Canadian Electrical Wholesaler

David Gordon

January 15, 2018

By David Gordon

The earliest smart lighting was little more than sophisticated on/off and dimming controls — a market dominated by companies like Lutron, Leviton, Legrand, and a few others. Since then, if a facility upgrades its lighting to LED, adding sophisticated controls after the installation generates only marginal incremental energy savings and can pose technical challenges based on quality of installation and user knowledge. After all, once LEDs save 70% versus the lamps they replaced, what’s the ROI on investing in controls? But as we now know, that’s not the end of the story. Lighting control benefits are more than energy savings.

The latest networked lighting controls can include Internet of Things (IoT) connectivity. Putting a computer, connectivity, and sensors into lights can now take them beyond on/off, dimming, or even colour tuning. Now LEDs are analogous to the smart phone in your pocket, which is much more than a phone. They are data capture and control devices … in essence mini-computers. These IoT lights can monitor any space, relay sensor data to highly sophisticated software programs (outside the fixtures) that analyze the data from across the facility and provide mission-critical services to commercial, industrial, and municipal facility managers. This goes beyond the value of lighting or energy efficiency. It gets into business applications that improve productivity, reduce costs and/or generate sales.

Mission-critical services

IoT lighting can already monitor the locations of expensive equipment in hospitals, factories or warehouses. These are examples of “asset tracking.” They can also monitor the use of conference rooms or the location of shoppers in a store. These are known as “indoor positioning,” leading to better use of commercial space, reduced space requirements ($$$), and push notifications to shoppers about products on sale and product education ($$$). For a list of 30 potentially valuable applications that IoT lighting can provide (detecting gunshot location, directing you to an open parking space in a garage, etc), check “30 ways IoT lighting can solve everyday problems“ on LuxReview.com.

Taking the smart phone metaphor farther

The major Tier 1 lighting manufacturers are taking the smart phone metaphor for IoT lighting much farther. They want to be the platform on which these diverse software applications are built. They want to be like iOS and Android in our phones, with scores of third parties developing the high-value applications that run on their platforms (like in app stores). Only the largest lighting manufacturers can attempt this ambitious move (e.g., Acuity, Eaton, Hubbell). And most are proprietary systems (think Apple) that are only compatible with their hardware and will require distributors, contractors / installers and end-users to know each system in the market… or specialize in specific platforms.

Where the technology is going

There are two types of IoT lighting, wired and wireless. Wired has advantages in new construction where new wiring can be run easily. Power over Ethernet (PoE) is a wired example that uses only low-voltage computer cables for 

Marketingboth power and data, and does not require expert installers. However, PoE requires power hubs to be installed separately to address power loss in the cable network.

Wireless IoT solutions have significant advantages, particularly in retrofit applications. Because each light, switch or sensor in the system has a very small radio built in, no signal wires are required. This can reduce the wiring cost, but there are many competing wireless protocols available in the market. The challenge becomes which to pick.

The protocols, or technologies, include Zigbee, Bluetooth, Thread, Wi-Fi, proprietary protocols, and many more. With so many options, it makes it challenging for specifiers and buyers as well as manufacturer and distributor salespeople to evaluate the pros and cons of each protocol, especially for the environment in which they will be installed and the desired usage. Unfortunately, no one protocol can do everything due to varying benefits in range, data rates, mesh scalability and capabilities, and energy consumption. The chart above, courtesy of Silicon Labs, compares the most popular wireless protocols.

David Gordon is President of Channel Marketing Group. Channel Marketing Group develops market share and growth strategies for manufacturers and distributors and develops market research. CMG’s specialty is the electrical industry. He also authors an electrical industry blog, www.electricaltrends.com. He can be reached at 919-488-8635 or This email address is being protected from spambots. You need JavaScript enabled to view it..

David Gordon

Over the past few months as we’ve sat in strategy development meetings with distributors, reviewed distributor purchasing information, and talked to manufacturers’ reps and contractors, we’ve seen a purchasing trend that is roiling the industry. The trend, which mirrors what is happening in lighting with “unfamiliar brands,” is accelerated growth and acceptance of less familiar brands for infrastructure type products (electrician supplies, boxes, fittings, etc … consumables and products that go within the wall). This then begs the questions, “What is the value of a manufacturer’s brand,” and “What are the implications for manufacturers and distributors?”

Many have seen this as driven by...

Read more

 


 

Study


A confirmation: the winds of change are now howling.

Several years ago, in a workshop at Electro-Federation Canada’s annual conference, a roundtable session described and debated the numerous disruptive technologies that are forcing us to think differently.

Read more

 

 

As part a family company, I have heard my father talking about business ever since I was a little boy. Although it had always interested me, I had never thought I would end up working alongside my father and my uncle in the company my grandfather started a long time ago.

I had been working in sales ever since I was 16 years old in many different markets than the one I was about to enter, but I thought it would be relatively easy to handle. Very quickly I started noticing the challenges of being a 22-year-old sales rep for electrical products entering a world where most of the manufacturers’ agents had been in the business for a long time.

Read more

 

 

Changing Scene

  • Prev
Flextherm Celebrates 25 Years With a Big Bang PHOTO: EIN-37/CEW-18-CS-Flextherm-400.jpg The floor ...
Electro-Federation Canada’s 6th Annual Future Forum, Thinking Smarter — Channel Products, Energy, ...
In partnership with Habitat for Humanity Québec, Convectair is donating two heating units ...
Do you know an industry member who has greatly contributed to the Canadian electrical industry and ...
Kendra Smith will be joining the company’s Nationals Accounts team as the Key Accounts ...
Blueway has been added as a division within Sonepar Ontario, reporting directly to Sonepar Ontario ...
Pilz Canada has added Marcus Graham to its family. Marcus is now serving a wide base of customers ...
Christopher Balleine has been appointed Stelpro’s Sales Representative, Maritimes, ...
Based in Ottawa, Lafontaine will be responsible for building on Schneider Electric’s ...
Bill Smith from Electrozad Supply Company Limited has been selected as this year’s recipient ...

