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Message From The Editor
Towards a better tomorrow
I am honoured to be working with John Kerr for over 20 years and to benefit from his market analyses. In this issue, we are pleased to welcome him as a contributor on industry and market trends. Also in this issue, as a reminder, an important article from our partner, EFC, on the intersection between innovation and safety, the often discussed GUV devices in Canada. Since the beginning of the pandemic, internet use has changed the way we have worked, as well as the way we have communicated and consumed. Clear data on internet use are interesting to consult since B2B is often compared to B2C. What will sales look like in the coming months? Which roles will remain, and which will be replaced when everyone has realized that in-person meetings may not be as essential as we thought? Much has also been written about managing diversity. The new workforce will become increasingly diverse and the issues raised in managing diversity are many. Read more on the subject to be better prepared and able to discuss it. Good reading!
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Market Trends
COVID-19 Was Just a Catalyst for the Change We’re Seeing — New Markets, Products and Customers
By John Kerr
At this time of year my colleagues and I here at Kerrwil are in the final throes of producing [IT]Pathfinder[IT], the annual benchmarking report we publish in collaboration with Electro-Federation Canada (EFC). After reviewing the changes and the recent acquisitions and moves of the past year through the lens of COVID, I share in this article some notes on milestones of the past year. They provide context for what I see as a new direction the industry may be taking.
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Electrofed
Where Innovation and Safety Intersect: GUV Devices in Canada
By Swati Vora-Patel
The electrical market is at the helm of innovation — from robotics and automation products that support advanced manufacturing to smart technology in homes and businesses, our industry leads innovation and competitiveness in Canada. With advanced electrical and automation products shaping how we work, live and play, our industry is continually at the forefront of designing technologies that meet the needs of Canadians today. Over the past year, we have all been reminded that clean, hygienic spaces are critical to our health and well-being. To help keep public and shared spaces hygienic, leading manufacturers have developed innovative germicidal UV (GUV) devices to help prevent the spread of infectious bacteria and viruses.
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Best Practices — Sales
What’s Your Sales Model of the Future?
By David Gordon
As we transition from the pandemic many wonder about the future of sales, meaning, “What will the sales process (sales model) look like in the future,” and, essentially, “What is the role of / for outside salespeople?” In reality, this question was asked pre-pandemic as management lamented that Sales wasn’t being as productive as they desired. Companies are always seeking to improve their processes, whether it is having salespeople better penetrate accounts, identify and call on new customers, use a different (new?) sales method, or perhaps they sought to redesign the sales model with a different mix of outside and inside salespeople. The sales results of many companies last year generated questions for many senior leaders. If sales (revenue) didn’t “collapse” when sales (people) couldn’t visit customers and “we” were forced to adapt, and “I” saved lots of money, “what is the value of sales / should I be selling differently?”
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Managing Human Resources
The Never-Ending Waves of Racism, Part 1: Reflections
By Merertu Mogga Frissa
Someone once asked me why we struggle with diversity and inclusion in Canada. My response was that we have never taken the time to discuss the value of both as a society. While Canada identifies itself as a multicultural country, the diverse make-up of the population itself is made to exist in a vacuum and outside of what multiculturalism seeks to achieve. This oversight forces the discussion about racism to exist within the limits of communities impacted by it while completely removing it from conversations at social and institutional levels. When racism is brought up as a risk factor to social, economic, and political equality, it is often dismissed. People distance themselves from it or altogether deny it.
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White Paper
Luminaire Level Lighting Controls and the Future of Healthy Buildings
It could be argued that we have planned cities and constructed buildings to support human health for millennia. In our recent industrialized history, it is clear to see how the 1918 influenza pandemic sparked a design movement (Modernism) that was co-mingled with increased access to light and air, and elevated awareness of the value of connection to nature, all in an effort to minimize disease transmission. As is often the case throughout human history, the pendulum swung back, as exemplified by the 1973-74 oil embargo and our collective reactions to reduce energy use and therefore force a disconnection with nature by closing the dampers on building ventilation, and shuttering windows. Unsurprisingly, these actions shocked our physiology, what some describe as an evolutionary mismatch, and we quickly observed the dawn of “sick building syndrome.” Thankfully, the pendulum is slowly moving back to a focus on human health indoors. However, this time the focus includes a balance of energy efficiency and healthy building standards.
