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Message From The Editor
The world is changing. Are we keeping up?
When we look at the most recent unemployment figures, it's clear that recent historical levels are revising industry concerns about workforce renewal. In this issue, members of the millennium generation talk about challenges they've identified or intend to meet to continue working in our industry. Their passion and interest in our industry is a valuable asset and an indication that our industry has everything to attract and retain young people to meet tomorrow's challenges. Rick McCarten talks about two breaking technologies that will define this future, and invites us to take the leap since history has repeatedly shown that the only way to be a leader is to look to the future. A giant in our industry, Bob Shapiro, retired last week. He has agreed to sit down with us and take a long look at our industry's balance sheet. Watch for it in an upcoming issue. I wish you a great holiday and look forward to reconnecting at the beginning of the new year. Good reading!
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Changing Scene
- ABB Selling Power Grids to Hitachi
ABB has reached a deal with Hitachi to sell an 80.1% stake in its Power Grids division, which makes transformers, long distance electricity-transmission systems and energy storage units. The division is worth an estimated US$11 billion…
- Graybar Canada Opens New Branch in Vaughan, Ontario
The 90,000 sq./ft facility is Graybar Canada's largest branch and consolidates the Markham and Mississauga locations. To continue serving Mississauga area customers, Graybar Canada will be opening a counter pick-up location at 160 Brunel Road in early 2019…
- Grote Industries Names Southwire Canada Its Supplier of the Year
Southwire Canada has been named Supplier of the Year for boosting by Grote Industries' supply chain performance. The performance improvements have supported Grote Industries' sales growth and enhanced the operational efficiency of their manufacturing process…
- Murray Chamney to Retire from Intralec
Chamney began his tenure at Intralec in June 1980. His industry associations include President of NEMRA (1999), Director of NEMRA (2000-2001), and Chair of Electro-Federation Canada's National Advisory Council in 2016. He was the first manufacturer's representative to become Council Chair…
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- Hammond Power Solutions to Close Its Italian Operation
The closure, to proceed over the next several months, is attributed to the volatility and instability in the overall European economy, electrical market conditions, pricing pressure, and lack of competitiveness…
- Scott Lucas Promoted to VP Sales - Electrical Division for Techspan Industries
Previously National Sales Manager, Lucas takes over for Brian Power, who has retired…
- Delta Transformers Inc. Appoints Manufacturer's Rep for Alberta
D.A.D. Sales has been named the exclusive Delta manufacturer's representative for Alberta, effective January 1, 2019…
- Viscor Names Pierre Legare as Executive Vice President, Sales & Marketing
As of January 2, Pierre will be responsible for all of Viscor's customer-facing initiatives. Viscor's Customer Service, Marketing, Canadian and U.S. sales teams will report directly to Legare…
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- City Electric Supply Donates $100,000 to Make-A-Wish Canada
On December 11, City Electric Supply (CES) hosted an event for staff, family and vendors in Vaughan, Ontario to celebrate raising $100,000 to Make-A-Wish Canada...
- The Weidmüller Group Announces New Leadership for Weidmuller North America
Terry Hodgson has been promoted to the position of President of Weidmuller Inc., USA and Executive Vice President of Weidmuller North America, which includes operations in the U.S., Canada and Mexico…
- Ideal Announces 2 New Appointments
Tania Lanteigne joins Ideal Industries (Canada) Corp. as Bilingual Sales Representative for Canada, and Monique Hinds has transitioned to the role of National Championship Coordinator…
- Consortium Introduces New Field Service Advisor for Eastern Ontario
Effective January 2019, Steve Holmgren assumes the role of Excellence in Manufacturing Consortium (EMC)'s Field Service Advisor for Eastern Ontario…
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Opinion
Is Canada Ready for the Future?
By Rick McCarten
Two major things have happened to Canada recently, which I can't help thinking are indications of our lack of preparedness for what is happening in the world around us. There is some evidence of a plan, but we as Canadians have never really had a good discussion about the impacts. What are the two major issues? Well, both are disruptive.
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Marketing
The Intelligent Building: A Reality or Just an IoT Dream?
By David Gordon
The last couple of years have seen a plethora of lighting innovations in a quest to "control" the ceiling and eventually a building, a network of buildings, and then cities. This is the vision of smart cities… interconnected devices that enable "control" of various electrical and mechanical systems. It starts with lighting controls and can then migrate to building controls. This is the essence of an intelligent building. While some feel this should occur through existing copper wires, others are exploring and developing wireless solutions, and another venue is Power over Ethernet.
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Automation
Automation and Education: A Canadian Perspective
By Blake Marchand
When it comes to automation and its associated fields, debate remains as to its future direction, as well as how it will affect Canada's workforce. However, there is consensus that education and cross-sector cooperation will be key factors in maximizing this innovative potential. Subsequently, talent is becoming a key factor in manufacturers' decision-making when choosing locations for manufacturing.
