Canadian Electrical Wholesaler

Marc Laplante

By Marc Laplante

May 16, 2017

Along with “I gave at the office” and “Hi, I’m from the government and I’m here to help you,” the “handshake of a deal” concept seems to have gone the way as the dinosaur. What happened between the era where my dad used to say, “We shook on it,” and that was the end of it, and now where it’s not a PO until the cheque has been cashed. And even then as, an another agent once said to me, “Wait ’til you get the return request.”

In the U.S., everything is driven by liability. I’ve seen more “Do Not’s” in installation manuals than “Do’s.”  “Whaddayamean I can’t plug this in while standing in a foot of water on a copper plate?” Duh.

I always thought that here in Canada we were a bit less litigation driven then our U.S. brothers. It would seem that although we won’t award $70 million to someone who scalded themselves with the coffee they were holding between their legs, we are nonetheless getting into more detailed contractual arrangements. So now, when we get a contract from a principal, we have to look to see if there are any mentions of POS-POT, or Spec credits, of exclusivity and a whole bunch of other issues that my dad never would have thought to make sure was in the contract. Hey, “We have a handshake of a deal,” right? Good enough, right? Well, no, sorry , not good enough any more. Because when he was shaking your hand, he was making off with the rings.

I lived through the handshake of a deal once. We helped this gentleman start his business from ground zero. He didn’t have any sales. We took the line on because my father my brother and I knew that this was going to be the winner. “Our retirement line,” to use an expression that another agent and great family friend  Dick Roney used to say.

Yup, retirement line alright, until one day an end user phones to say he’s having problems with the product we sold him and I ask my brother Paul, “Hey, did we ever sell our product to this company? The guy is saying that he’s got four floors of our stuff and it’s not working well.” Only to find out, when we confronted the owner of the company that, well, this customer called and they didn’t want to deal with a distributor so he decided to sell them direct. End of story. So yes, I still believe in the handshake of a deal because I try and see the good in people before the bad in them, but now I’ve got a bunch of lawyers to make sure that I don’t sign anything before they’ve okayed it. Thank god for that.

As a manufacturing agent, Marc Laplante of Laplante and Associates represents a full range of products used in the sectors electricity, mechanics and ventilation, as in residential, commercial and industrial and also at the level of original equipment suppliers; This email address is being protected from spambots. You need JavaScript enabled to view it..

Study

Technological change has often been the cause for major market disruption. Consumers tend to benefit from these kinds of disruptions through improved service levels or radically lower prices. Wholesalers and distributors, however, have fewer means to drive changes themselves.

 

Here in Part 3: successfully operating in added-value market segments. This requires applying a number of different levers, usually at each step of their sales channels. . . Read more 

 

 

 


By Shoynear Morrison

The importance of using the right tone within communications and marketing can be easily underestimated. Within these fields words are used to convey specific messages and meaning regarding a brand.

What does the word tone mean and how can understanding its meaning allow you to apply this literacy device?

Well... The Merriam-Webster Dictionary defines the word tone as an “accent or inflection expressive of a mood or emotion, the pitch of a word often used to express differences of meaning.” Aka… tone, is the way we say something and creates emotion. 

 

Read more...

 

 

 

Changing Scene

  • Prev
Flextherm Celebrates 25 Years With a Big Bang PHOTO: EIN-37/CEW-18-CS-Flextherm-400.jpg The floor ...
Electro-Federation Canada’s 6th Annual Future Forum, Thinking Smarter — Channel Products, Energy, ...
In partnership with Habitat for Humanity Québec, Convectair is donating two heating units ...
Do you know an industry member who has greatly contributed to the Canadian electrical industry and ...
Kendra Smith will be joining the company’s Nationals Accounts team as the Key Accounts ...
Blueway has been added as a division within Sonepar Ontario, reporting directly to Sonepar Ontario ...
Pilz Canada has added Marcus Graham to its family. Marcus is now serving a wide base of customers ...
Christopher Balleine has been appointed Stelpro’s Sales Representative, Maritimes, ...
Based in Ottawa, Lafontaine will be responsible for building on Schneider Electric’s ...
Bill Smith from Electrozad Supply Company Limited has been selected as this year’s recipient ...

Peers & Profiles

  • Prev
I didn’t wake up one day and go, “I want to work for my dad!” Actually, it was ...
    Ouellet Canada is celebrating 50 years in the Electrical Heating ...
  On February 27th Lumen opened their 36th branch in Ottawa, Ontario. ...
John Baron is President of Elec-Tech Sales Ltd., a manufacturing agent with headquarters in ...
  In September 1957, Ken Gerrie opened a storefront electrical supply counter in the growing ...
I met with Shoynear Morrison at the Lumen show in Montreal this past April — a welcomed ...
LEDVANCE GmbH, a new legally independent lamp manufacturing company born out of the former Osram ...
Murray Chamney is everywhere. He is involved in all initiatives, is active in the business ...
Many Millennials join our industry by indirect routes or by chance. Not so for Jonathan Clarke, who ...
Intermatic is a North American family-owned energy control company celebrating its 125th year in ...

Looking Back

  • Prev
  Electrical distributors must remain in both the electronic and electrical ends of the ...
  The public’s strong interest in energy-saving products should continue in the ...
  Even in a principally agricultural province like Saskatchewan, the impact of electronics ...
Electrical distribution companies operating in British Columbia will continue to get larger while ...
Golden anniversaries are celebrated by the mature, and our industry is allowed to celebrate ...
The last 50 years have been exciting ones for the electrical industry but they won’t compare to ...
The ceiling that had been placed on membership fees remained a point of contention among ...
The year 1982 started on a relatively good note for electrical distributors. Sales in the first ...
An $80,000 deficit from 1979 greeted the CEDA members at the 1980 Annual General Meeting...   ...
At the January 1976 meeting of the Board of Directors, the title of the association’s manager was ...

Canadian Electrical Wholesaler is surveying Canadian Electrical Industry Businesses. This short survey (5 multiple choice questions) will aid in determining the the state of Canadian electrical businesses and provide valuable insight into industry shifts. 

We thank you for your time in filling out this survey.

Take survey here: https://www.surveymonkey.com/r/CEWbusinesssurvey

 

Copper $US Dollar price per pound

Kerrwil Publications

538 Elizabeth Street, Midland,Ontario, Canada L4R2A3 +1 705 527 7666
2016 All rights reserved

Use of this Site constitutes acceptance of our Privacy Policy (effective 1.1.2016)
The material on this site may not be reproduced, distributed, transmitted, cached or otherwise used, except with the prior written permission of Kerrwil