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Message From The Editor
A question to ask is do they value me?
Consolidation is a natural step for any industry or market. How about the electrical market? How to keep your competitive edge and respond to your customer needs? Look at the new scenarios and keep in mind, it will change again, but there is room for you. Hence the question, “do they value me?” It’s a question at the heart of many processes. Your value is what differentiates you and will eventually generate profits. Make sure you know that value. Most warehouses typically operate on a 24/7 schedule, but the pandemic led to numerous disruptions and have been busier than ever. They may need an update. Read about it in this issue. Have you heard about the Great Resignation? If not, you should be aware of this phenomenon and be prepared to face it. Swati Patel, our regular contributor, could help you on that. Good reading! |
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Market Insights
Mergers, Acquisitions and the Canadian Electrical Market
By John Kerr
Consolidation is a natural evolution in any industry: technology changes, customers demand more, and the need to drive costs all contribute to this activity. The Canadian electrical market is mature but opportunities still exist in its related segments. The reality is we are entering a new stage driven by how we define ourselves and how we respond to customer needs. We all understand segmentation today more than ever and desire to provide end users with greater value. End users’ total solutions are bringing together the entire industry, across all its specialized disciplines of for full line, lighting, controls, etc. We have often expressed the need for distributors to look at the inside workings of their businesses and ask themselves if they have enough engineering capability to meet the needs of a more demanding end user. Get ready: we see this accelerating so ensure you have a competitive edge. Read More |
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Opinion – EFC
Wanted: Flexible, Purposeful and Supportive Employment
By Swati Vora-Patel
The race to acquire top talent is contingent on creative recruitment and retention strategies that support employees’ new motivations: flexibility, purposeful work and supportive incentives. Talent availability continues to be a key concern among business leaders in the electrical industry: in fact, over 60% of EFC members surveyed said they do not have a robust talent pipeline in place. This pipeline is even further constrained as a result of ongoing employment challenges spurred on by the pandemic. A global phenomenon known as “The Great Resignation” is underway which reflects a wave of workers who are strongly considering leaving their jobs in search for work that is more closely aligned with their interests with employers who provide flexible accommodations and serve a strong purpose. While ‘The Great Resignation’ spans all generations, younger Canadians are mostly contributing to this. Read More |
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Distribution – Best Practices
Reinforcing Your Value Drives Profits
By David Gordon
Value. For distributors and manufacturer reps, it’s all that drives sales. It is what differentiates you, why people select you and is what generates profits. It’s driven by people, processes, service, and services. It has little, if anything, to do with products. Why? Because similar, if not the same, products can be purchased from your competitors (including online). If the only reason someone purchases a product from you is because of the product, consider why they really purchased from you. Was it your inventory? Your relationship with them? Ability to provide adequate credit? Ease of use of your website? Read More |
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Supply Chain
2020 Demonstrated the Importance of Warehouses During a Crisis – An Effective Lighting and Controls Strategy can Help Keep the Supply Chain Moving
By David Buerer
In 2020, due to the global pandemic, warehouses and distribution centers became the mission critical workplaces that nearly everyone on the planet relied upon. E-commerce led to more purchases online, and these facilities became our lifeline to everyday goods and household staples. Warehouses and distribution centers are sizeable, active spaces, with many components—from pallets and people driving forklifts to conveyer belts and HVAC systems. Most warehouses typically operate on a 24/7 schedule, but the pandemic led to numerous disruptions. Social distancing and cleaning protocols impacted efficiencies and COVID-19 breakouts led to smaller operation teams or even temporary closure of facilities. To exacerbate the problems, over the past year, distribution centers have been busier than ever given demand for quick shipping and packaged goods. Read More |
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Human Resources – Best Practices
Disability in the Workplace
By Michelle Branigan
Disability is often overlooked when discussing diversity, equity and inclusion, especially in a work context. With recent high-profile social movements centring on race and gender, disability may be less present in our conversations. But the World Health Organization reports that almost everyone will temporarily or permanently experience disability at some point in their life. Over one billion people—about 15% of the global population—live with some form of disability and this number is increasing. According to Statistics Canada’s 2017 survey, disability impacts 1 in 5 Canadians aged 15 and older. As a result, it should take just as much precedence in an organizational DEI strategy as any other component of identity. Read More |
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Distribution – Best Practices
The Fine Art of Sales Forecasting
By Gene Biben
It’s that time of year again. Time for responding to sales management requests for 2022 sales forecasting. But this year it may be more wrapping a story around a riddle that may be an enigma … unless you have a crystal ball. In other words, “what do you control”? Perhaps the sales forecasting question should be “what will organic growth be” (or in some cases “unit growth”) given the unprecedented experiences we’ve all faced this year. As we all get closer to forecasting 2022, I can never recall a year where coming close to a reasonable forecast is less assured for accuracy than ever before. Read More |
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White Paper
Traditional DCIM vs. Next-generation DCIM: What is the Difference?