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Electrical Safety
Augmented Reality Becomes Actual Reality
By Golsa Fouladinejad
Augmented reality (AR) was once the stuff of Hollywood fantasies. Remember Marty McFly’s son in [IT]Back to the Future II[IT] sporting a head-mounted graphical display at the kitchen table? How about the use of AR-based gesture recognition throughout Steven Spielberg’s [IT]Minority Report[IT]? Or the helmet-mounted AR display in [IT]Iron Man[IT]? Since these films hit the silver screen, augmented reality has become actual reality, finding its way into data centres, critical care facilities, plant operations, and more. According to IDC, the global AR/VR (virtual reality) market will see a 77% compound annual growth rate from 2019 to 2023. When you consider the profound impact AR is having on facility operations and maintenance, it’s easy to understand why.
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Looking Back
The Recession Approaches — 1982
The year 1982 started on a relatively good note for electrical distributors. Sales in the first three months were at generally acceptable levels, due mainly to a carryover from the previous year. Then in the second quarter the bottom fell out of the market. Believing that CEDA would soon feel the brunt of the recession, the Board of Directors began a re-examination of the budget in April to see where expenses could be trimmed.
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White Paper
Discussing Diffused LED Lighting with IIlumisoft CEO Brett Nicholds
By Blake Marchand
Illumisoft Lighting is an innovative company headquartered in Ottawa that focuses on suspended ceiling troffer LED fixtures that utilize optical film technology to achieve a high level of performance and efficiency. The company’s flagship product is the EcoWing, which is available for new construction and fixture in fixture retrofits. Their primary application target is office buildings, hospitals, and dealerships. Recent projects include the Department of National Defense building in Ottawa, AMPED Sports Lab, Queensway Carleton Hospital, and Surgenor Automotive Group.
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Economy
Infrastructure Economic Account: Environmental Perspective, 2020
The Infrastructure Economic Account has recently been expanded to include an environmental perspective, providing insight on the relationship between investment in infrastructure and the environment. Main indicators include greenhouse gas emissions caused by the production of infrastructure assets, greenhouse gas emissions per value added, and clean input proportion. Total greenhouse gas emissions from the production of infrastructure assets have increased from a recent low in 2011, corresponding to the injection of infrastructure investment. However, the greenhouse gas emissions per value added has actually decreased since 2012 and remained stable from 2015 to 2020. A decrease of greenhouse gas emission per value added suggests that environmental improvements are made in the construction of these assets.
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Survey Results: How the Pandemic Has Changed Internet Use
The Internet was a lifeline for many Canadians in 2020. It was where we worked and studied, how we stayed in touch with loved ones, and increasingly where we shopped. While the share of Canadians (92%) using the Internet increased only slightly since 2018 (91%), how we use it and for how long each day has changed dramatically since the onset of the pandemic. During a year when brick and mortar stores were not always an option, many Canadians turned to the Internet for their purchases. More than four in five Canadians (82%) shopped online in 2020, up from 73% in 2018. Online spending rose by approximately one-half over this period, from $57.4 billion to $84.4 billion.
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Economy
Business Openings Increased 1.6% in March
In March 2021, the number of business openings increased by 1.6%, as public health restrictions were less restrictive in many provinces compared with earlier in the year. After rising steadily over the previous three months, the number of business closures edged down 0.7% in March. The number of active businesses in March was 1.3% below the level observed before the COVID-19 pandemic. The decrease in business closures from February to March 2021 was relatively widespread across provinces and territories, with the exception of Yukon, Saskatchewan and British Columbia, where closures increased slightly. The largest decrease in business closures was observed in Alberta, where there were 11.7% (-740) fewer closures than in the previous month.
