Canadian Electrical Wholesaler

 

Dec 5, 2018

MillenialBy Sean Bernard

The stigma behind dealing with contractors has forever been “they are a tough group to build a relationship with” and figuring out the best approach to growing business with them. While there has never been a magic pill for solving this challenge, over the years there have been many extremely successful sales representatives from the manufacturer and distributor sectors who have been able to grow their respective businesses to extremely impressive levels. This did not happen through clairvoyance and luck but through hard work and dedication to their craft.

With that said, the contractor market is evolving. Much like the rest of the industry, change is inevitable and this important segment is not immune. Contractors are looking for operational effectiveness to work in new ways, from the evolution of low voltage and networking to revolutionizing the way they purchase materials (as a great source of reference, please see the latest research reports prepared by Electro Federation Canada at www.electrofed.com). Along with this change goes the way that manufacturer and distributor representatives need to interact with their contractor customers. 

From the distributor’s perspective, the evolution of products within the electrical industry and the speed at which these changes are happening create huge challenges. First and foremost, the purchasing decisions from a stock perspective have become the single greatest hurdle facing distributors across the country. The decision-making process to decide which products to put into inventory to best serve their contractor base and when to do so has quickly become a daily struggle. Gone are the days where rough-in products, wire, lighting, distribution equipment and tools all fell within the classification of “commodity product.” While some of those product segments still might reside in that classification, the vast majority are changing so rapidly along with technological advancements that making the right decision at the right time becomes increasingly difficult. On top of the stocking issue, ensuring that their salespeople are armed with the most current information about the products lines that they carry becomes a an almost daily barrage of new product information that needs to be conveyed to their contractor customer base. 

Manufacturers are facing similar challenges in their approach to the contractor market. Within the lighting segment for example, the evolution of LEDs and the speed at which R&D departments are helping to advance this technology has resulted in various problems which unfortunately are self-inflicted. All manufacturers are in a race to develop fixtures and lamps with the highest possible lumens at the lowest possible wattage. With the advancements that continue to be achieved in this area, the end result creates issues with product becoming obsolete shortly after launch to the market. When looking at manufacturers in the electrical distribution and controls market, the same challenges with product advancements are present within these segments. From home automation (5 years ago, did you think it would be the norm to be able to control your thermostat, open your garage or turn on your lights simply by saying “Alexa….?”) to advancements in breaker technology such as GFCI and AFCI integration, these segments are certainly not immune to the constantly evolving innovations that we see and face in the electrical industry on a daily basis. 

This flood of new product development makes the relationship between contractors and manufacturer and distributor representatives particularly challenging in today’s environment. Even though a lot of these innovations, from installation process to product features and benefits, are made with the goal of making the contractors’ life easier, the simple fact is that much like the rest of us, they are struggling to keep up. 

The contractor market is evolving with all of these changes. For example, over the last few years we have seen a lot of contractors get into the network cabling and integration segment as more and more products require network connection along with power connection. This has been done by internal department development and also through acquisition. Along with these initiatives, contractors have been taking a long look at their organizational structure, bringing in new team members with specialty focus areas to ensure that they are current with today’s demands and expectations from end users. 

The feedback from the contractor segment is that they certainly recognize their need to progress along with the industry. That being said, they will be relying on their distributor and manufacturer representatives to be one of their key sources of information. As a result, manufacturers and distributors are evolving their recruitment strategies, looking more and more for sales representative candidates that have technology backgrounds/education. The ideal sales representatives for the future will have a balance of technological knowledge and relationship building skills. Gone are the days when sales representatives would simply earn business by being a nice person. Contractors expect more today. They expect these representatives to bring expertise and solution-based information to the table to make the contractors’ job easier and more efficient.

In the end, it is imperative that these reps are providing accurate and timely information to the appropriate people within the contractor organization. Navigating this labyrinth of new and current product information and the needs/expectations of the contractors is not easy and will continue to be difficult. However, those who can provide real solutions to their contractor accounts will see positive results. Through progressive strategies like Electro-Federation Canada’s Young Professionals Network (YPN), initiatives like those listed above are being undertaken to help shape the face of the next generation of industry professionals. 

For more on YPN, please visit www.electrofed.com/ypn.

Sean Bernard is Ontario Sales Manager for Standard Products Inc. and Ontario Chair and National Vice-Chair of EFC’s Young Professionals Network. Sean is a graduate of Durham College’s Sports Management program and holds a certificate in Distribution Management from Texas A&M University. He is in his 12th year in the electrical industry and has worked in the manufacturing and distributor sectors.

       Partnering For The Next Step                                                                     

Siemens CanadaWelcome to the Digital Enterprise Virtual Summit brought to you by Siemens

How quickly can you react to changing conditions and demands in your market? How can you ensure your production will run securely at any time in the future?

Industry’s digital and technological transformation is the answer for meeting today’s and tomorrow’s challenges and market needs.

With the right digitalization and automation solutions, expertise won from practical experience, and a partnership approach that benefits all involved parties.

