Wholesale & Distribution International - Spring 2016 - 23


ADANAC SALES INC.

MANUFACTURER'S REPRESENTATIVES

www.adanacsales.com / HQ: Coquitlam, British Columbia / Employees: 12 / Specialty: Manufacturer's representative /
Mike Hodges, principal: "We empower our team to make sound business decisions on their own."

A Broad Reach

Adanac Sales thrives by serving multiple markets, including industrial, residential
and commercial. BY ALAN DORICH

A

fter nearly 25 years, Ad-

anac Sales Inc. has gained a
strong reputation in its market,
Principal Mike Hodges says. "It's [thanks
to] a combination of doing the right thing,
providing a high level of service for our customers and having A-level manufacturers,"
he explains. Based in Coquitlam, British
Columbia, Adanac Sales was formed by Reg
Kennedy and Keith Maguire in 1992 after
working in the distribution business for
many years.
Today, Adanac Sales represents manufacturers of electrical equipment, including Appleton Group, BEL, Columbia MBF,
ConvectAir, Eastern Wire & Cable, Federal
Signal, IDEAL Industries, Intermatic, Legrand, Lutron Electronics Co. Inc., Pentair
Raychem, Pentair Nuheat and Priority Wire
& Cable. "Some of our lines have been with
the company in excess of 20 years, something we are very proud of," Hodges says.
"They (Reg and Keith) built the organization over the years with one thing in mind:
[taking] care of the customer," Hodges
says, noting that this remains the company's primary focus. "You say what you do
and you do what you say. In other words, do
the right thing!"
Adanac Sales serves customers in all
markets, Hodges says. "Our company is set
up in a way that allows us to focus on individual market segments with our industrially, commercially and residentially focused staff, in addition to our distribution
sales team," he says.
When one market is "not as buoyant as
the others," the company can switch its

Principal Mike Hodges (left) and Partner Kevin Smythe
take pride in their continued growth of Adanac.

concentration to maintain positive growth
from year to year, Hodges says. Right now
the "residential and commercial markets
are strong in BC," he reports.
Both were strong drivers of Adanac Sales'
success last year. "We see that happening
again this year," he says. However, there are
still many solid industrial opportunities to
capitalize on this year as well.

TOPICS OF CONVERSATION
Adanac Sales' industry has experienced
many recent changes. "We are seeing some
shifts in the traditional products that we've
gone to market with," Hodges reports.
"More and more wireless-type solutions
[are being offered] and as a result are affect-

ing the sales of traditional products and old
ways of doing things.
"There's also a lot of changes with LED
coming into play," he continues. "Many
manufacturers are trying to figure out
where they play in that market and how
to capitalize on the emerging trend that
seems to change consistently."
The use of customer relationship management (CRM) software also has become
more important in today's world, Hodges
says. "It seems to be a topic of conversation
at most conferences we attend," he says,
noting that Adanac Sales has used a CRM
system for more than 12 years.
"We use Empowering Systems as [our]
software," he says, noting that it has worked
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23


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Table of Contents for the Digital Edition of Wholesale & Distribution International - Spring 2016

Contents
Wholesale & Distribution International - Spring 2016 - Cover1
Wholesale & Distribution International - Spring 2016 - Cover2
Wholesale & Distribution International - Spring 2016 - 1
Wholesale & Distribution International - Spring 2016 - Contents
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Wholesale & Distribution International - Spring 2016 - Cover3
Wholesale & Distribution International - Spring 2016 - Cover4
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