By Steven Brown
Data Center Infrastructure Management (DCIM) is a good idea for any organization wanting visibility 24/7, insights, and automation into its critical infrastructure to minimize downtime, mitigate risks, and maximize efficiency. But which version of DCIM you should deploy depends on your IT environment and business requirements. Any organization running critical infrastructure should consider leveraging DCIM. At its most basic level, traditional DCIM delivers important data about infrastructure availability, airflow, power consumption, temperature, humidity, and security. If something is awry with any one of these critical indicators, unplanned downtime can occur. Read More |
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Looking Back
Electrical and Electronic Wholesaling in Ontario (1980s)
Electrical distributors must remain in both the electronic and electrical ends of the business to be successful, said Bryan Smith, President of Electrozad Supply Co., Windsor, from 1977 to 1982. "The electronics is the brains end of things. The electrical side is very important too." Among areas where electronics have made a strong impact were programmable controllers, cable and instrumentation, which have gone completely electronic. Read More |
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Survey Says
Top Skills for Digital Marketing Specialists
This survey shows the top skills for Digital Marketing Specialists. 21% of respondents found Adobe Photoshop as the most important skill. Read More |
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Changing Scene
- Monthly Estimates of Business Openings and Closures, July 2021
The number of business closures decreased by 16.7% in July, the highest percentage change since July 2020. Meanwhile, business openings declined slightly, by 2.1%. As a result, the number of active businesses grew by 0.1% in July. The number of active businesses has been increasing since June 2020 and has been above its pre-pandemic level of February 2020 for three consecutive months, suggesting a sustained recovery following the easing of public health restrictions.
- Building permits, September 2021
The total value of building permits rose 4.3% to $10.1 billion in September, led by Ontario (+6.3%). Construction intentions in the residential sector were up 8.2%, while the non-residential sector decreased 3.2%. On a constant dollar basis (2012=100), building permits increased 3.4% to $6.9 billion. High-value permits for two new condo buildings valued at over $300 million in the cities of Mississauga and Toronto helped push Ontario's multi-family permits up 40.4% to $1.7 billion in September. At the national level, multi-family permits rose sharply, up 18.6% to $3.9 billion.
- Building permits, September 2021
The total value of building permits rose 4.3% to $10.1 billion in September, led by Ontario (+6.3%). Construction intentions in the residential sector were up 8.2%, while the non-residential sector decreased 3.2%. On a constant dollar basis (2012=100), building permits increased 3.4% to $6.9 billion. High-value permits for two new condo buildings valued at over $300 million in the cities of Mississauga and Toronto helped push Ontario's multi-family permits up 40.4% to $1.7 billion in September. At the national level, multi-family permits rose sharply, up 18.6% to $3.9 billion.
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Changing Scene
- ISAGCA and ISA Security Compliance Institute Release Joint Study on IIoT Product Certifications Based on the ISA/IEC 62443 Standard
The ISA Global Security Alliance (ISAGCA) and the ISA Security Compliance Institute (ISCI) have announced the release of a co-sponsored Industrial Internet of Things (IIoT) product certification study entitled, “IIoT Component Certification Based on the ISA/IEC 62443 Standard.”
- OmniCable Hires John Cassidy as OmniCable Chief Financial Officer
OmniCable is proud to announce the hire of John Cassidy as the Chief Financial Officer (CFO). In this role, Cassidy is responsible for providing the overall strategic and operational direction to the company’s accounting, finance, and other support functions of the business.
