Canadian Electrical Wholesaler

Today's Business EnvironmentDavid Gordon 

In today’s business environment, if you’re uncomfortable you’re probably in a stagnant mode, gross margins are decreasing, costs are rising, you have inefficiencies in your business, key associates are quietly looking for new opportunities, your competitors are quietly increasing their share within “your” customers, you’re seeing more customer churn, succession issues are creeping up and you’re losing some sleep at night.  But you’re comfortable and aren’t having to make tough decisions like … “How do I improve my business?”

Okay, a little harsh and some of you are thinking “We’re not experiencing any of that but we’re comfortable?” and others are thinking “Why should comfortable be bad?”

The reason a state of comfortability should be a warning sign is that your customers, your prospects, your associates, your competitors, your suppliers and other economic and regulatory environments are in a state of constant change. The key to tomorrow’s success is how you anticipate opportunities and continuously invent and reinvent yourself.  Consider the quality concept of “continuous process improvement” – how should this be applied throughout your company … and quicker than ever before!

I was recently at a client’s sales meeting and the president of the company spoke for a few moments… but powerful words.  He was pleased that his company has come so far in 30- plus years but even more so in the past 5-7 years.  He said he lives in a state of “constant uncomfortability” and wanted his management team and salespeople to also live in this state.

This “state of constant uncomfortability” enables him, and he feels them (the company) to:

- keep a pulse on the market

- sense change (from customers, in suppliers, the need for staff development / recruitment, new service / product development, etc)

- continuously challenge themselves

- adapt to capture opportunities

- identify areas for prudent, profitable investments on a regular basis to better support their customers while at the same time improving processes and gaining cost / process efficiencies

- upgrade staff

He essentially said that change is key to success.  It’s a required attribute of a company and an integral aspect of their culture. He knows that yesterday is different than today and that today may not be the roadmap for tomorrow (his words). Consider, the past and the present do not have to be precursors of your future.

An interesting message to give to a management team and sales organization.

Now that we’ve crossed the halfway point of the year, some companies start to think about their 2015 planning. Perhaps:

Set an annual goal to have change … in sales approach, offering, services, operational processes, customer approach, marketing strategies / tools, etc.  

Review your strategies and ask 

“What could I change?”

“What should I change?”

“What needs to change?

(When I managed IMARK’s marketing initiatives, I had a rule that any strategy that didn’t generate at least 25% membership participation needed to be overhauled or cancelled.  Other initiatives were reviewed for change.  The result – a reallocation of marketing funds and ensuring membership was satisfied (25% was set due to membership diversity.)

And change ensures you have something to communicate to customers, suppliers and staff … change is about insuring tomorrow.

And as Stan Rydzynski says “Every attempt to move forward requires the knowledge of the past and present to formulate a strategy to grow profitably”.

How does your company embrace change?

David Gordon is President of Channel Marketing Group. Channel Marketing Group helps manufacturers and distributors in the construction and industrial trades generate ideas to accelerate revenue through strategic planning, marketing planning and coaching and market research initiatives. He can be reached at 919.488.8635 or by email at: This email address is being protected from spambots. You need JavaScript enabled to view it. or visit www.channelmkt.com, or www.electricaltrends.com

More in CEW by David Gordon:

Innovation Takes Culture, Not Only Books: Part 1

Innovation Takes Culture, Not Only Books: Part 2

The Amazon Supply Threat

Selling Lighting or Selling Data?

10 Tips for Taking Share

Is it Time to Hit the Reset Button?

Boosting Performance at Your Webstore

Amazon Upgrades from Supply to Business

Evolving the Role of Marketing Within Your Distributorship

Strategies in Light Observations: Distributor LED Opportunities

Are You Ready To Sell LEDs Differently?

16 Distribution Industry Trends for 2016

Lighting the Way to Demand Creation

Sales Making Excuses?

Converting Emails Into Sales Through Thoughtful Communications

Learning from Amazon and Generating Ideas

Turning Your Staff into a Competitive Advantage

Internet is Impersonal

Sales and Marketing - How Can Joint Sales Calls Become More Effective

Creating Demand to Drive Profitable Growth

Is Your Company a Kool-Aid Drinker?

What Manufacturers (and Their Reps) Don't Know About Distributor Joint Sales Calls

What is Marketing's ROI?

Not All Is Meant for Online

Point of Sale… Profits Lost?





 

 

David Gordon New 400Everyone is an expert in pricing. It’s either too high or too low based upon your role. Salespeople like it low. Management wants it high. The customer wants it “right” which, usually means “competitive” or “It’s reasonable for the value I am receiving.”