Peers & Profiles

  • Prev
Sales of electrical supplies from full-line electrical distributors capture the geographic ...
I've known John Sencich since CEW began publishing. He agreed from the outset to be part of the ...
  Laura Dempsey has been working as an outside sales representative for E.B. Horsman & ...
Michael Gentile, President and CEO of Philips Lighting Canada, has had a long and distinguished ...
Gordon MacDonald is a cheerful, driven individual who loves to be challenged, a trait that suits ...
  Jordan Prins is an account manager at Wesco Distribution in Abbotsford, British Columbia. ...
Mike Marsh, President and CEO of SaskPower, has been a leading figure in Saskatchewan’s electricity ...
I didn’t wake up one day and go, “I want to work for my dad!” Actually, it was ...
    Ouellet Canada is celebrating 50 years in the Electrical Heating ...
  On February 27th Lumen opened their 36th branch in Ottawa, Ontario. ...

Laura Dempsey

Owen Hurst

Laura Dempsey has been working as an outside sales representative for E.B. Horsman & Son for over 15 years, and is a member of the BCEA U40 network of young professionals. She lives in Langley, BC and is proud of her position and work with E.B. Horsman, particularly as she is the second Dempsey generation to work for the company.

Laura’s mother Shelly has worked at E.B. Horsman for over 25 years, and instilled in Laura a determination to succeed. Laura followed in her mother’s footsteps after witnessing how much her mother enjoyed her work and the people she works with at E.B. Horsman.

Read more: Laura Dempsey

Laura Dempsey

Line Goyette

I've known John Sencich since CEW began publishing. He agreed from the outset to be part of the newsletter’s Editorial Board. His contribution was regular and sustained. Always present to answer my technical questions, and refer me to the right person for additional information as needed. Always available despite his role as senior leader of an influential company.

Over the past five years, many industry insiders have cited John Sencich when I asked them to name someone who had made a difference in their lives or had inspired them as a leader.

Read more: John Sencich

Looking Back

  • Prev
  As 2017 marks the 150th anniversary of Confederation, we take a look back at an aspect of ...
The resource-based industries of the Maritimes are looking to electronics to make their operations ...
  Electrical distributors must remain in both the electronic and electrical ends of the ...
  The public’s strong interest in energy-saving products should continue in the ...
  Even in a principally agricultural province like Saskatchewan, the impact of electronics ...
Electrical distribution companies operating in British Columbia will continue to get larger while ...
Golden anniversaries are celebrated by the mature, and our industry is allowed to celebrate ...
The last 50 years have been exciting ones for the electrical industry but they won’t compare to ...
The ceiling that had been placed on membership fees remained a point of contention among ...
The year 1982 started on a relatively good note for electrical distributors. Sales in the first ...

 

Online

Building a simple customer experience that satisfies your customers’ expectations is a starting point (or evolution) in your digital journey. You might be asking yourself, “How do I know what my customer wants?” The data are available from their behaviour online, and many of your customers will tell you what they want. Putting the pieces together can appear complex, but it can be simplified if you segment the optimization of your customers’ experience into three buckets: design, usability and search.

Design, usability, and search pertain to how you can serve your customer. In order for your website to create value in the eyes of the customers, you have to optimize your website so that it is accessible to the greatest number of your ideal customers. Value increases with the number of customer touchpoints that the customers use.

Read more...

 

 

 

EFC 2018 Scholarship Program

This year Electro-Federation Canada (EFC) will award $156,250 across 62 scholarships supported by manufacturers, distributors and associations.

The annual EFC Scholarship Program reflects an industry that understands its responsibility to attract future talent. In the face of technological, demographic, and socio-economic evolution, the employment landscape is in constant transformation resulting in substantial challenges for companies as they work to define and redefine their recruitment practices. Furthermore, as competition for the brightest and the best of the next generation of business leaders intensifies, it’s more important than ever to engage young people. 

Read more...

 

 

Free Trade Agreements and the Evolution of Wholesale Sales in Canada

As 2017 marks the 150th anniversary of Confederation, we take a look back at an aspect of the history of wholesale sales in Canada.

Canada has a long trading history, which started before Confederation. Because wholesalers play an important role in the import and export of goods, free trade agreements have had a notable influence on the evolution of the wholesale sector.

 

Read more: Free Trade Agreements and the Evolution of Wholesale Sales in Canada...

Free Trade Agreements and the Evolution of Wholesale Sales in Canada

The BCIT Student Innovation Challenge is an annual competition allowing British Columbia Institute of Technology students to launch entrepreneurial ideas, inventions, or applied research projects. E.B. Horsman and Son is “Visionary” sponsor of the challenge.

The goal is to create an inclusive space for innovation, encouraging students to turn their bright ideas into business plans and prototypes of commercial products. The BCIT Student Innovation Challenge is an annual competition allowing British Columbia Institute of Technology students to launch entrepreneurial ideas, inventions, or applied research projects. E.B. Horsman and Son is “Visionary” sponsor of the challenge.

 

Read more: E.B. Horsman & Son Sponsors BCIT Student Innovation Challenge and Students ...

Copper $US Dollar price per pound

Kerrwil Publications

538 Elizabeth Street, Midland,Ontario, Canada L4R2A3 +1 705 527 7666
2016 All rights reserved

Use of this Site constitutes acceptance of our Privacy Policy (effective 1.1.2016)
The material on this site may not be reproduced, distributed, transmitted, cached or otherwise used, except with the prior written permission of Kerrwil