Wholesale & Distribution International - Spring 2016 - 24


ADANAC SALES INC.

well for the company. "That's one of the
things that sets us apart from other firms.
Even manufacturers are looking at CRMs.
"Using a CRM has provided us an additional tool to manage our business that
has helped us grow over the years," Hodges says. "With the ability to track opportunities, projects and quotations in one
central database, we are able to close more
projects, provide better information to our
principals and manage our sales team in an
efficient manner."

AN EMPOWERED TEAM
Efficiency is a large focus for Adanac Sales,
Hodges says. "We have to maintain efficiency [throughout] all of our organization," he
says. "If you don't, your costs are going to
get out of hand."
Adanac Sales' employees play an important role in that, Hodges says. "It is challenging to lead a team that consists of three generations," he says. "Finding ways to manage

a multi-generational team is ever-changing
but by listening to everyone on the team
openly and respectfully, it can only make
you stronger as a company and ultimately a
better resource for your customers.
"One of the things that we do is ask our
staff to treat it like it's their business," he
says. "We try to empower our team to make
decisions themselves that are consistent
with our corporate philosophy."
With this added responsibility, "People have a tendency to look a little closer
at what they're doing. That's the way I was
brought up in the company: If it makes
sense to you, and you can rationalize why it
makes sense, then go for it."
This autonomy has helped nurture a
"family" environment at Adanac Sales,
Hodges says. "We try to do little things with
our team," he says, noting that this includes
a family BBQ in the summer and giving its
employees a day off on their birthdays. "It's
a nice little perk."

TAKING PART
Adanac Sales Inc. participates in industry organizations including Electrical Council, which
is part of Electro-Federation Canada. The nonprofit "provides one voice for the electrical
market in Canada by representing leading Canadian electrical manufacturers, distributors
and manufacturer representatives," Adanac Sales says.
"Electrical Council members manufacture, distribute and sell a wide range of electrical
products, including distribution equipment, industrial controls, lighting, motors and generators, transformers, wire and cable, wiring supplies and electric heating," the company
adds.
Another organization is the Custom Electronic Design & Installation Association (CEDIA), which consists of firms that specialize in planning and installing systems for homes.
"CEDIA provides top-ranked educational conferences, industry professional training, and
certification focused on the installation and integration of residential electronic systems
that consumers use to enhance their lifestyles," the association says.
Members of the firm, including Principal Mike Hodges, also have enrolled in Certified
Professional Manufacturers Representative (CPMR) training, which enhances skills in operating an effective firm. "In all, it takes three years to complete the certification program,"
Adanac Sales says.
"After completing the third year, graduates earn the right to use the distinctive CPMR
designation and gain membership to the Institute for Professional Advancement," the
Manufacturers' Representatives Educational Research Foundation's educational subsidiary,
the company says. "Adanac Sales believes in the value of professional development."
Additionally, Kevin Smythe is past chair of the British Columbia Electrical Association,
past chair of Canadian Electrical Manufacturers Representatives Association (CEMRA) and
currently is sitting as the CEMRA representative on the National Manufacturers Representatives Association Board.

24 www.wdimagazine.com Spring 2016

KEY COMPONENTS
Hodges joined Adanac Sales in 2004 when
Partner Kevin Smythe asked him. "I've
known him since the late 1980s," Hodges
says, adding that he previously worked with
Smythe, Maguire and Kennedy at Gescan.
At the time, Smythe was well into a
succession plan with Kennedy and Maguire. "We worked out a deal where I became a partner as well," Hodges recalls,
noting that he manages Adanac Sales
with Smythe today. Despite the ownership change, "We really didn't skip a beat
when the two previous owners retired,"
he says. "Kevin and I have been able to
continue to grow the organization.
"We haven't seen a downturn," Hodges
asserts. "In fact, since joining the company,
we've expanded by six employees and increased sales by 73 percent.
"We achieved this by being very focused
on the contractors and end-users, building
relationships and driving business back
through the electrical distribution channel," Hodges says.
Next year marks the company's 25th anniversary. "We're in the planning stages,
but our goal is to certainly do something
[celebratory] for our 25th," he says. "My
feeling is that it's probably going to be some
form of a customer appreciation event."
He predicts more success for Adanac
Sales. "We would like to see continued
growth as a company both in sales and
staff, but also too as business owners,"
he says. "[We also want to] grow as a
key component to our electrical industry in British Columbia." 
// Legrand // is the global specialist in

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Innovation for a steady flow of new products
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(ISIN code FR0010307819). www.legrand.us


http://www.wdimagazine.com

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

Contents
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Wholesale & Distribution International - Spring 2016 - Cover2
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