etc.

3.     Have we done an audit of the customer base that may be being served by these competitors like panel shops, motor rewind, control and OEM? 

4.     Have we researched the system integrators market in our area?

5.     Have we looked at how to leverage our Internet and or online investments to better serve existing clients and more importantly gain new clients?

6.     What are we doing with our marketing mix?

7.     Have we been selling our own brand effectively?

8.     Do we have the market intelligence to confirm our assumptions?

9.     Do we have a set of benchmarks we benchmark to?

10.   How old is our customer research and market intelligence, and do we have a solid grasp on the total market available to us?       

 John Kerr is Publisher of Electrical Industry News Week. John’s long-standing rapport and knowledge of the electrical market and his commitment to best practices in online publishing drive the electrical industry.ca initiative. His annual Pathfinder report has been the cornerstone of market data for many of the Canadian electrical industries leading companies; This email address is being protected from spambots. You need JavaScript enabled to view it..

 

 

 

Westburne WOWLed by Divisional Lighting Manager Salma Siddiqui, the initiative will focus on making Westburne the workplace of choice in the electrical industry and beyond.

Results from research conducted by Westburne found that the electrical industry has a ratio of 6:1 of male vs. female employees. “Realizing these stats are the industry norm has made our eyes open and realize we need to make a change and showcase our women who work for us and at the same time make Westburne the place women would love to work for,” the company says.



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Westburne and RockwellThe Authorized Service Provider designation enables Westburne to deliver Rockwell Automation services through their factory trained team of specialists. These services include installed base evaluation, network assessment, arc flash assessment, lockout/tag-out assessment, and start-up of variable frequency drives.

According to Steve Roy, Regional Sales Manager for Rockwell Automation Canada, “Customer expectations continue to evolve. Aging infrastructure, workforce gaps, global competition and an explosion of new technology provide endless opportunities for customers to improve their businesses.

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IdeaIDEA plans to introduce an online learning management tool, the IDEA Learning Portal, to train customers on the new IDEA Connector, which will launch in late September. This portal will contain comprehensive training information and documentation on the IDEA Connector, a master data management (MDM) platform that enables distributors to securely access accurate and timely product and pricing data directly from manufacturers.

To complement the portal, there will be four training session devoted to manufacturers and distributors at eBiz. These training sessions will dive deeper into specific content to ensure a complete understanding of important functionality.

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Automation LabourforceBy: Thomas Donato, Rockwell Automation

We all are consumers. We all have expectations of quality and service.

When I talk to our customers, I do so with that experience and mindset. If we don’t deliver – we lose. Maybe not immediately, but eventually. It’s as simple as that.

I just lived through a great example of this. Every morning I use our blender. One of the parts broke, and the manufacturer made it quite difficult and cumbersome to get a replacement.

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The new office offers more than double the square footage of its previous location, allowing for two boardrooms, a product showcase room, and a large demo amd sample warehouse space. This new space is home to seven of Munden Enterprises' employees.

 

 

 

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EHRC WLNElectricity Human Resources Canada is delighted to have announced its new partnership with Women Leadership Nation™ (WLN) on International Women’s Day.

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ABB Showcases Its Vision of Leadership in Digital Industries at ABB Customer World 2019

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Leaders and innovators from business, government and the education sector gathered for this ABB premier collaboration event. More than 11,000 delegates attended the bi-annual ABB Customer World Houston 2019 from March 4 to 7 in Houston, Texas. ABB’s latest pioneering technologies were displayed over 150,000 sq ft of a colourful, buzzy display of futuristic conveyor belts and robots, an ABB Formula E Generation 2 car, and much more groundbreaking technology.

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I think it was Bill Gates who said the Internet will not have an effect on society short term, but will have a profound effect on us long term. 

Long term versus short term fascinates me. Making the call for one over the other can determine the success (or failure) of companies today. 

Using Bill Gates’ long-term Internet effect example, means that business decisions about the Internet will not necessarily show short-term gain, but will show “profound” gain in the long term.

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BritechBritech Corp, one of Canadas largest heating cable companies has signed a formal agreement with Heat Trace Limited, of Cheshire, England. Heat Trace, founded in England in 1974, Heat Trace is one of the world’s leading industrial heat trace cable manufacturers.

The company is known mainly for innovative solutions in self-regulating high temperature heat tracing cables up to 275°C, their exclusive high temperature, 425°C, cut to length, industrial, in the field replacement for mineral insulated cables, and their high temperature Long Line heating cables that can be installed on pipes in one length up to 10 kilometers long.

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Ms. Levy, a pre-med student from Toronto who recently received her BA in Biology while attending Yishiva University in New York.

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Copper $US Dollar price per pound

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