Message From The Editor
Is our industry ready for the challenges of tomorrow?
The new industrial revolution is upon us and it's all about diversity. This is certainly one of the conclusions reached at the ABB Customer World conference I attended two weeks ago, which brought 8,000 people together to learn about 180 business solutions and attend some of the 400 related technical workshops. It's in tune with the times, as you'll see in this issue. We profile Tim Horsman, who tells us that the strength of our industry is precisely its ability to continuously adapt to a changing environment. Taylor Gerrie makes a similar point in his article on building relationships with clients based on expertise rather than price. Also, Michelle Branigan offers a solution for achieving diversity. Our regular contributors Jim Taggart and Paul Eitmant point out each in their own way the importance of promoting Canadian expertise and quality jobs. Good reading!
Line Goyette, Managing Editor
linegoyette@kerrwil.com
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Changing Scene
- Blueway Added as Division of Sonepar Ontario, New Director Appointed
Blueway has been added as a division within Sonepar Ontario, reporting directly to Sonepar Ontario President Todd Walford…
- Dave Syer Appointed VP, Westburne Canada
Effective April 24, 2017, Dave Syer will report directly to CEO Roger Little, and will be a member of the Executive Management Committee for Rexel Canada Electrical Inc…
- Pilz Canada Announces New Hire
Pilz Canada has added Marcus Graham to its family. Marcus is now serving a wide base of customers in Southwestern Ontario as a senior technical sales representative...
- Stelpro Appoints New Sales Representative - Maritimes
Christopher Balleine has been appointed Stelpro's Sales Representative, Maritimes, responsible for the province of Nova Scotia…
- Intermatic Announces New VP, Marketing
Jeanne Stark has assumed the position of Vice President of Marketing for Intermatic Incorporated…
- Schneider Electric Appoints Hugo Lafontaine as National Sales Manager, Building Automation Systems, Canada
Based in Ottawa, Lafontaine will be responsible for building on Schneider Electric's reputation as a recognized authority and leader in efficient buildings in the Canadian market…
- EFC Launches Habitat For Humanity Power to Build Program
Electro-Federation Canada has set a two-year goal to raise $400,000 in product and $100,000 in cash donations each year for a total $1 million contribution to Habitat for Humanity Canada…
- ABB Acquires B&R
ABB has acquired B&R, the largest independent provider focused on product- and software-based, open-architecture solutions for machine and factory automation worldwide…
- Endress+Hauser Partners with Gerrie Electric for IoT
Endress+Hauser has concluded an agreement with Gerrie Electric that makes the independent electrical distributor its latest authorized channel partner...
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Opinion
Preserving Canadian technical Resources
By Jim Taggart
I firmly believe that the Canadian electrical industry is an attractive, long-term growth market. Yet despite the abundance of natural resources and well-educated, business oriented members and associates, I find many U.S. and European firms cutting or eliminating their technical, engineering resources in their Canadian subsidiaries. Getting seats filled on standards development organizations' technical committees and EFC product sections is becoming more challenging. In addition to sales and marketing resources, the industry needs local technical expertise. Here are six reasons why.
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Market opportunities
A Good Day for Canada: Trump Administration Approves Keystone XL Pipeline
By Paul Eitmant
Canada's hotly debated, long-delayed Keystone XL pipeline received its elusive U.S. presidential permit from Donald Trump last month, eight years and six months after the initial application for it to cross the American border. The president made the announcement at the White House. "You've been waiting for a long, long time," Trump said to TransCanada's Russ Girling, the president of TransCanada Corp. "It's a great day for American and Canadian jobs and a historic moment for North America and energy independence."
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Millenials
Value Selling
By Taylor Gerrie
How can we make a customer successful and continue to grow? What can we do to help them win orders in their respective industries against their competition? Why should they do business with us? For suppliers and distributors, these are very difficult questions because often customers believe that the answers to these questions can be "I need a better price." One of the most challenging concepts in business is to influence a customer away from the concept of "price negotiating" towards "selling on value."
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Peers & Profiles
Tim Horsman: The Pragmatic Philosopher
By Line Goyette
A few months ago, I had lunch with industry colleagues who are members of CEW’s editorial advisory board. When I told them I would soon be in Vancouver, they all said, “You have to meet Tim Horsman.” I needed no prompting because I was already curious about Tim and the family business — E.B. Horsman & Son. Tim is the fifth generation Horsman to lead the company. He sits on the Affiliated Distributors (AD) Executive Board. He’s also Past Chairman of Electro Federation Canada’s Board of Directors, Past Chairman of EFC’s Supply & Distribution Council of Canada, Past Chair of Canada's Best Managed Companies… the list goes on
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Editorial
Building a Truly Representative Workforce
By Michelle Branigan
On March 8 — International Women's Day — Electricity Human Resources Canada announced EHRC's newest initiative to support greater representation of women as skilled workers in the electricity sector. The Leadership Accord on Gender Diversity for the Electricity Industry is a public commitment by employers, labour and educational institutions to promote diversity, equality and inclusion, and increase the representation of women in their programs, organizations and the sector.
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Looking Back
Saskatchewan in the 1980s: A Prosperous Future Ahead
Even in a principally agricultural province like Saskatchewan, the impact of electronics on the electrical distribution industry will be "very big," forecasted Ward Johnson, President of Ward Johnson Electric Ltd., Regina. However, the economy of the province is in a dismal state and "It's a matter of hanging in until things improve." The future is very bright, however, because of the province's mineral wealth, potash in particular, and reserves of oil. When these industries begin to boom in three to four years time, distributors will prosper for years to come.
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Economy
New Housing Construction Spending Up 8.7% YOY in January
Total spending on new housing construction increased 8.7% year over year to $4.0 billion in January. Six provinces posted increases, led by Ontario and British Columbia. Nationally, investment increased for every dwelling type. January was the fourth consecutive month with all dwelling types showing a year-over-year rise. Nationally, the increase resulted mostly from greater spending on single-family homes, followed distantly by apartment and apartment-condominium buildings, row houses and semi-detached homes.
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Economy
GDP Rose 0.6% YOY in Q4 2016
Real gross domestic product (GDP) rose 0.6% in the fourth quarter, following a 0.9% increase in the third quarter. Final domestic demand continued to decelerate (+0.1%), with ongoing weakness in business investment. Investment in housing increased 1.2%. Businesses reduced their inventories by $5.0 billion in the fourth quarter, after accumulating $7.4 billion in the third quarter. Manufacturing inventories were drawn down by $6.9 billion.
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SURVEY SAYS
How Much American and Canadian Contractors Earn
In each of five categories, Americans earn more. See how much more.
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In The Next Issue
Are we still talking e-commerce?
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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.
EFC AGM and Business meeting
April 12, 2017
Brampton, ON
Electrifest XI - Nedco
April 24, 2017
Mississauga, ON
IDC Technologies Arc Flash Compliance Conference
April 25-26, 2017
Mississauga, ON
MCEE 2017
April 26-27, 2017
Montreal, PQ
View all Events
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