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?





 

 

Statistics CanadaThere were slightly fewer active businesses (-0.1%; -1,208) in May compared with a month earlier, marking the first time since May 2020 that the number of closures outpaced openings.

The number of business openings decreased by 11.5%, the largest percentage decrease since December 2018 and the second consecutive month with negative growth (Chart 1). The number of business closures declined by 2.9%, following a 2.5% increase in April. The decline in the number of business openings in May was largely driven by fewer entrants (-16.4%). The number of entrants in May was below the 2015-to-2019 average for the first time since August 2020. 

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488 Days of COVIDBy John Kerr

Looking back to early 2020, the industry entered the first quarter with a sense of a solid year ahead, one that would easily eclipse 2019, and then in mid-March the brakes went on and relatively quickly.

On both the supplier and distribution sides, many took a reactionary stance and then quietly planned their next moves. Thinking differently, adding stock and doubling down on inventory, looking at alternative shipping methods and figuring out how to stay close to the customer are among the attributes of those that pivoted well and have come out of the dark in great shape.

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Non-Mortgage Borrowing from Chartered Banks in March 2020The outstanding credit debt of private non-financial corporations doubled from the height of the financial crisis in 2008 to early 2020. At the onset of the pandemic in March 2020, businesses added a record $52.1 billion in credit debt to their balance sheets. However, according to a new study, as other sources of financing became available and businesses adapted to the pandemic, outstanding loan balances with banks declined for eight consecutive months.

The study Trends in Canadian business debt financing: Before and during COVID-19 looks at the types of credit debt private non-financial corporations incurred prior to and during the COVID-19 pandemic, and examines how they used that liquidity to weather the economic turbulence during this period.

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Investment in Building Construction - May 2021Investment in building construction cooled slightly in May, decreasing 1.9% to $19.4 billion. This was the first drop in seven months. Residential construction investment (-2.7%) was down for the first time since April 2020, while non-residential construction increased slightly.

On a constant dollar basis (2012=100), investment in building construction declined 2.7% to $14.8 billion in May.

 

 

 

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David GordonBy David Gordon

As we transition from the pandemic many wonder about the future of sales, meaning, “What will the sales process (sales model) look like in the future,” and, essentially, “What is the role of / for outside salespeople?”

In reality, this question was asked pre-pandemic as management lamented that Sales wasn’t being as productive as they desired. Companies are always seeking to improve their processes, whether it is having salespeople better penetrate accounts, identify and call on new customers, use a different (new?) sales method...
 

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Changing Scene

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Beginning October 1st, 2021, we are pleased to announce CSA Enterprises Limited will be become the ...
 Canada’s National Electrical Trade Council (NETCO) is pleased to announce that IDEAL ...
IMARK Canada announces 2021 Award Winners-Oscan and Kidde take top honors.     ...
More ultraviolet (UV) radiation-emitting and ozone-generating devices such as lights and wands have ...
 Leviton Lighting Canada has announced David Janowski as the new Eastern Regional Sales ...
EdisonReport has announced their 5th Annual Lifetime Achievement Awards.  These Awards will be ...
The Executive of Gerrie Electric Wholesale Limited has announced that Jason Krehl joined the team ...
 The Executive of Gerrie Electric Wholesale Limited has announced that Scott Currier joined ...
The 2021 Sapphire Awards, one of the lighting industry’s top honors, announced ...
 David Gordon, President of Channel Marketing Group, will provide insights from the Rep ...
 

 

Signify“In the second quarter we saw an acceleration of the pace of recovery in comparison to the first three months of the year,” says CEO Eric Rondolat. “We successfully executed our strategy as demand for our connected lighting offers and our growth platforms remained strong.”

The consumer segment held its momentum and demand for conventional products proved resilient. The professional lighting segment showed sequential improvements, while still impacted by both extended lockdowns and supply constraints. Overall, we managed to improve the operating margin by 190 basis points and generated a solid free cash flow. 

 

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Adrian ThomasSchneider Electric Canada, together with the France Canada Chamber of Commerce Ontario (FCCCO) is proud to announce Adrian Thomas as the newly elected President of the European Union Chamber of Commerce in Canada (EUCCAN). Thomas, who currently serves as the country president of Schneider Electric Canada is entrusted with continuing the growth of EUCCAN by reinforcing transatlantic cooperation between the European and Canadian business communities.  “I am deeply honoured for the opportunity to join EUCCAN as their new President and build on the growth they’ve experienced in recent years,” says Adrian Thomas, Country President of Schneider Electric Canada. 

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Agents of ChangeAgents of Change is an event for stakeholders from Canada's electricity and beyond to build capacities in diversity, equity and inclusion.

Agents of Change is a one-day event focused on equipping attendees with the tools they need to address the challenges under-represented groups face in the workplace. Women, Indigenous people, racialized people, persons with disabilities, LGBQ+, gender diverse people and newcomers to Canada are under-represented in electricity and often face systemic barriers. We have the power to change this disparity and transform our sector into a paragon of equity.

 

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Flemming Jensen, Jason Samuelian, and John ClancyLED lighting solutions manufacturer Espen Technology has announced three changes to its sales management team.


Flemming Jensen (left), previously was Vice President of the Central and South Regions, has been promoted to Senior Vice President, Sales and Marketing. Flemming brings over 40 years of industry experience in the distribution, ESCO, and agent markets. He will focus on continuing Espen’s top line growth, in the coming years.

 


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Edison ReportEdisonReport has announced their 5th Annual Lifetime Achievement Awards.  These Awards will be presented the Tuesday evening, 26 OCT before LightFair begins on Wednesday, 27 OCT.

Judges for 2021 were Paul Pompeo, Nancy Clanton, and Donny Wall.  Clanton stated, “Selecting individuals for this award was extremely rewarding especially in identifying the leaders and innovators, including world class lighting designers and researchers, that truly have made a tremendous positive impact in our lighting industry.”

 

 

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Peers & Profiles

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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 ...

 

 

Brett NicholdsBy Blake Marchand

Illumisoft Lighting is an innovative company headquartered in Ottawa that focuses on suspended ceiling troffer LED fixtures that utilize optical film technology to achieve a high level of performance and efficiency.

Their flagship product is the EcoWing, which is available for new construction and fixture in fixture retrofits. Their primary application target is office buildings, hospitals, and dealerships. Recent projects include the Department of National Defense building in Ottawa, AMPED Sports Lab, Queensway Carleton Hospital, and Surgenor Automotive Group.

 

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Jeffrey MoyleBy Line Goyette

“The ongoing integration of Rexel Utility into our Canadian business platforms has underscored our responsibility as an organization to find creative solutions for today’s challenges, as well as to prepare for tomorrow’s opportunities.”

This quote from Jeffrey caught my attention. Vice President, Supplier & Digital Strategy at Rexel Canada Electrical Inc., Jeffrey has extensive experience in the industry and is a graduate of the University of Western Ontario with a Master’s in Business Administration, focusing on internarial leadership.

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