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We often hear about how much the electrical industry is changing and how new and improved products and an ever broadening number of global manufacturers are disrupting how the wholesale market operates.
The best memory I keep from CEDA is the way that they accepted me when I came into the business. The welcome they gave to me, all of them men. (In those days there were not many women in business.) This welcome I will always remember. CEDA has played a very important role in my success.
In the 1930s to 1940s, CEDA’s Western Canada membership was very stable with old line independent companies like Horsman, Ashdowns, Brettell, Marshall Wells, Electrical Supplies Ltd., etc.
Read more: Recollections: Burt A. Robinson — Honourary Life...
Prior to the late 1950s there was little if any involvement in CEDA by the so-called “national suppliers.” They felt that the organization was more an association of local and provincial independently owned suppliers.
Read more: Recollections: J.E. Milburn, Honourary CEDA Life...
As 2017 marks the 150th anniversary of Confederation, we take a look back at an aspect of the history of wholesale sales in Canada.
The resource-based industries of the Maritimes are looking to electronics to make their operations more productive. This trend, in concert with the tremendous amount of work offshore oil development will provide, suggests a glowing future for distributors in the region. Kip Roberts, President of Harris and Roome Ltd., Halifax, points out that several industries are modernizing and much of their new equipment will be purchased from electrical distributors.
Electrical distributors must remain in both the electronic and electrical ends of the business to be successful, said Bryan Smith, President of Electrozad Supply Co., Windsor, from 1977 to 1982. “The electronics is the brains end of things. The electrical side is very important too.” Among areas where electronics have made a strong impact were programmable controllers, cable and instrumentation, which have gone completely electronic.
Read more: Electrical and Electronic Wholesaling in Ontario...
The public’s strong interest in energy-saving products should continue in the coming years, providing a boom for electrical distributors, forecasted Lew Searle of Amesco Ltd., Winnipeg. These products included lamps, ballasts, electrical furnaces (especially in new homes), and central air conditioning. He said the demand for air conditioners had increased sharply, indicating to him that air conditioning is no longer the preserve of the affluent. Upgrading gas furnaces was providing distributors with dividends as well, Mr. Searle said, noting that new panels, circuit breakers and other equipment were required.
Even in a principally agricultural province like Saskatchewan, the impact of electronics on the electrical distribution industry will be “very Big”, forecasts Ward Johnson, president of Ward Johnson Electric Ltd, Regina.
Electrical distribution companies operating in British Columbia will continue to get larger while most smaller independents will gradually disappear, predicted Art Reid, manager, B.C. District, Wesco Westinghouse Sales & Distribution Co. of Burnaby.
Best Practices: Marketing
Everyone 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.
Magic Lite Announces New Sales Agent for the GTA
Magic 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.
Latest Articles
Mentoring: Good for Business, Good for Employees
By Carol McGlogan
EFC has just polled our members to determine the game changers that keep them up at night. Understandably, COVID-19 topped the list this year. However, talent remained the biggest issue outside of the pandemic. In September, members will have a chance to gather insights from EFC’s most recent research study: Talent for an Emerging Workforce.
This is not intended as a spoiler alert, but “upskilling of current employees” is identified as one of the critical strategies that members need to employ...
Manufacturing Sales Rose 20.7% in June
Manufacturing sales rose by a record 20.7% to $48.7 billion in June, following an 11.6% increase in May. Many factories operated at a much higher capacity in June, with the capacity utilization rate (not seasonally adjusted) for the total manufacturing sector increasing 10.9 percentage points to 73.3%.
Consistent with the increase in sales and capacity utilization in June, the May reference month release of the Canadian Survey on Business Conditions indicated that almost one-fourth (23.9%) of manufacturers expected to increase their number of employees over the next three months. Still, the capacity utilization rate remained 8.0 percentage points below the June 2019 level (81.3%).
