Canadian Electrical Wholesaler

Feb 13, 2020

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.

EFC recognized this opportunity over a year ago at a Marketing Network meeting where more than half of the participants were new to the industry. These marketers were tasked with spending their budgets wisely, targeting the right segments and players, and understanding the channel dynamics to develop their value propositions. When asked if they would value training on the industry ecosystem and market drivers, the answer was a resounding “yes”.

The Electrical Industry Playbook is an online training module that reviews the market segments and their drivers, the roles of various industry players, the channel options in the electrical industry, and the project and specification processes. It also outlines the drivers that make the distribution channel successful and how companies can positively impact those drivers.

The playbook is effective for new and existing employees as it provides the “big picture” and allows employees to understand which segments/players/channels they are participating in. This bigger picture will empower employees to better understand the challenges their customers are going through and will allow them to be better problem solvers.

Electrical Industry PlaybookFor managers, the P[aybook comes with a discussion guide to review with module participants. The gold standard for implementing the training module is to take advantage of the discussion guide to customize the training experience to the company’s markets/products/players. For participants, the playbook comes complete with a glossary of terms and a map of the ecosystem, which help further support their learning journey.

Learning through experience is a long road — one that I have travelled. I have been in this industry for 35 years and I wish I had an industry playbook when I started. It would have accelerated my understanding of the market and my effectiveness. As my career developed, I know that different aspects of the playbook would have been meaningful to me.

I am proud of our team and the industry committee that was assembled to spearhead this project. The playbook has received tremendous positive feedback. The comments below are typical of the feedback we have received:

“I completed my training and as a newcomer to the Canadian electrical industry found it to be a great resource in understanding the Canadian electrical ecosystem. I was able to grasp the interrelationships amongst various channel partners as well as gain knowledge of the various types of projects and the bidding process of products. The course definitely gave me a better understanding of the market.” — Saud Ayub, Prysmian Group

“This resource is not only a great refresher for anyone working in the electrical industry, but it provides an amazing jump-start for new talent joining the industry. Thinking what new employees had to learn in the past through endless questions and listening to story-telling over years, is now all mapped out and well presented in this one-hour training module.” — Uri Levy, Legrand Canada

Watch this video and take a brief tour of the playbook: https://youtu.be/W-lkoZt7dqc

For full details and to order your company’s online seats, go to https://www.electrofed.com/efc-training-modules/

Carol McGlogan is President & CEO, Electro-Federation Canada.

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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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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