Canadian Electrical Wholesaler

 

Online StoryDavid Gordon and Alan Ray

One of the most sought after answers is how do you get performance at your webstore front? Most distributors don’t have good enough data in their ERP systems to run a webstore. So the question becomes how do you build that data, gain trust and increase your sales at your webstore front? We reached out to Stacey Pandeloglou whom we’ve have known for a number of years. His comments as a quest author are shown below. But first a word about the Tech Vision Series of posts.

Electrical Trends’ Tech Vision Series continues…

We continue to reach out to various developers and suppliers of ERP software, functional bolt on software for onsite and in the Cloud offerings. No comment is made about the offering as you interact with various authors. In this issue we look at how do distributors change their “funky” ERP data to enrich it and add pictures, so Internet customers can buy from them. Developing a good webstore in today’s market place is very demanding as a certain percent of sales will move to the Internet.

The issue at your webstore front

Managing the enriched product content needed to drive a best in class web commerce experience has become the defining issue for wholesale distributors wanting to take web commerce seriously. Electrical distributors of all sizes understand that some portion of their business will move to the web for sales, support, quoting and estimating.

Information needed

To obtain the full advantages of selling over the web (typically higher margins), distributors must provide the level of information needed for an informed buying decision. Without that rich data and an excellent search experience (to quickly find the wanted product), a B2B website will not perform well. Buyers (contractors, service providers) need to make certain the product meets their specification before they will purchase online.

Distributor focused

There are many sources for good content, but there are not many distributor focused solutions for managing, editing and sharing the data and driving the intelligent search experience at a webstore front.

About Second Phase

Second Phase, a leading firm in providing customer portals and webstores to wholesale distributors since 2004, has heard from their over 110 distribution customers (all have been Eclipse distributors and they are now integrating with INFOR distributors) and have developed a must-have list of requirements to help solve the data management issue (their number 1 need):

• Must manage the data collection process from all the typical sources for distributors, including data service companies (such as Trade Service and IDEA), vendor provided data, and a distributors’ PIM entered data on a daily basis, which augments the data with real time pricing and availability from the distributors’ ERP software.

• Provide an open source data repository that can be used in different ways by each branch and allow data sharing across groups (e.g., buying groups).

• Provide a very easy to use Product Information Management (PIM) tool for conducting mass edits of the data, configuring auto data imports, setting security on data (private or shared), adding new product data/images/documents, and indexing data for intelligent search capabilities.

• Able to be implemented at the buyer’s group level so every member can add to and access data from a master catalogue that benefits everyone. (“We understand Second Phase and Trade Service collaborated to develop a 330,000 item catalogue for IMARK with over 40 distributor initially committing.”)

• Hosting on a real time scalable service that optimizes speed and security at all times.

• Provides intelligent search features to quickly help the customer “narrow their search”

• Works directly with Customer Portal Solution and other webstores, third party software, and mobile apps needing product data through an industry standard REST API connection.


 

David Gordon is President of Channel Marketing Group, which helps manufacturers and distributors accelerate sales generation and gain insights through channel strategy, marketing planning and market research initiatives. He can be reached at 919.488.8635 or This email address is being protected from spambots. You need JavaScript enabled to view it..

Allen Ray is an experienced business owner/negotiator and consultant who supports manufacturers, distributors and others in the distribution channel with accelerating growth and generating more through put with greater profits for business owners.He can be reached at 817.271.0236 or This email address is being protected from spambots. You need JavaScript enabled to view it.

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?

Are You Uncomfortable? Good.

10 Tips for Taking Share

Is it Time to Hit the Reset Button?

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?





 

 

Swati Vora-PatelBy Swati Vora-Patel

The electrical market is at the helm of innovation — from robotics and automation products that support advanced manufacturing to smart technology in homes and businesses, our industry leads innovation and competitiveness in Canada.

With advanced electrical and automation products shaping how we work, live and play, our industry is continually at the forefront of designing technologies that meet the needs of Canadians today.

 

 

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David GordonBy David Gordon

Many talk about digitizing the channel and the emerging / present digitalization of the industry and then wonder why eCommerce as a percentage of distributor sales is not higher. One major reason is for many distributors their key customer is a contractor.

Much is being invested into the space. Everything from product content to website development / eCommerce platforms (and CMG is involved in some of this in supporting clients as well as involved with ETIM North America).

 

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Investment in Building Construction - March 2021Total investment in building construction increased 5.9% to $18.6 billion in March, led by the residential sector. On a constant dollar basis (2012=100), investment in building construction was up 5.2% to $14.3 billion in March.


Residential investment continues to set records


Residential construction investment increased for the eleventh consecutive month, up 7.6% to $14.0 billion in March.

 

 

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Michelle BraniganBy Michelle Branigan

A career seeker looking for a job. An HR manager looking to hire. Both are looking to fill a need quickly, effectively and as cost efficiently as possible. The career seeker needs to pay their rent or mortgage, and the HR manager knows the cost to the business of the wrong hire.