- UL to Extend Global Footprint with New Laboratory in Querétaro, Mexico
UL, the global safety science leader, announced today that it plans to open a new laboratory in Querétaro, Mexico in mid-2022. The facility, 221 kilometers (137 miles) northwest of Mexico City, will be one of the first multi-national testing and engineering labs to open in Mexico and will test for product safety and performance for the Mexico market and export to the United States, Canada and countries throughout Latin America.
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Changing Scene
- Leaders of Canada’s Electricity Sector Announce New Alliance to Help Meet Canada’s Net-Zero Emissions Targets
Six associations representing the leading suppliers of electricity to consumers and markets in Canada announced today the creation of Electricity Alliance Canada (EAC), a coalition promoting the power of electrification to lead the way to a sustainable energy future.
- Littelfuse Moves Canadian Fuse Distribution In-House to Enhance Services
Littelfuse, Inc., an industrial technology manufacturing company empowering a sustainable, connected, and safer world, announced it will begin distributing its manufactured fuse, fuse holder and fuse block products directly from its Canadian warehouse. In-house distribution benefits include:
- CSC LED announces new Atlantic Canada Sales Agency: Catalyst Sales and Marketing
CSC LED is proud to welcome Catalyst Sales and Marketing as their new sales agency in Nova Scotia, New Brunswick, and Prince Edward Island. “We, at CSC LED, are thrilled to welcome the rapidly growing team at Catalyst Sales and Marketing to the CSC family. With their innovative focus on the future, local knowledge of the Atlantic market, and their deep-rooted relationships, we are confident that they are a great fit for our customer-centric business model. Our Ontario warehouse is fully stocked and ready to service the needs of Atlantic Canada.” - Jennifer Eastman, LC - National Sales Manager, CSC LED.
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Changing Scene
- Ron Zimmer Announces Retirement After More than Two Decades of Service at CABA
Ron Zimmer, CABA President & CEO, is retiring after more than 23 years of service at the Continental Automated Buildings Association (CABA). Ron joined CABA in 1997 and emerged as an effective advocate for the industry, working to promote integrated systems and automation throughout the market.
- CMG Change of Chairmanship
EFC would like to thank Tony DeCicco, Director of Sales, Intermatic Canada, for his long standing chairmanship role with CEMRA Manufacturing Group (CMG). Tony has chaired the CMG committee over the past 6 years and has accomplished a great deal during his term.
- 2021 AD Safety Network Partnership Conference Marks Record-Setting Start for Newest Division
AD’s newest division, Safety Network, celebrated record growth and new opportunities at its first partnership conference since joining AD in January of this year. The event featured governance and partnerships in action, with a divisional board meeting, member and supplier business updates, inaugural network meetings and booth appointments where members and suppliers collaborated on shared opportunities for growth. The conference was held Sept. 26-28 in conjunction with the AD Industrial & Safety-U.S. North American Meeting.
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Changing Scene
- Announcing: Bernie Ip, New VP of Technology and Digital Solutions
E.B. Horsman & Son welcomed Bernie Ip as their new VP of Technology and Digital Solutions on October 1st, 2021. Bernie is an accomplished senior business and IT leader with a unique combination of comprehensive technical and digital transformation experiences. Over his 19+ year career, Bernie has led broad portfolios, major digitalization programs, and large teams in complex and diverse environments.
- Siemens Acquires Wattsense to boost IoT Systems for Small and Medium Buildings
Siemens Smart Infrastructure has completed the acquisition of French startup Wattsense, a hardware and software company which offers an innovative, plug-and-play IoT management system for small and mid-size buildings, expanding Siemens’ building products portfolio. Wattsense was started in 2017 and is headquartered in Dardilly, near Lyon, France.
- RTI Expands Canada Distribution With Evolution
Expanding its North American footprint, leading control and automation manufacturer RTI today announced that it has named Evolution Home Entertainment Corp., a wholesale distributor of residential technology products, as the second RTI distribution partner for the Canadian market.
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Changing Scene
- AD’s Electrical-Canada Division Cultivates Growth with Members, Suppliers at 2021 Virtual North American Meeting
AD’s Electrical-Canada Division virtually welcomed members and supplier partners for its five-day 2021 Virtual North American Meeting on Oct. 25 - 29, 2021 with the goal of facilitating strategic conversations that help the division devise new ways to stay ahead of the competition.
