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

Message From The Editor

How about we take some time to talk about individuals and relationships

Our industry reflected on its future and celebrated some of its best elements last week, an observation fuelled by a panel on customer relations. This topic of discussion is not a coincidence since more than ever in this era of technological and generational changes human relationships are important and need to be reviewed and protected. Individuals also make up a community, a team, a vision, and a direction. There are great leaders — we meet one in this issue — and they all tell us that they rely on a team. The best products in the world must come out of the warehouses. See the first set of conclusions from an e-commerce survey and its links with the construction markets and more in this issue. Good reading!

Line Goyette, Managing Editor  

Changing Scene

  • Schneider Electric Announces New Canadian President
    Schneider Electric has announced that Susan Uthayakumar will become Country President, Canada on January 1, 2018, reporting to Annette Clayton, CEO and President, North America, and Chief Supply Chain Officer. "Susan is a strong and accomplished leader and an advocate for the customer," said Clayton…

  • EFC Distributes Marketing Awards at 7th Annual Future Forum
    The EFC Marketing Award recipients were announced at the 7th Annual Future Forum - The Evolution of Customers. Attendees gained insights on how sales and marketing are evolving to meet customer expectations. Topics included "Changes in Customer Buying & Selling Behaviours in the Electrical, Automation & Controls Industry"…

  • Omron Canada Announces a Number of New Hires
    Omron continues to expand its presence to meet the demands of its growing market. Shane Gushue is the new Territory Account Manager. Sahil Datta is the new Territory Account Manager, BC. Rick Frise is the new Channel Development Manager, Central. Adam Detillieux is the new Territory Account Manager, Manitoba, Saskatchewan…

  • Ontario Holds More Hearings on Bill 148
    Ontario’s Standing Committee on Finance and Economic Affairs is holding another round of public consultations this week in Toronto with respect to Bill 148, The Fair Workplaces, Better Jobs Act…

  • Graybar Canada Markham Branch Certified as ISO 9001: 2015
    Graybar Canada's Markham Branch has demonstrated their assurance to customers of providing top-quality products and service by upgrading their certification of the Quality Management System to ISO 9001: 2015. "I am very proud of the team in Markham for obtaining our ISO 9001:2015 certification," said Louie Goziotis, Markham branch manager…

  • EFC Investing in Canadian Students
    Electro-Federation Canada (EFC) and its members are proud to support Canadian university and college students reach their academic goals providing $154,000 across 57 scholarships. This initiative has supported students with over $1 million in funding since the program started in 1994.This initiative is of prime importance for the electrical and electronics industries as it provides an opportunity for EFC members to join under a proven program…

  • Siemens Sells Its Stake in Osram
    Institutional investors have bought Siemens' 18.155 million ordinary shares in Osram Licht AG for 1.2 billion euros (US$1.4 billion). The shares represent 17.34 % of Osram Licht AG's issued share capital. Siemens will retain a small number of Osram Licht AG shares. Osram was created in 1919 through the merger of the lighting businesses of Auergesellschaft, Siemens & Halske and Allgemeine Elektrizitäts-Gesellschaft (AEG)…

  • Beghelli Appoints Intralec Electrical Products Ltd. as Sales Agent
    Intralec Electrical Products Ltd. now represents Beghelli as its sales agent in Southwestern Ontario and the Golden Horseshoe. Intralec was started in 1977 by two former ITE employees, Bruce Chamney, and Dave Doherty. Forty years later, the company has grown to a full line card of quality suppliers with 29 employees…

  • Wind Energy is Key to Ontario's Long-Term Energy Plan
    Glenn Thibeault, Ontario's Minister of Energy, has released the updated Long-Term Energy Plan (LTEP), Delivering Fairness and Choice. As part of this plan, the LTEP remains committed to achieving Ontario's climate goals and forecasts heightened need for electricity supply in the coming years to support the transition to a low-carbon economy…

  • S&C Electric Canada Ltd. Recognized for Sustainable Initiatives
    Electro-Federation Canada has awarded S&C the Sustainability Award at the 4th Annual EFC Marketing Awards Program. S&C was recognized with this award for its continued development of sustainable business practices and commitment to the development of the local community…
Tools For The Trade


Are We Keeping Up with the Customer Shift?