This is where the need for a well-written job description comes in. All too often job descriptions are outdated, listing requirements that are no longer valid, or failing to accurately portray a clear description of the role and employer expectations.

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Carolina GalloBy Line Goyette

Among the recipients of the 2021 Clean50 Awards announced last month is Carolina Gallo, Vice President Government and Institutional Relations Canada, for Hitachi ABB Power Grids Canada. CEW reached out to Gallo, about the experience. But first, a little about the Clean50 Awards.

These annual awards recognize Canadian leaders in sustainability for their contributions over the prior two years. 

 

 

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Changing Scene

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Liteline has announced the promotion of Evan Sadofsky to Regional Sales Manager for Eastern Canada, ...
Electric Mobility Canada (EMC) and Electro-Federation Canada (EFC) have announced a new ...
Frank Dunnigan, CEO of Techspan Industries Inc., is pleased to announce the appointment of Sean ...
Deschenes Group Inc. (DGI) proudly announces the acquisition of Marcel Baril Ltée (Marcel Baril) ...
Electro-Federation Canada (EFC) represents electrical and automation manufacturers, distributors ...
LEDVANCE LLC, the maker of SYLVANIA general lighting in the US and Canada, announced Charlie Harte ...
Electro-Federation Canada (EFC) once again held its Annual General Meeting virtually this year on ...
It is with great emotion that after 40 years of combined service and leadership of Ideal Supply, ...
Managing change requires a set of soft skills that enables you to harness a growth mindset and the ...
Liteline has announced they will be establishing a Western Canada Regional Office and Distribution ...
 

 

Wayne Long and Jim BenderIdeal Supply is proud to announce that as of January 1, 2021 they have appointed a new Sales Manager for both the Electrical and Industrial divisions.

Wayne Long (left) will serve as thier Electrical Division Sales Manager. Wayne spent 11 years with Ideal Supply in the early years of his career, and was with Benshaw Canada for 20 years in senior sales management roles in Canada and the USA before re-joining Ideal in 2017, as thier Industrial Division Sales Manager. Long is a seasoned executive and has a proven track record of building strong relationships with customers and suppliers, and as a coach to sales teams to grow businesses.

 

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OmnicableOmni Cable located in Brampton, ON, is proud to announce it received IMARK’s 2020 Order of the Golden Maple Leaf Award in its first year eligible for the award.

The Order of the Golden Maple Leaf Award is an annual award that is presented to all IMARK suppliers who meet the set requirements, including supporting members and participating in IMARK Canada’s marketing programs.

 

 

 

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POW-R-Line CS Switchboards by EatonThe Solution to Your Switchboard Needs Now and for the Future.

Introducing Eaton’s Pow-R-Line CS switchboard, the most compact, expandable, service entrance and distribution solution in Canada. This versatile design allows for top or bottom service entrance cables, and expansion sections to the main structure to suit any design requirement.

Eaton’s Pow-R-Line CS switchboard provides a space-saving design advantage with a smaller footprint than any comparable switchboard in the market.

 

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LitelineLiteline has announced they will be establishing a Western Canada Regional Office and Distribution Center. Currently under construction in Langley, British Columbia, the new facility will service British Columbia to Saskatchewan in Canada, as well as the Pacific Northwest and California in the United States.

"As we lightly refer to the facility as “BC/DC”, the new operation will relieve some load for our 160,000 sq ft HQ in Richmond Hill, Ontario, and our other distribution points in Montreal, QC, and Dallas, TX," said the company via press release. 

 

 

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Eaton AR AppAdd or remove switchboard structures according to your construction needs, such as the main incoming with or without Canadian metering requirements, distribution loads, and submain sections. Verify your assembly footprint with thermal magnetic devices such as breakers and fusible switches (with or without meter sockets). Check for clearances and cable landing locations.

No need to guess what configuration will best suit your needs or wonder how the Pow-R-Line CS switchboard will fit in your location.

 

 

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Peers & Profiles

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“The ongoing integration of Rexel Utility into our Canadian business platforms has underscored our ...
Marcos Simard was recently appointed Managing Director of WESCO and Anixter EES Montréal ...
As of February 2021, Martin Stephenson is the new President and CEO of Signify Canada. Given that ...
This past December Jennifer Green was honoured with Canada’s Most Powerful Women Top 100 Award for ...
Rob Dewar is President of AD Canada as of this past January, when AD announced it had made the ...
Electrimat is an independent Quebec-owned company that has specialized for 40 years in the ...
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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 ...

 

Marcos SimardBy Line Goyette

Marcos Simard was recently appointed Managing Director of WESCO and Anixter EES Montréal (Electrical & Electronic Solutions). This young manager, a graduate of the University of Quebec in Trois-Rivières with a degree in business administration and holder of a post-graduate degree from Laval University in Information Technology Management, does not seem destined for a career without unexpected shifts.

Marcos has been with WESCO since 2015. We remember that in 2020, WESCO proposed a merger with Anixter...

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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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