Canadian Electrical Wholesaler

Electrical-industry-dataCanada generated 48.7 million megawatt hours (MWh) of electricity in October 2013, up 1.1% from the same period in 2012. The increase was led by gains in hydro (+2.1%) and nuclear power (+3.1%) generation. Combined, the two sources represented 78.9% of total power generation. Canadian demand for electricity rose 0.6% to 44.9 million MWh. Exports to the United States rose 11.5% to 4.8 million MWh. Read on for key provincial figures.

Jigsaw SystemsJigsaw’s SPA Control platform is the first contract management system that encompasses the entirety of the SPA management process, from contract setup, administration and auditing SPA rebate claims to measuring contract performance via an impressive array of simple, easy-to-use analysis tools.  The web-based platform, which is currently being used by more than 100 electrical distributors, has thus far delivered impressive results with 40% increases in SPA revenues, 12% improvements in SPA profitability and 85% decrease in administrative expenses.

Improving Electrical Sales CallsThere are really only two ways to increase sales: sell to new customers or sell more products to existing customers. Both require that distributor sales management and salespeople effectively evaluate their customers, and identify new opportunities and manufacturers’ salespeople (direct and reps). Marketplace competitiveness requires a back-to-basics sales approach that differentiates you, especially in light of the movement to more e-communications/e-commerce. No longer will “let’s see what today or this week brings” succeed. Planning and applying basic selling skills are the order of the day, so ask yourself these eight questions.

Sales in 21st CenturyWith 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.

Building Your BusinessIt is always interesting to see manufacturers develop new products for the electrical industry. Lately we have seen an influx of hi-tech products that require a special type of salesperson at the distributor level.  Over the past few years we’ve seen CFL and LED lighting, solar energy, wind power, Wi-Fi enabled lighting solutions, and the expansion of industrial controllers that incorporate new features and related benefits. The challenge for electrical distribution: are you willing to invest time and money in this new hi-tech market by hiring and training salespeople who have the skills to pitch the product and the expertise to answer relevant questions that will arise during a typical sales call?

Best Practices - VMIAs a distributor considering participating in a supplier’s Vendor Managed Inventory (VMI) program, you might be asking yourself, “Why should I let a supplier manage my inventory?” It may seem counter-intuitive that you can improve inventory management and increase sales by allowing suppliers to maintain your inventory. But more and more distributors are happily doing just that with key suppliers. In fact, many distributors are now encouraging key suppliers to include them in their VMI programs. Why? Because for you the distributor it results in increased sales, improved inventory turns, and reduced administrative costs.

 

CEW LogoCanadian Electrical Wholesaler is published by Kerrwil Publications Limited and sponsored by Electro-Federation’s Canada’s Electrical Council. Published monthly, Canadian Electrical Wholesaler reports on news and best practices, and provides market insight into the electrical channel in 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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Electricity Human Resources Canada (EHRC) celebrated innovation and leadership in human resources ...
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 ...
WESCO International announces its results for the fourth quarter and full year 2019.   ...
After six years as president of AD’s Electrical Business Unit and chief marketing officer, Ed ...
WESCO International, Inc. and Anixter International Inc. have announced that their boards of ...
OmniCable has announced the promotion of Chip Barrett to Vice President of Supply Chain and ...
Tom was an entrepreneur, father, grandfather, partner, brother, uncle, friend and humanitarian who ...

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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