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Survey Says
Wholesale Establishments by Employment Size 2019
This graph shows the amount of electrical wholesalers for each province arranged by number of employees. The Northwest Territories, PEI, Nunavut, and Yukon have a combined six establishments.
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Changing scene – People – Announcements
- HPS Announces CFO Retirement and Appoints Richard Vollering as CFO and Corporate Secretary
Hammond Power Solutions (HPS) is pleased to announce the appointment of Richard Vollering as Chief Financial Officer and Corporate Secretary of HPS effective June 14, 2021. Mr. Vollering will be replacing Chris Huether, who is retiring after a 35-year career at HPS. Chris Huether will remain with the company until the end of 2021 to ensure a smooth and orderly transition.
- Arkadiusz Turoczy Joins ECS as Regional Manager for Quebec Region
Arkadiusz Turoczy has joined ECS Electrical Cable Supply Ltd. as the company’s ECS team as Regional Manager of the Quebec region, reporting to Rick Vascotto, Executive Vice-President Sales, Eastern Canada…
- LEDVANCE Welcomes Stefano Foti as Sr Sales Representative in Central Region for Canada, Linda Conejo as National Accounts/Business Development Manager
LEDVANCE, the maker of SYLVANIA general lighting in the US and Canada, is excited to announce Stefano Foti as Sr Sales Rep in the Central Region for Canada and that Linda Conejo will be taking on a new role as National Accounts/Business Development Manager. “Stefano has 25+ years industry experience and brings a wealth of knowledge within the lighting and electrical industry. We are excited to have him as part of our team and wish him all the best for a successful year,” said Lori Bagazzoli Central Region Sales Manager, LEDVANCE Canada.
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Changing scene – Industry and Market News
- Lighting Has Strong Pulse in Q2
The pulse of the lighting industry is strong. Channel Marketing Group’s recently concluded 2021 Q2 Pulse of Lighting survey revealed that each channel audience is seeing the lighting product category growing, on average, high single digits with over 65% reporting sales growth of over 5%...
- Graybar Announces Launch of New E-Commerce Website
Introducing an all-new shopping experience for Graybar Canada customers. Designed with customers, vendors, and branches in mind - Graybar's new e-commerce website aims to bring you all the best that Graybar Canada has to offer, at the touch of your fingertips.
- Frost & Sullivan Spotlights Solar PVs and the Changing Market Dynamics Expected through 2030
Solar photovoltaic (PV) is now the leading source of global power generation investment. In 2020, more dollars were invested in solar PV than coal, gas, and nuclear combined. The decade ahead promises more growth and continued investor opportunities as Frost & Sullivan forecasts a total of $2 billion to be invested through 2030, with half going to utility-scale projects and the rest going to commercial, industrial, and residential PV systems. More homes and businesses will arise as prosumers, relying on self-generation for most of their needs, enabled through energy storage systems.
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Changing scene – Industry and Market News
- ABB Reaches Major Milestone in Powering Safe, Reliable and Emission-Free Public Transit in Ontario
With passengers' safety, reliability and sustainability at the forefront, ABB delivered its traction power substation, the electrical heart of the Finch West LRT in northwest Toronto. In collaboration with CYMI, a Grupo ACS company specializing in rail electrification systems, ABB successfully installed the traction power substation of the Finch West Light Rail Transit (LRT) project. After achieving this important milestone…
- Larry Jackson Partners with O’Neil Electric for 2021 Season
Ten-year NASCAR Pinty’s Series veteran racer Larry Jackson is elevating his racing program to the next level in 2021. This season the Oakville, ON driver will partner with O’Neil Electric becoming the primary sponsor on his #84 Dodge as he competes in the full NASCAR Pinty’s Series campaign. O’Neil Electric Supply is a Canadian Owned, Independent Wholesale Supplier of Premium Electrical Products serving clients throughout Ontario from its two Toronto locations for more than 50 Years.