Wesco Canada — The New Path Forward
By John Kerr
Last week Wesco held its first call detailing its results post merger with Anixter. This meeting followed Wesco’s agreement with Competition Bureau Canada to divest its legacy utility businesses (Trydor, Brews and Laprairie), along with its datacom business with annual revenues approaching CDN$200 million, according to the release of August 6.
Canadian Electrical Wholesaler estimates the merged group after divestitures will reach just under CDN$2 billion, making it the largest electrical distributor in Canada ahead of Sonepar and Rexel...
Changing Scene
EFC Supply Chain Summit Going Digital
EFC’s 2nd Annual Supply Chain Summit will be held virtually. You won’t want to miss this event…where the electrical industry meets modern supply chain technologies and emerging trends.
Overview: Digital technologies have amplified the features and functionality of our electrical products and are fast-becoming mainstream in how we service our customers and partners. Learn how your organization can pivot its supply chain strategy towards a digitized and automated enterprise, optimizing supply chain management to reach new service levels, lower costs and improve overall operational effectiveness.
AD’s New Canada Warehouse and Meeting Center Opens to All Canadian Members
AD is announcing that its new Canada warehouse and meeting center, located in the greater Toronto area, is officially open for business. The new facility provides Canada-based AD members with redistribution of over 75 product lines of industrial, safety and janitorial items, including private-label brand Tuff Grade.
The original warehouse location came to AD as a part of its merger with IDI in 2019. Until now, it was available exclusively for use by members in the Industrial & Safety-Canada Division. The new facility, nearly double in size from the former location, broadens the scope of AD’s warehousing capabilities to all AD divisions in Canada, paving the way for growth and added services for members.
IMARK Electrical adds Steven Wright as VP, Supplier Relations
Mr. Steven Wright joins IMARK Electrical, Inc. as the Vice President of Supplier Relations and Development effective September 1, 2020. Mr. Wright will report to Jerry Knight who is transitioning to President of IMARK Electrical as of November 1, 2020.
Mr. Wright comes to us with a varied background in wholesale distribution with Vallen / Sonepar, WESCO, Ace & True Value Hardware.
New Outside Sales Rep at Ricard Agency
The addition of a new member to Ricard Agency’s team is in line with the growth and development strategy the agency has envisioned for the province of Quebec and the Ottawa region.
As an outside sales representative, Corinne Galarneau will mainly cover the south shore of Montreal as well as the eastern side of the island. She will represent and support manufacturers in Ricard agency’s portfolio while developing strong, ongoing relationships with prospects and customers.
With over 12 years of experience in public relations and marketing, Galarneau excels in business development, more specifically in the sales of world-class products and services.
Peers & Profiles
Southwire Canada President Tim King: A Leader in Listening
By Line Goyette
Tim King, Southwire Canada’s new President and first Canadian to assume the role, has taken the helm in the midst of the midst of the COVID-19 health crisis.
Previously, Tim served as Southwire Canada’s Director of Finance, HR and Administration. He has a background in economics and finance from Wilfred Laurier University. As a student, he was convinced that having a solid understanding of finance and economics would be an essential foundation to build his professional future. Over the course of his career, he purposefully acquired a broad range of skills, experience and knowledge to succeed in his new role. “I’ve had the opportunity to have worked for two large Fortune 500 corporations and I was very fortunate to have been exposed to many areas of the business. In fact, I have held 9 different roles in 15 years, in finance, operations, marketing and sales.”
Trevor Elliott on the Formation of Mission Technical Solutions and Panduit Partnership
By CEW Editorial Team
Mission Technical Solutions is a recently established sales agency founded by industry veteran Trevor Elliott. Panduit announced it would move to an agent representation model across North America earlier this year and named MTS as its Canadian representative, outside of the Atlantic provinces.
In this role, Elliott brings a long history in both supply and electrical distribution in Canada and he and his team are experienced in the Panduit electrical product line. Joining Elliott are Jean Pierre La France, Dennis Wight, Keith McRobbie, Kevin Wilkinson and Paul Stoynich.
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