Electrical Industry Roundtable 2014 - 29

we keep looking at ourselves as a closed market and just deal with
consultants in Canada, then many of the major jobs won't consider
our products. Multinationals that can put resources forth will be able
to address this issue. Those that can't will be on the outside looking
in.
KERR: How about from the distributor side?
BRANSCOMBE: Best practices. Seems like a good opportunity to
share those ideas. The data discussion can also be a huge asset and no
individual company can do this alone. We need everyone to buy into
the data sharing and the associated attributes - that would be a strong
start for us to get to that next step to strengthen our overall business
and get in-line with the times.
SYER: That touches on a couple of points that were made here. This
association has a role in ensuring manufacturers in particular,
commit to hiring talent in Canada. The difference between
Manufacturers that have strong, committed management in Canada
and those that took the opportunity to pull people out is very clear.
While the post-2009 regroup has created opportunity for reps - which
is all good - their principals don't understand the market, their results
suffer and their field people have a really tough time.
KERR: It goes back to what Murray was saying about
sometimes if we try an alignment with North and
South, are we going to give the U.S. a realistic view of
what Canada is all about given the expectations of
what should kind of handle some of the enthusiasm
to get the 20% growth they keep hammering you for.
You have all have been so wonderful with your
time. We all can't thank you enough!
" With the
perspective of
looking three-years
out, five-years out? "
Canadian Electrical Wholesaler JUNE 2014
29
Electrical Industry Roundtable 2014

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