To explore these possibilities, we’re bringing together top-level speakers, specialists and decision-makers from various industries and experts from Siemens to the Digital Enterprise Virtual Summit under the motto “Partnering for the next step.”   

This virtual summit will be an interactive digital event featuring first-hand experiences and success stories achieved with industrial digitalization and automation solutions, and cutting-edge technologies.

Join us on July 16 and learn from customers and experts how you can respond efficiently, flexibly and safely to the changing market environment.

To cover as many different time zones as possible, we offer two almost identical live sessions – you can also watch them on demand at your convenience:

Sessions runs from :  9:30 am to 2:15 pm ET (3:30 pm to 8:15 pm CEST)


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John JefkinsBy John Jefkins

In 2011, I started working in the electrical arena and quickly noticed that there was a high employee retention rate within the industry. Today, I regularly engage with Electro-Federation Canada members with 20, 30 and even 40 plus year tenures. Other industries I had worked in previously, such as telecommunications, had higher turnover rates.

Our industry faces an increasing need for talent, with new retirements and product/process innovations and modernization driving the need for specialized roles — some not even known yet.

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Digital Twin MarketA recent Markets & Markets report estimates the Digital Twin market will grow from US$3.8 billion in 2019, to US$35.8 billion per year by 2025, at a CAGR of 45.4%. Digital Twin software is already revolutionizing industries such as healthcare, architecture, aerospace, defence, and automotive and transportation.

Furthermore, the global smart infrastructure market, which includes the Digital Twin sector, is expected to thrive at a considerable CAGR between 2020 and 2025 as demand for the smart infrastructure has been a booming year on year, reports Market Research Explore - details. 

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PNNL StudyBy Craig DiLouie

The U.S. Department of Energy has released the results of a study examining authentication vulnerabilities in connected lighting systems (CLS). Particularly as emerging CLS incorporate distributed intelligence, network interfaces and sensors, they can serve as data-collection platforms that enable a wide range of valuable new capabilities as well as greater energy savings in buildings and cities. However, CLS technology is currently at an early stage of development, and its increased connectivity introduces cybersecurity risks that are new to the lighting industry and must be addressed for successful integration with other systems.

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David GordonBy David Gordon

COVID-19 has heightened the benefit of, and interest in, eCommerce for electrical distributors. Our second and third COVID-19 Electrical Market Sentiment Reports have shown that those with an eCommerce offering have seen online sales increases. Further, from conversations with distributors, their site activity increased. The benefit is that these companies had lower sales declines (and some increases), and were able to better serve their customers.

A further benefit is that their remote workforce had access to an online resource, other than manufacturers, for quick, easy, product research.

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2020 q2 Pulse of Lighting FindingsChannel Marketing Group’s 2020 Q2 Pulse of Lighting Report projects that the lighting market, through electrical distribution, contracted by 20%.

The survey, conducted the third week in June, received responses from 164 individuals who equally represented industry stakeholders.

Distributor Performance
Very few distributors reported either flat or positive performance with over 30% reporting declines of over 30% for the quarter.

 

 

 

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EikoEIKO has announced the the introdutction of EiKO Marketplace, a digital storefront, located in the EiKO Portal. Developed to market and sell promotional specials and excess inventory including generational, overstock, and niche products; the EiKO Marketplace presents an opportunity to offer high-quality lighting at incredible savings.

Due to the rapid development and generational changes of LED technologies the timing is perfect to launch the EiKO Marketplace as an outlet to sell high quality, value-priced products.

 

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LevitonLeviton Canada is pleased to announce the nomination of Thomas Supinski as Sales Director for Alberta and the Prairies as of June 1st, 2020, as Julie Marineau will be moving to Montreal along with her family. Julie will be promoted to Vice-President, Retail at Leviton Canada’s head office.

Thomas has been residing in Calgary since 2003 and has a deep understanding of the regional market and its specific needs.

 

 

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Peers & Profiles

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  Sonepar is excited to introduce Anju Uddin as the new Marketing Manager for their Ontario ...
Electro-Federation Canada’s Young Professional Network (YPN) is a fantastic tool for industry ...
Sean Bernard is the Intelligent Controls Manager, Canada for Ideal Industries. Sean resides in ...
Christina Huang is a Senior Contracts Manager for Schneider Electric. She has a varied, technical ...
Jenny Ng is a Business Development Manager for the Power Solutions Division of Schneider Electric. ...
With over 60-years of experience in the lighting industry, CBC Lighting has established itself as a ...

 

Anju UddinBy Blake Marchand

Sonepar is excited to introduce Anju Uddin as the new Marketing Manager for their Ontario Region! Anju has more than 15 years of experience as a marketing expert, which includes running an independent agency working with a multitude of businesses in various industries and geographies from around the globe. 

With a passion for reinvention and finding success through a commitment to education and innovation, Anju has utilized her exceptional creativity and business acumen to engineer seamless brand experiences...

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