Canadian Electrical Wholesaler

Sales in 21st CenturyBy Rick McCarten

With the advent of the Internet we can now see three distinct forms of sales: retail sales, Internet sales and relational selling. Which form will dominate this century? This will depend on how each form adapts and utilizes parts of the other forms.

Retail shop sales: Get a building, stock it with products, and advertise to your customer to come in and take stuff off the shelf. You save costs by forcing the customer to incur travel costs.

Internet sales: Similar to the first, your product is on a shelf in a building, except your advertising is to get your customer to visit your Website—not your building. You save on costs for fancy buildings and knowledgeable staff on hand to assist, but you pay for the product travel costs.
 
Relational selling: This concept is where you and your staff go to the customer with product knowledge and high levels of service; you essentially build a relationship with the customer. Relational selling is the basis of our industry’s sales model; it entails three important constituents: manufacturers, distributors and reps. Relational selling cannot compete with the other methods when selling a product to a customer. Where this form competes is in the high volume, rapid product turnover market, where complex items are bulk ordered and jobs require multiple product groups to be coordinated.

In the book, “Dealing with Darwin”, author Geoffrey A. Moore states that though it has been tried many times before, you have to make a choice with your company. Either you are in retail or you are in relational selling. Companies that try to do both often fail. He argues that retail and relational selling are inherently two different disciplines that require conflicting expertise. The latest large company to try to do both was Home Depot; they ended up selling off the “relational” side of their business.

Since that incident, retail and relational selling have gone off and done their own thing… but then along comes the Internet seller.
It remains to be seen if retail sales can be complemented by Internet sales. Both involve advertising and require customers to visit—whether in-store or online. Clearly however, Internet sellers can interfere with retail sales. Look at records and books as front leaders. Retail sees the Internet sellers as a threat to their market. Most large retailers are going after the Internet with their own version.
Recently, Internet sellers have started to go after the traditional relationship sales territory. Amazon has added close to a million Industrial supplies SKUs to their Website. Prices can be greatly reduced as there is no “service” attached to the item.

Approximately ten years ago, a new method of buying was introduced; it was going to be the next big thing. It was called “reverse auctions”. Customers let it be known what products they wanted, and companies bid to sell it to them—with the lowest bidder getting the order. Most customers tried it once and found that the lowest bidder could not preform the services required that intuitively went with the product. Reverse auctions died shortly after as a bad idea.

The electrical industry’s ability to continue improving relational selling techniques will depend on our willingness to adapt the positive customer aspects of the Internet with our understanding of the relational value offered to customers. Done properly, it cannot be beat.

Rick McCarten is Vice President, Electrical Council, Electro-Federation Canada.

 

 

Carol McGloganBy Carol McGlogan

We are on the cusp of a major tidal wave hitting our industry; the onslaught of 10,000 new employees are set to replace the current base who are over 55 years of age and are on the horizon of retirement. This talent refresh brings on many opportunities for progress to address evolving customer needs, new product solutions and supply chain digitization. New skills and new ways of thinking will propel us forward. However, the challenge this talent pool will have is to understand the industry that they have settled in. This challenge is further magnified as the time required to absorb industry knowledge is compressed due to the accelerated exit of industry knowledge.

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Swati Vora-PatelBy Swati Vora-Patel

The Electrical industry is facing a runway of crossroads — and digital innovation intersects each one of the crossroads. Digital advancements in technology are transforming everything from product development and manufacturing to supply chain management and customer purchasing behaviours. While all of these changes have digitization at the core, there’s another factor that our industry needs to bring front and centre: People.

 

 

 

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Value of Building Permits - DecemberThe total value of building permits issued by Canadian municipalities increased 7.4% to $8.7 billion in December. Increases were reported in five provinces, led by Ontario (+10.5% to $3.4 billion) and Quebec (+15.8% to $2.2 billion). For 2019 overall, municipalities issued $102.4 billion worth of permits, up 2.6% compared with 2018.

Value of residential permits up

The total value of permits for multi-family dwellings was up 15.9% to $2.9 billion in December, mostly due to large projects in the census metropolitan areas (CMAs) of Montreal and Vancouver.

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Changing Scene

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On January 31,2020, the new IDEA Connector will go live to over 6500 distributor locations with ...
Arlington Industries has announced the recipients of their rep sales awards for 2019.   ...
EDGE Global Supply, through its subsidiary Technology BSA, completed the acquisition of RK ...
AD is reporting total 2019 member sales across its 12 divisions were $46.3 billion, an increase of ...
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After six years as president of AD’s Electrical Business Unit and chief marketing officer, Ed ...
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AD reported a 13% increase in member sales across its 12 divisions, totaling $35 billion in the ...

IDEA Connector LaunchOn January 31,2020, the new IDEA Connector will go live to over 6500 distributor locations with updates being fed daily by the IDW. Distributors will gain access to IDEA Connector’s Production Environment on February 14, 2020 to verify their migrated extracts and custom maps before they are fully cutover in a phased approach from the IDW to IDEA Connector beginning March 22, 2020.

The IDEA Team is working to ensure a smooth launch. If you are a distributor customer, you’ll receive communications on your cutover date and what you’ll need to do to prepare.

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SouthwireSouthwire has appointed Rahila Dhansi to the position of Manager, Human Resources. In her role, Rahila will be responsible for overseeing Southwire Canada’s HR plans in ways that support our mission and strategy.

Rahila holds a Bachelor’s degree in Employment and Industrial Relations from the University of Toronto and is a Certified Human Resources Leader (CHRL) under the Human Resources Association.

 

 

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Graybar TaylorGraybar Canada announced the retirement of Executive Vice President and General Manager, Brian Thomas, effective March 1, 2020. Upon his retirement, Jason Taylor will be appointed Executive Vice President and General Manager, assuming leadership of Graybar Canada.

Thomas started his career with Graybar Canada, and its predecessor Harris & Roome Supply, in 1987. Throughout his 39-year career in the electrical industry, Thomas held a variety of sales and senior management positions before being promoted to Executive Vice President and General Manager in 2016. 

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Peers & Profiles

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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 ...

Sean BernardBy Blake Marchand

Sean Bernard is the Intelligent Controls Manager, Canada for Ideal Industries. Sean resides in Whitby with his wife, Melissa and their daughter, Everleigh.

Sean joined Ideal Industries mid-2019 after 13-years in lighting, working for companies like Phillips, Franklin Empire, and Standard Products. Throughout that time, he made his way from inside sales, to outside sales and up into management.

 

 

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