- Third-Quarter 2021 Sales: Solid Performance
“With a solid third-quarter performance, Rexel grew above its pre-crisis levels for the third consecutive quarter, demonstrating its ability to capture demand in renovation markets, electrification and the energy transition. The current environment, marked by inflation and limited product scarcity, is a great opportunity for Rexel to demonstrate the strength of its model and the depth of its offer to better serve its customers. This quarter’s performance makes us very confident in our ability to reach our 2021 objectives.
- Hammond Power Solutions Inc. Announces Quarter 3, 2021 Financial Results
Hammond Power Solutions Inc. (“HPS”) (TSX: HPS.A) a leading manufacturer of dry-type and cast resin transformers and power quality products announced its financial results for the Third Quarter of 2021.
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Changing Scene
- Q3 2021 results for ABB
Q3 painted a mixed picture, containing on one hand a high level of demand driving strong order growth, while on the other hand the tight supply chain impacted our revenues more than anticipated. Still, we improved both the underlying operational earnings and margin, delivered strong cash flows, made progress with portfolio adjustments, as well as delivered some important product launches.
- Hubbell Reports Third Quarter 2021 Results
Hubbell Incorporated (NYSE: HUBB) reported operating results for the third quarter ended September 30, 2021. “Hubbell successfully navigated through a dynamic operating environment in the third quarter," said Gerben Bakker, Chairman, President and Chief Executive Officer. "While material inflation, supply chain disruptions, and increased freight and logistics costs caused operational headwinds in the quarter, the Company actively mitigated through price increases and other productivity initiatives. Price realization of +7% in the third quarter represented a significant acceleration from first half levels, and prior restructuring and organizational efficiency initiatives continue to deliver ongoing cost savings."
- Graybar Reports Record Net Sales in Third Quarter
Graybar, a leading distributor of electrical, communications and data networking products and provider of related supply chain management and logistics services, reported its highest quarterly net sales in company history.
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Changing Scene
- Schneider Electric’s Third-Quarter Sustainability Progress Focuses on Urgent Climate Action and Meeting 2021 Full Year Commitments
Schneider Electric, the leader in the digital transformation of energy management and automation, published today the detail of third-quarter progress on its 2021-2025 sustainability impact targets. Named as the world’s most sustainable corporation 2021 by the Corporate Knights Global 100 Index, Schneider Electric had announced the acceleration of its sustainability strategy in January 2021, aligned to ongoing commitments to climate, resources, trust, equal opportunities, generations, and local communities.
- AD continues record-setting sales with 34% increase in first nine months of 2021
AD is reporting member sales in the first nine months of 2021 were $44 billion, an increase of 34% across its 13 divisions and three countries. Same-store sales were up 19%. Member companies' purchases from AD supplier partners grew 31%. Net distributions to its members were up 41%.
- Signify Reports Third Quarter Sales of EUR 1.6 billion, Operational Profitability of 11.1% and a Free Cash Flow of EUR 85 million
“I am encouraged by the strong demand for connected lighting and the performance of our growth platforms in what has been a particularly disrupted external environment this quarter. This is evidenced by a healthy order book, which increased by 90% in comparison to the same period last year. At the same time, global supply chain issues caused by component shortages and logistics challenges impaired our ability to meet the high demand. We swiftly took multiple mitigating actions, while simultaneously managing our prices to offset the structural part of the inflation. These actions have enabled us to deliver a double digit adjusted EBITA margin, while continuing to invest in our digital initiatives,” said Eric Rondolat, CEO of Signify.
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Changing Scene
- A New Video for IBERVILLE® Brand of Electrical Boxes
ABB is an international company with a large global presence, but did you know that a significant percentage of the products sold in Canada are also designed and manufactured locally? ABB’s Installation Products division, formerly known as Thomas & Betts, operates seven manufacturing facilities in Canada, six of them in Quebec and one in Alberta.
- Greg Walker Named CABA CEO
The Continental Automated Buildings Association begins a new chapter with the appointment of Greg Walker as CEO, succeeding Ron Zimmer. Greg has been with CABA for almost 8 years working closely with the Board of Directors and leading the CABA research program and general operations.
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In The Next Issue
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