By Carol McGlogan
Electrofed At Electro-Federation Canada's (EFC) recent Future Forum, we explored the significant changes in B2B customer behaviour, and the resulting effects on sales and marketing. Our B2B customers are increasingly making online purchases, and for those customers who still deal with a salesperson, their minds are generally made up by the time the sales interaction even occurs. According to CEB/Gartner research, the typical B2B customer is 57% along the purchasing journey before their first interaction with a salesperson. Forrester research forecasts that approximately one million B2B salespeople (U.S.) will lose their jobs to self-service eCommerce by 2020, guiding customers through the different stages of the sales process from awareness, to consideration, to purchase. Read More

Peers & Profiles

Michael Gentile — A Leader Whose Drive for Innovation Serves Him Well

By Line Goyette
Philips Michael Gentile, President and CEO of Philips Lighting Canada, has had a long and distinguished career in the electrical industry and more recently the lighting industry. None of this is by chance. Always in decision-making circles since beginning his career, Michael spends the first 17 years first at Siemens, and subsequently in lighting at Osram as Vice President Finance. After that, he joins Philips Lighting. Michael agreed to share a few moments with us to discuss his career trajectory, the industry, trends, worries, and wishes. A tour of his career is also a tour through a key period in the industry and a reflection of its adaptability to new technologies — from an expert's point of view. Read More

Looking back

CEDA Managers Throughout the Years

CEDA For at least 80% of its life, CEDA employed full-time managers to run the association. Through the years their duties and titles changed, although precise details have been hard to ascertain. The first manager was Richard Edmunds (194? to 1953). His title appears at various times as Secretary, Secretary Treasurer, Secretary Manager and Manager. Whether these titles were "official" or merely the choice of the scribe of the various documents is not known. (The exact year of Mr. Edmunds' employment is debated by those who worked with him, hence the question mark in the date.) Mr. Edmunds resigned in May 1953. Other managers included… Read More

Best practices

Deep Dive — It's Time to Think About People, Part 1

By Frank Hurtte
River Heights Consulting We will be posting a lot about people over the next few weeks. Why? Without people distributors basically become an empty warehouse, a collection of well-used computers, and an assortment of worn out office furniture. Speaking with an assortment of folks from inside and outside the industry looking to purchase distribution businesses, the conversation typically revolves around three major points: profitability, solid customer relationships, and stability of people. Take away the latter two and the distributor is valued somewhere near zero. Further, it might be argued, without the people there are no solid customer relationships. So talking about people is doubly important. Read More

Market Research

New Report: eCommerce Within the Construction and Industrial Markets, Part 1

Channel Marketing Group The advent of Amazon Business has motivated many distributors to consider the implications of ecommerce, and make investments. To better understand the state of eCommerce within construction and industrial trades, Channel Marketing Group asked distributors for input on their own eCommerce initiatives, as well as how they see Amazon Business as a competitor. The research shows there is a ways to go. Here in Part 1, highlights from the report's overall ecommerce findings. In Part 2: Amazon's influence on eCommerce. Read More


Manufacturing Sales Rose 1.6% in August

Statistique Canada Following two consecutive monthly declines, manufacturing sales increased 1.6% to $53.5 billion in August. The gain was mainly attributable to higher sales in the transportation equipment, and petroleum and coal product industries. Sales were up in 8 of the 21 industries, representing 66% of the Canadian manufacturing sector. Once price changes are taken into account, sales volume in the manufacturing sector rose 1.2% in August. Read More


New Housing Investment Grew 5.8% YOY in August

Statistique Canada New housing construction investment rose 5.8% from August 2016 to $5.0 billion in August 2017, with gains reported for all building types. Despite year-over-year declines in six provinces, single-family homes still led investment in new housing construction with total investment of $2.5 billion. Quebec (-$37.3 million) and Ontario (-$34.1 million) posted the largest declines for single-family homes, while Alberta (+$133.0 million) reported a seventh consecutive year-over-year increase. Read More


U.S. and Canadian Electrical Contractors' Hourly Rates by Years of Experience

More years equals more money, but by how much varies between Canada and the U.S. Read More

Canadian Electrical Wholesaler is published by Kerrwil Publications Limited with support from the EFC
Kerrwil Publications Limited, 538 Elizabeth Street Midland Ontario, L4R2A3