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Millennial Perspectives
From Electrical Apprentice to Electrical Salesman
By Brandon Somchanh
I can still remember August 5, 2014 like it was yesterday. This date marks my first day as a full-time employee in the electrical distribution industry, and even though I didn't know at the time, it would mark the first day of my growing professional career. I graduated high school earlier that year in hopes of becoming an electrical apprentice that summer. After making many calls, sending multiple emails and leaving dozens of voicemails to electrical contractors in the area, I could not find an electrical contractor who would take me on as an apprentice. Determined to get a job as an electrical apprentice, I decided to apply to an electrical distributor.
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Human Ressources
Hiring Students Is Not a Charitable Act
By Mark Chapeskie
Contrary to popular belief, hiring students into companies today isn't a charitable act. It's a mutually beneficial one for students and the organizations they work for. In Canada, we are currently experiencing the lowest sustained unemployment numbers since before the 2008/9 recession at 5.9%. In the information and communications technology sector, unemployment is below 3%. To spell it out, this means that more and more organizations are competing for the same talent.
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Economy
November Records Significant Employment Gains in 6 Provinces
Employment rose nationally by 94,000 in November, driven by gains in full-time work. The unemployment rate decreased 0.2 percentage points to 5.6%, the lowest since comparable data became available in 1976. In the 12 months to November, employment grew by 219,000 or 1.2%, reflecting gains in full-time work (+227,000 or +1.5%). Over the same period, total hours worked were up 2.1%. Employment increased in six provinces, led by Quebec and Alberta, and was little changed in the four Atlantic provinces.
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Economy
Building Permits Edged Down 0.2% in October
Canadian municipalities issued $8.1 billion worth of building permits in October, down 0.2% from September. The decrease was mainly attributable to lower construction intentions for industrial and institutional buildings. The value of non-residential building permits fell 7.0% in October to $2.9 billion. Eight provinces posted declines, most notably British Columbia. In the industrial component, the value of building permits fell 29.9% to $439 million, the third consecutive monthly decrease. Declines were reported in nine provinces, with Manitoba the lone province to post an increase. The value of institutional building permits was down 8.7% in October to $733 million, after posting an increase of 16.7% the previous month.
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From Our Last Issue
The Canadian Transformer Industry: A Strong Record of Leadership
Transformers are a vital part of all electrical systems — they allow the transmission of electricity over long distances and transform energy into usable voltage levels for all parts of our economy. Virtually all electricity that is consumed passes through multiple transformers on its way to users. Canada has a long history of innovation and leadership in the transformer market. In 2017, members in this industry segment contributed…
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What Young Marketers Want from Electrical Distributors
Perhaps the better question is, "Why does it matter what young marketers want?" The answer is that by 2020, Millennials will make up about 50% of the workforce and Generation Z will be about 20%, for a total of 70%. So it just makes sense to try to better understand them. "One of our industry's biggest concerns is the tsunami of retirements that will occur in the next five years," explains Sean Bernard, Ontario Sales Manager for Standard Products, Inc. of Toronto. "Unfortunately, we are not seeing the influx of new people coming into the industry to fill that void."
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Phrases that Pay: Simple Statements that Increase Your Perceived Value
Quick — name two words which, when frequently used by waiters and waitresses, increases tips by 12%. (Hint: it's not please or thank you). Give up? The answer is, "for you." So, rather than saying to a customer, "Would you like some more coffee," the savvy waiter would say, "I brought more coffee over for you." The patron thinks, "Gosh, you did that for me, how thoughtful!" and tips accordingly — on average 12% more. That's what I call easy money.
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End of Year Planning Questions
In setting growth plans for the coming year, one should ask, "What percentage of my customers might go away?" Some will go out of business and they stop buying. Others might be folded into a larger organization. If that organization has a relationship with a competitor, your business could be switched to another supplier. Further, some aggressive competitor could make inroads into your account through hard work and/or better relationships, by way of a valuable new service or through jaw dropping price levels. This is hard to face, but it happens. The question is, how much would any of these affect your business?
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The New Age of Contractor Sales
The stigma behind dealing with contractors has forever been "they are a tough group to build a relationship with" and figuring out the best approach to growing business with them. While there has never been a magic pill for solving this challenge, over the years there have been many extremely successful sales representatives from the manufacturer and distributor sectors who have been able to grow their respective businesses to extremely impressive levels. This did not happen through clairvoyance and luck but through hard work and dedication to their craft.
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The New Face of Competition for Wholesale Distributors
The competitive landscape of the wholesale distribution industry is fiercer than ever before. With brand-new, internet-based distributors of all sizes seemingly popping up as quickly as mergers and acquisitions are building new distribution powerhouses, the competition just keeps getting more intense. Adding to the mix are an increasing number of manufacturing companies that are selling direct to retailers and offering online shopping options for consumers, bypassing distribution companies entirely. But for those distributors who are willing to fight for a piece of the middle of the supply chain, they might find that within the very challenges they are trying to overcome are the opportunities they need to survive and grow.
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In The Next Issue
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Careers
Time for a Change? New Job Openings
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