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?





 

 

Contribute Your Product Knowledge to Develop the Industry’s Harmonized Data Model (HDM)

IDEA Harmonized Data ModelHave you heard about the industry’s Harmonized Data Model (HDM) initiative? IDEA, in partnership with NAED, is calling all product experts to get involved and be recognized by the industry. People who join the Product Expert Task Force will impact the future of the electrical distribution channel.

In the next 6 months, subject matter experts (SMEs) will be harmonizing the categorization for dozens of product categories. It’s an opportunity for industry experts to participate as a SME in the HDM initiative.

 

 

 

For more information Go Here.


 

 

McKenna

By Rhonda Cox, Regional Sales Manager, Western Canada, EGLO Canada

It is with pleasure that EGLO Canada annouces the nomination of McKenna Agencies as our representation in the specification market as well as electrical distributor channel for the markets of Alberta, Yukon, Northwest Territories and parts of B.C.

Covering various interveners within the specification market (engineers, architechts and designers), McKenna Agencies is a privately-owned-andoperated company whose history under its current ownership dates back to 1988. 

Read More


 

Sonepar CioffiRenato

Sonepar has officially signed an agreement for the acquisition of 100% of shares in CioffiRenato. Founded in 1974, CioffiRenato is a company active in the distribution of electrical material operating in the Lecce province, with its headquarters in Casarano.

In 2021, with its two branches serving all the area, the company recorded sales of around €10 million. It employs 17 associates and 2 sales representatives. Thanks to this acquisition, Sonepar, already present in Puglia with six branches, will strengthen its business in the region.

 

 

Read More


 

Chris Farrah

Electrozad have recently announced the retirement of Sales Representative Chris Farrah, on July 29th, 2022. Chris began his career with Electrozad on February 20th, 1983. His first position was doing deliveries as a truck driver, then advanced to a warehouse position, then a Customer service/Counter sales representative.

Finally in 1991, Chris was promoted to the position of Sales Representative where he continued to excel and increase his relationships with customers and vendors for the remainder of his career. Chris had been a valuable member not only of Electrozad's business but of the Electrozad family too. 

Read More


 

Franklin Electric

 

Franklin Electric Co., Inc. released its third annual Sustainability Report this month, once again providing transparency, insight and data related to the Company’s performance toward Environmental, Social and Governance (ESG) initiatives and goals. The commitment to these initiatives and goals led the Company to be named to Newsweek’s 2022 list of America’s Most Responsible Companies.

This year’s report includes several details related to product advancements, employee health and wellness programs, and manufacturing initiatives. 

Read More


 

 

Changing Scene

  • Prev
Ramy Yousif of Westburne is pleased to announce the appointment of Doug Bunting as Senior ...
Hammond Power Solutions (HPS) a leading manufacturer of dry-type and cast resin transformers and ...
Rexel Canada has recently announced it has acquired the Ontario based wire harness and cable ...
As part of its ongoing modernization efforts, Southwire has announced the installation of new ...
Supporting its long-term modernization strategy and building on its goal to remain generationally ...
Franklin Empire Inc., the largest independently owned electrical distributor in Canada, and MONTONI ...
Franklin Electric Co., Inc. is pleased to welcome Kyle Carron to its Industrial & Engineered ...
Adding continued investment in Canada to its core foundation of innovative Design, installation ...
AD and Torbsa Limited are announcing an agreement to merge the two groups. The ...
AimLite is proud to announce that its Products Warranty has been awarded certification by the ...
 

 

Doug Bunting

I am pleased to announce the appointment of Doug Bunting as Senior Sales Manager, Western Ontario District effective Aug 2nd, 2022. Doug will continue to report directly to me. Doug is a well-known industry veteran who has held many leadership positions over his 35 years with Westburne.

In this role, Doug will drive commercial sales activities and will help recruit, mentor, and develop our team of commercial account managers, branch staff, and project managers. He will focus on accelerating sales growth in the Western Ontario District and will play a key role in supporting vendor and customer relationships.

 

Read More


 

Greg Parsons

It is with mixed feelings that Stanpro recently announced that Greg Parsons, Vice-President of Sales, will be retiring at the end of the year. Greg has been with Stanpro for the last 18 years as well as four years with Standard prior to joining Stanpro. Greg has been a key contributor to the success and growth Stanpro has known. He has been the face and leader of the sales force; he has built strong long-lasting relationships with customers and partners and he has been a pillar and mentor for many.

With Greg retiring, Stanpro are very pleased to announce the nomination of Adam Silverman as the National Sales Director. This nomination is effective immediately. 

Read More


 

Jennifer Penton

Magic Lite is proud to announce the appointment of Jennifer (Jen) Penton to the position of National Sales Manager. Jen joins the team with a proven track record having spent the last 10 years in business development and project management with engineering consulting firm GHD.


Prior to this she earned a PhD at the University Of Western Australia. As the daughter of Magic Lite founder and CEO Tom Penton, Jen is very familiar with the company and its operations and is looking forward to bringing her passion and drive to the family company.

 

Read More


 

AES Acquisition

RESA Power, LLC has recently announced the acquisition of Advanced Electrical Services, Ltd. Based in Alberta, Canada, Advanced Electrical Services (AES) is a NETA accredited company that has two locations in Calgary and Edmonton from which it has been providing electrical testing services since 2008 throughout Western Canada.

AES specializes in providing medium and high voltage services and products into the renewable energy, mining, commercial, utility, and oil & gas market segments in Western Canada. RESA Power was acquired by Investcorp, a leading global alternative investment firm, in December 2021 and this marks the first add-on acquisition under their ownership.

Read More


 

Peers & Profiles

  • Prev
  The Sonepar Ontario Region is proud to announce the relocation of their SESCO Central ...
Charlie Harte is the Canadian President & CEO for LEDVANCE LLC, as well as holding the role of ...
 This past July, Kerith Richards, who has worked for Service Wire Company for the last seven ...
Illumisoft Lighting is an innovative company headquartered in Ottawa that focuses on suspended ...
Electrimat is an independent Quebec-owned company that has specialized for 40 years in the ...
In July, Eaton announced that Vice President, Channel – Electrical Sector, Matt Cleary would be ...
Mission Technical Solutions is a recently established sales agency founded by industry veteran ...
Omid Nadi, Trade Marketing Manager with Ledvance, is a Ryerson University grad coming out of their ...

Copper $US Dollar price per pound

Kerrwil Publications Great Place to Work. Certified December 2019 - December 2020

538 Elizabeth Street, Midland,Ontario, Canada L4R2A3 +1 705 527 7666
©2022 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