Canadian Electrical Wholesaler Eaton
Canadian Electrical Wholesaler is published by Kerrwil Publications Limited with support from the EFC
Volume 3 • Issue 22

Message From The Editor

The people and the times are changing

And no, I'm not talking here of the election of the new American president. Instead, it's a nod to Bob Dylan, the most recent recipient of the Nobel Prize in literature, as well as a message from our contributors in this issue. We often talk about disruptive technologies, but the actual products and how we sell them are perhaps also disruptive. Contributor Rick McCarten touches on this in his discussion on changing perceptions of product value. You'll also find in this issue a portrait of a family that certainly doesn't hesitate to opt for innovation. Good reading!

Line Goyette, Managing Editor
linegoyette@kerrwil.com  
Tools For The Trade

Changing Scene

Top 100 Employers 5 Industry Members Among Canada's Top 100 Employers
These five organizations from Canada's electrical industry rank among Canada's Top 100 Employers, a national competition to identify employers that offer exceptional workplaces for their employees: Enbridge Inc., General Electric Canada/GE, Manitoba Hydro, and Siemens Canada Limited, and 3M Canada….
E.B Horsman & Son E.B. Horsman & Son Expanding to Calgary
E.B. Horsman & Son is opening a new location, its 22nd, in the Eastlake Industrial Park, located in Calgary SE. Facility preparations are now underway, with an opening scheduled for early 2017…
EFC Marketing Awards Electro-Federation Canada Announces 3rd Annual Marketing Award Winners
Thirteen organizations were presented with EFC's 2016 marketing awards at the organization's "Future Forum" event on November 2. Now in its third year, the awards program recognizes member organizations demonstrating marketing excellence and innovation…

Opinion

Re-thinking a Product's Value

By Rick McCarten
Rick McCarten I read an article recently that stated automobile manufacturers are currently re-thinking their role in production and sales. Rather than look at the profit derived from the one-time sale of a car, manufacturers are looking at its lifetime value and how they can capitalize on that value. Typically, a car manufacturer will sell a car to a dealer, who in turn, will sell it for a price (e.g., $25,000). If the car leaves the lot and it becomes an Uber car, it could generate well over a million in its lifetime. Money from service isn't a new concept. When Thomas Edison first invented the light bulb and electrical generation, he wanted to charge homeowners for the "light," not the power. Read More

Marketing

Joint Business Planning: The Key to Accelerating Growth, Part 1

By David Gordon and Victoria Gustafson
Planning Session With 2016 coming to a close, planning for 2017 is here. Manufacturers and distributors are finalizing their sales and marketing plans, setting sales and operational goals, and hopefully jointly discussing ways to increase sales and make both parties more profitable. During this time, top-down and/or bottom-up forecasts will be reconciled, and new goals will be passed down. Since the economy is forecasted to grow at low single-digit rates, manufacturers and distributors are forced to find new sources of growth to deliver growth and gain market share. A targeted, effective joint business planning process between key partners can deliver just that. Read More

Manufacturers' Reps

Are Your Suppliers Profitable?

By Murray Chamney
Murray Chamney Manufacturers have traditionally done a decent job at measuring the profitability of product groups within their portfolio. They also measure the profitability of their territories and reps. Wholesalers can easily measure the profitability of each product and product group in their array of goods. Over time, manufacturers' reps have also developed some tools to help them measure the profitability of their selling efforts. One of the tools is the "spur of the moment" time analysis. It estimates profitability based on the time spent with each manufacturer. Read More

Peers & Profiles

The Gerrie Family - A Solid Mix of Legacy and Looking to the Future

By Line Goyette
The Gerrie Family In September 1957, Ken Gerrie opened a storefront electrical supply counter in the growing town of Oakville, Ontario. The business would expand into one of Ontario's most dominant electrical supply companies. Elaine and Heather Gerrie, the two daughters of Ken, co-lead the company today. Of the two sisters' six children, three have joined the company ranks. I had the great privilege of meeting them all in Halifax last spring at Electro-Federation Canada's annual conference. Three generations gathered around the table. No questions had been distributed in advance, leading to a lot of spontaneity and laughter. Read More

Energy Outlook

National Energy Board Updates Its Long-Term Energy Outlook

National Energy Board In an update of its long-term energy outlook, the National Energy Board notes that recent policy announcements in the electricity sector have a large impact going forward, with more growth in renewables than projected in the board's January report. This growth will help meet an anticipated 13% increase in the total end-use energy consumption over a 25-year projection period. Canada already benefits from a low carbon electricity system. Read More

Economy

Q3 Non-residential Building Construction Price Index Rises 0.4%

Residential Building The composite price index for non-residential building construction rose 0.4% in the third quarter compared with the previous quarter. The increase was the result of higher material prices reported by contractors in the structural and architectural trades in Vancouver. Contractors in four of the seven census metropolitan areas surveyed reported quarterly increases. Vancouver (+1.5%) posted the largest gain. Building construction costs were unchanged in Halifax, Montreal and Ottawa-Gatineau (Ontario part). Year over year, the composite price index for non-residential building construction rose 1.3%. Read More

Economy

Value of Building Permits Declines 7% in September

Building Permits Municipalities issued $6.9 billion worth of building permits in September, down 7.0% from August. Quebec, British Columbia and Ontario recorded the largest declines. The overall decrease was attributable to lower construction intentions for non-residential buildings, led by commercial structures. The value of non-residential building permits was down 22.3% to $2.2 billion. Conversely, in the residential sector, the value of permits increased for a second consecutive month, up 2.6% from August to $4.6 billion. The value of permits for multi-family dwellings recorded the largest gain, up 3.7% to $2.0 billion. Read More

Canadian Electrical Wholesaler is published by Kerrwil Publications Limited with support from the EFC
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