Volume 3 • Issue 20
Message From The Editor
The future is here. It's a good time to think about it
All our contributors are feeling the winds of change. Some are seeing it in market research; others through their clients or from observing the playing field from their vantage point of experience and expertise. All say that change has arrived and that the future is here. New players are among us and some have to be tamed; others force us to review how we do things. To find out how these changes will affect the distribution channel, and apply the changes to your advantage, our guest manufacturing agent for the next two months, Murray Chamney, talks here about the importance of customer relations. Everyone agrees that customer service is an essential differentiator at a time of breakthrough technologies, but this reality seems to be particularly true for manufacturers' agents. Good reading!
Line Goyette, Managing Editor
linegoyette@kerrwil.com
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Changing Scene
- Hammond Manufacturing Appoints New Montreal Region Sales Representative
Hammond Manufacturing (Electrical Enclosures Group) has appointed Benoit Duteau as its new sales representative for the Montreal South Shore and Ottawa territories…
- IMARK Canada Hosts 2016 Annual Meeting in Quebec City
Over 135 senior executives from IMARK Canada member distributor and IMARK Canada supplier executives attended the meeting, held September 28-30…
- Nora Lighting Signs New Atlantic Canada Sales Rep
CSA Enterprises Ltd., based in Halifax, Nova Scotia, now represents Nora Lighting in New Brunswick, Prince Edward Island, Newfoundland/Labrador and Nova Scotia…
- EFC's 6th Annual Future Forum — Register Today
"Thinking Smarter: Channel Products, Energy, Customers & Cities" provides a unique opportunity for Electro-Federation Canada members to gain insight on how to strengthen and expand their sales and marketing strategies, taking into account new market trends and innovation…
- Panasonic Lighting Americas Hires Director of Business Development ESCO/Retrofit
In his new position as director of business development ESCO/Retrofit, Rommell May is responsible for creating and implementing a strategy for specification of Universal Lighting Technology products in the ESCO/Retrofit channel…
- The NAW Institute for Distribution Excellence Publishes Research Study on Digital Investments
The NAW Institute for Distribution Excellence's new research study, Getting Results From Your Digital Investments, helps distributors build a digital vision for their companies and take action to execute it…
- Schneider Electric Canada to Host Three Residential Surge Protection Webcasts
Schneider Electric Canada is hosting three webcasts that will help you increase margins by selling residential surge protection…
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Opinion
"Bots"
By Rick McCarten
Using artificial intelligence at your distributor counter may seem far-fetched today, but it is not that far off with technology and a little bit of creativity. Everybody knows about robots. Now, there are robot-like "creatures" that can be found in computers or in the Cloud, that can perform similar functions as a robot but exist only within systems. These "bots" run around inside a system doing things for you. They will learn what you like and what you want. Bots can also now study what they do and outperform themselves.
Read More
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Marketing
Is Amazon an Alternate Channel or Just Meeting Customer Needs?
By David Gordon
Yes, Amazon Business is a competitor to distributors. It is also an opportunity for manufacturers given that it represents an additional distribution channel to reach customers. In fact, many of us purchase something from either Amazon or Grainger, the electrical industry's avowed "competitors." You may want to ask your accounting department if your company has an account with either of these companies. And if you do, perhaps it is an opportunity to conduct some competitive intelligence to get a sense of services and pricing.
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Marketing
Nothing Constant as Change… How Is Your Market Intelligence?
By John Kerr
With increasing competition coming at the full-line channel model from a myriad of directions, many electrical wholesalers in Canada are for the first time taking stock of who and what they must deal with in the future. With the recent publishing of our annual Pathfinder Report we get a perspective few have of the industry. Annually this journey allows us many touch points on the market and a view of the evolving sources of supply few others see. They say there is nothing as constant as change, but what are you and your teams doing to address it?
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Manufacturers' Reps
Manufacturers' Reps Are Filling the Service Gap
By Murray Chamney
Over the past number of years, much has been written about the "hollowing out" of management at Canadian subsidiaries of international companies. Often, the Canadian division loses its leadership role to individuals at its head office. A similar transition has occurred among middle management of sales and marketing. As manufacturers and some distributors have pared down their staff, many progressive manufacturers' reps have added staff to fill these voids. Here are some examples of the types of individuals now commonly employed at rep firms…
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Peers and Profiles
LEDVANCE in Canada — Building on a Legacy of Innovation and the SYLVANIA Brand
By Julie Kerr
LEDVANCE GmbH, a new legally independent lamp manufacturing company born out of the former Osram Lamps business division, aims to bring forward "an almost incomparable depth of experience in terms of light, successful products with strong brands, and high-impact sales team." With its newly found independence, the company will be flexible enough to adapt and respond to the ever-changing market landscape, while continuing to pursue new business options, such as intelligent, networked products.
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Economy
Q1 Investment in Non-Residential Building Construction Continues Decline
Investment in non-residential building construction declined for the fifth consecutive quarter, down 1.6% from the previous quarter to $12.5 billion in the first quarter. Nationally, the decrease resulted from lower spending in all three components, with commercial buildings accounting for most of the decline. Non-residential building construction spending was down in eight provinces, with Alberta posting the largest decline and Quebec a distant second. British Columbia and Saskatchewan were the only two provinces to register advances.
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Lighting
Building Permits Jump 10.4% in August
Municipalities issued $7.3 billion worth of building permits in August, up 10.4% from July and the second consecutive monthly increase. The gain was mainly attributable to higher construction intentions in Quebec, Ontario and British Columbia. The value of residential building permits was up 9.6% to $4.5 billion. Six provinces posted increases, led by Ontario and British Columbia. In the non-residential sector, municipalities issued $2.9 billion worth of permits, up 11.6%. Gains were reported in five provinces, led by Quebec, followed distantly by Manitoba.
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In The Next Issue
Is now the time to invest in infrastructure?
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The Electrical Stock Market
Track the stock market performance of 25 publicly traded electrical equipment suppliers and electrical wholesalers. Updated weekly.
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Careers
Time for a Change? New Job Openings
Access the latest job and career opportunities in Canada's electrical industry today. New listings posted regularly.
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Events Calendar
Training, networking and professional development opportunities for members of Canada's electrical industry.
BCEA Emerging Markets Breakfast Meeting
November 1
Burnaby, BC
CanWEA 32nd Annual Conference & Exhibition 2016
November 1-3
Calgary, AB
BCEA LINK Conference
November 2-3
Vancouver, BC
BCEA Kelowna Meet and Greet
November 14
Kelowna, BC
View all Events
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