And the term “value” is intriguing as it infers that you understand
• the value that you bring
• the value that your product / service brings
• the competitive landscape (which also includes alternatives and inertia)

But I digress. 

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LDS Magiclite LS 400Magic Lite has announced the signing of Lightspec Canada Inc. as their Specification Sales Agent for the GTA.

As the Canadian Division of Lightspec, LLC, NY, this agency is headed by Steve Danzig as President and Neil Whiteford as Sales Manager. This talented sales team has over 150 years combined experience with Lighting Design, Applications, Lighting Controls, Distribution and Project Management. They are committed to bringing attentive service and expertise to their clients for their designs, projects, lighting requirements and acting as their trusted advisor and partner.

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COVID-19By Atul Minocha, Dawn Werry, and Kimberly Miller

When the pandemic first hit, the industrial manufacturing sector was changing daily. Now, at the start of the recovery phase, the whole industry is adapting. Some companies have had to find completely new markets for their products, while others have started making completely new products. Across the board, supply chains have been disrupted. Buyer behaviours have changed and go-to-market strategies have had to adjust in order to keep business moving. Here are four ways industrial manufacturing companies can recover from COVID-19:

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Gurvinder ChopraBy Gurvinder Chopra

In June 2019, the U.S. grid regulator, NERC, issued a warning that a major hacking group was conducting reconnaissance into the networks of electrical utilities. Just one month later, several major industrial firms announced they had been victims of a state-sponsored hacking campaign.

A year later, hackers targeted over 75 organizations around the world in the manufacturing, media, healthcare, and non-profit sectors, as part of a broad-ranging cyber espionage campaign.

 

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Value of Building Permits - JuneThe $687 million Oakridge Centre mixed use redevelopment project in the city of Vancouver helped raise the total national value of building permits 6.2% to $8.1 billion in June, to a level comparable to pre-COVID levels. Overall, seven provinces reported gains for the month.

Residential permits rise

The total value of residential permits was up 7.0% to $5.3 billion, with gains posted in six provinces. British Columbia posted its third largest value on record for residential permits in June, up 20.4% to $1.3 billion due to large projects such as the Oakridge Centre redevelopment. 

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Changing Scene

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SouthwireSouthwire has long held a commitment to sustainability, dating back to its first official sustainability report in 2007. Reflecting that commitment, the company recently launched its 2019 sustainability report, prepared in accordance with the Global Reporting Initiative (GRI) Standards, featuring an exciting new goal called Carbon Zero.

The 2019 report highlights all areas of sustainability at Southwire and showcases the company’s most significant impacts by focusing on its five key tenets – Growing Green, Living Well, Giving Back, Doing Right and Building Worth.

 

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CSAOn May 8, 2020, Gianluca Arcari was appointed Executive Vice President & Chief Commercial Officer at CSA Group, reporting to David Weinstein, President & CEO. In this role, Gianluca will be responsible for growing CSA’s global Testing, Inspection and Certification (TIC) organization. Leading a team of more than 200, Gianluca will guide and develop global commercial market sector strategies across CSA Group’s global business units in Home and Commercial, Industrial and Healthcare.

“Gianluca is widely known and respected for his technical and business skills both within CSA Group and in the global TIC market, making him an excellent choice for this role,” said David Weinstein.

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Robin Billingsley"It is with heavy hearts that we inform you of the passing of our longtime Marketing Manager, Robin Billingsley," said Beghelli General Manager, Bruno R. Ardito in a heartfelt letter to Beghelli customers.

"Robin had been battling breast cancer for the past few years and on July 23rd, Robin’s battle ended at 40 years young. We have had the pleasure of working with Robin for 13 years and in those 13 years, she executed many of the products and programs we have today. Robin truly represented Beghelli/Beluce ideals, philosophy and vision. 

 

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Peers & Profiles

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Sean Bernard is the Intelligent Controls Manager, Canada for Ideal Industries. Sean resides in ...
Jenny Ng is a Business Development Manager for the Power Solutions Division of Schneider Electric. ...

LDS CBC Lighitng logo 400By Blake Marchand

CBC Lighting has established itself as a premier lighting wholesaler in Canada as well as the U.S. During the pandemic they were able to leverage that expertise to help fill an increased demand for T-UV lamps and ballasts.

Obviously with the global pandemic there has been increased focus on PPE and other sanitary products like hand sanitizer, disinfectant wipes, as well as Ultraviolet light that kills germs. LDS has published several reports from industry organizations that have recently conducted research studies on the effectiveness of T-UV lamps on neutralizing the COVID-19 virus. 

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