- Schneider Electric Partners with Rio Tinto
Schneider Electric and Rio Tinto have signed a memorandum of understanding (MoU) for a collaboration to develop a circular and sustainable market ecosystem for both companies and their customers. This multi-product partnership will see Schneider Electric use responsibly sourced materials produced by Rio Tinto. These include low carbon aluminum and copper produced with renewable power, iron ore, and borates.
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Changing scene – Industry and Market News
- Syntax Acquires Illumiti to Expand Global SAP Functional Practice in North America
Syntax, the multi-cloud and multi-ERP managed cloud provider for mission-critical applications, announced its acquisition of Illumiti. Headquartered in Toronto, Illumiti is one of the preeminent SAP systems integration and management consultancies in North America, and an SAP Platinum Partner. By joining forces, Syntax and Illumiti are able to offer companies unparalleled, end-to-end technical and functional SAP solutions and expertise. Syntax is a portfolio company of Novacap, a Montreal-based private equity firm.
- Omnicable Completes Acquisition of Houston Wire & Cable Company
Houston Wire & Cable Company and Omni Cable, LLC has announced that the acquisition of HWCC by OmniCable has been completed, following approval of the transaction by HWCC stockholders at a special meeting. The transaction was announced on March 25, 2021. Under the terms of the merger agreement, HWCC stockholders will receive $5.30 in cash for each share of HWCC common stock they hold. As a result of the completion of the merger, HWCC common stock…
- LabTest Certification Receives Accreditation as a Notified Body (NB) for the EU ATEX Directive for Approval of Equipment Used in Explosive Atmospheres
LabTest Certification Inc. has been accredited as a Notified Body for the ATEX Directive 2014/34/EU, to carry out evaluation of equipment used in Explosive Atmospheres and issue EU Type Examination and Quality Assurance Notification (QAN) Certificates and for the European Union. With the Canada-European Union Comprehensive Economic and Trade Agreement (CETA) coming into effect, one of the benefits of the agreement is that it allows for Canadian Conformity Assessment bodies…
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Changing scene – Conferences – Education
- AD Network Meeting Draws 300 Member Attendees Across North America
AD’s electrical team hosted the 2021 Virtual AD Spring Network Meeting April 21-22, welcoming over 300 member attendees from U.S., Canada and Mexico. While the meeting itself took place over two days, AD hosted weekly strategic supplier webinars for several weeks leading up to the meeting, where AD members heard updates from supplier partners on market conditions…
- September 22-23: EFC’s “Beyond the Horizon” 2021 Industry Conference
Register today for this whole new virtual experience, featuring dynamic speakers, sought-after keynotes, concurrent learning tracks, expanded programming and more…
- BCEA PowerUp Podcast: Supply Chain Challenges
BCEA Power Up hosts, Chris and Andrew sit down this week to have a look forward in the calendar at some upcoming BCEA events and share some fond memories from previous years. They also discuss one of the major issues everyone in this industry is facing right now, long deliveries and supply chain issues.
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Changing scene – Conferences – Education
- The 2021 BCEA Annual Conference is Going Virtual
This year, BCEA has combined the best of the LINK Conference and the THRIVE Summit into two impactful days of networking, education and discussions on the topics that matter most to members. Registration opens Monday, June 21 and with opportunities to win a complimentary registration on our social media channels.
- Maximize Your Sales Potential with Pathfinder: Pre-Order Your 2022 Edition Now
Pathfinder is the only benchmarking report of its kind in Canada that provides data on the total available market for electrical equipment, nationally. Co-published by EFC and Kerrwil, this report features Canadian-driven and-defined market mix data as well as product and customer mix details that can help steer many key business decisions…
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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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In The Next Issue
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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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