Taking Stock October 2016

TAKING STOCK AN UPDATE FROM THE ELECTRIC AL DISTRIBUTORS’ ASSOCIATION Est. 1914

Issue 7 October 2016

Distributors embrace product knowledge and apprenticeships Delegates at Regional Business Forum hear that education is ever more popular, but that branch managers must promote product knowledge Take-up of apprentices among EDA members has increased from 12 per month in 2013 to 70 per month so far this year – but women are still poorly represented.

Margaret Fitzsimons – with the help of John Henry from EDA Apprenticeships Plus and Apprenticeships Manager Carmen Daley – revealed the figures at the Association’s penultimate Regional Business Forum for 2016.

‘EDA Apprenticeships Plus,’ said Fitzsimons, ‘takes away the pain of apprenticeship complexity.’ Daley echoed this sentiment, noting that this scheme, set up by the EDA for its members, has Trailblazer and Apprenticeships Levy involvement.

It is independent of any training provider or college, so it drives up standards and acts as a single point of contact for apprentice recruitment.

The Product Knowledge Modules prepared by MOL have also been successful, with ever greater take-up

among young men and women. Even so, Fitzsimons thought that branch managers needed to do more to extol the benefits of taking the modules for future careers – as well as the consequences of not doing the required work.

Of the many modules, which cost £150 each and represent 40 hours learning in 12 weeks, the Fundamentals of Electricity is the most popular, and probably the most important.

Prestwood joins the board Glyn Prestwood, Commercial Director at Edmundson Electrical, has joined the board of the EDA. Prestwoods’s early career was spent at MK Electric in a variety of roles. For the past 20 years, however, he has worked at Edmundson, initially as a profit centre manager, then as regional director for Electric Center in the South East. Today, as Commercial Director, he is responsible for Edmundson’s supplier relations and key customer accounts.

‘I am delighted to be taking over from Ray Smith and look forward to carrying on the excellent work he has done within the Association for many years,’ Prestwood said.

Tel: +44 (0)20 3141 7350 .

Fitzsimons concluded by discussing the EDA’s independently conducted survey of wholesaler and manufacturer members’ concerns and opportunities. (For more on the survey, turn to the centre section.)

The forum was moderated by Ray Smith, who retires this month. He, was presented with a specially commissioned portrait of himself.

The venue was the Telford headquarters of the Lighting Industry Association (LIA), also the site of a newly completed, world class lighting compliance test laboratory. LIA CEO Steve Davies provided an overview of what the LIA does at Telford, now largely lighting compliance.

After this, Steve Davies guided EDA members around the lab (pictured). The LIA is becoming more commercial and is a fully independent test house. Commercial Manager Julie Humphries and Simon Cook, Head of Sales, described the association’s Performance Verified Scheme.

Affiliates bring heat and light ​ wo affiliated manufacturers – Atlantic Heat and Ansell T Lighting – joined the EDA in September.

As part of Groupe Atlantic UK, the Atlantic Heat electric heating brand is synonymous with quality and efficiency. Its products are based on more than 40 years of electric heating innovation. Developed for the installer and user, the products are easy to install and reliable, combining premium design and cutting edge technology.

Ansell Lighting is an award-winning manufacturer of internal and external lighting. Its product range covers commercial, industrial and retail applications. The Ansell brand is synonymous with innovation and products incorporate energy-saving LED components. Ansell prides itself on providing exceptional customer service.

The EDA now has 68 affiliated members. We urge EDA wholesalers to support them.

Fax: +44 (0)20 7602 0613

FROM THE BOARDROOM Back in 2001, we decided to try having Business Forums as a kind of travelling roadshow around the country. The purpose was to promote the newly developed training portfolio and to get EDA members and our affiliate manufacturer friends together to discuss things of common interest.

The number of events per year has grown from two back at the start to four this year.

Presentations have covered a variety of subjects, all of which have been relevant to our industry. More importantly, those subjects were chosen from requests by forum attendees. We always ask for feedback and score all aspects of the day with the view of improving subsequent events.

But have we got it right?

The recent forum at the LIA Laboratories in Telford was my last official engagement for the EDA before handing the baton on to my colleague Glyn Prestwood. The next forum will be at LuxLive in November. Why not come along and let Glyn know what you think?

Finally, I would like to thank all the presenters and delegates over the years for their fantastic support and participation. It has been a privilege and a pleasure to be involved and a great way to have met so many talented and interesting people in our industry.

Ray Smith EDA Board of Management

Email: info@eda.org.uk

www.eda.org.uk

@eda_uk

Welcome manufacturers into your EDA President Tom Jones reiterates his commitment to co-operation between wholesalers and manufacturers at the Association’s Summer Event, and discusses the findings of a member survey

Members of the EDA should welcome manufacturers into their businesses and work more closely with them, including joint customer sales calls, surveys, quotations, technical support and trade counter displays, according to President Tom Jones.

From the start of his presidency, Jones (pictured opposite) has made it clear that the relationship between manufacturers and wholesalers is crucial to supply chain success.

Jones made his remarks during the Association’s Summer Event – a cruise along the Thames in London aboard the Dixie Queen paddle steamer (pictured right). Jones set out his stall at last year’s EDA Awards Dinner, where he said: ‘One of the major priorities of my twoyear presidency will be the growing partnership between wholesalers and manufacturers.’

At July’s Summer Event, he welcomed guests, new members and affiliates. There were 140 senior figures from the UK electrical industry – 80 manufactures and 60 wholesalers. Jones thanked Paul Jenner of the IBA for working so hard to bring his buying group members into the Association.

He said: ‘One of the first actions coming from last December’s strategy day was to carry out a survey of our members and affiliate manufacturers, to listen to what they had to say about the present and future of our industry.

‘This took the form of online

52

YEARS AGO

questionnaires and telephone interviews. In the preliminary stages, we spoke to a number of our longest-standing affiliate members to get their views on a variety of subjects.

Importantly, the respondents were passionate about the opportunity, to share how they felt, to support the partnership with the EDA and its membership.’

Topics included pricing, the Internet of Things, multi-channel distribution, electronic data interchange, product data files, wholesaler services and adding value, the consolidation of supply, loyalty, integrity of trading policies, and recruitment and training. Marketing, commu-

2

www.eda.org.uk

A sharing of thoughts

The three long-standing affiliates who shared their thoughts at the Summer Event were Andy Will of Electrium, Eaton’s Mark Willmott and Stuart MacKenzie of GDC. Looking at technologies, Will asked: ‘What does the distributor network provide me as a manufacturer?’ Not long ago, he said, life was very different, with few computers and almost no mobile devices, yet looking at the effects that the latest digital and communication tech-

Back in the swinging sixties, the Electrical Wholesalers Federation, the predecessor of the EDA, decided to quiz its members about how they felt about manufacturers… and revealed some interesting opinions.

This issue of Taking Stock is the first opportunity for EDA members to see the results of our survey that reveals the threats and opportunities identified by wholesalers and manufacturers, we thought it apt to look back at a similar survey carried out by the EWF back in 1964.

On that occasion, they set out to see the manufacturer through the eyes of EWF members. Gordon Johns reported in the July 1964 edition of Electrical Wholesaler that questionnaires had been sent out and ‘the response was excellent’.

Overall, wholesalers were much more satisfied with manufacturers of installation equipment than they were with makers of domestic products.

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nication and social media, plus product quality and compliance were also covered.

About half of respondents agreed with the statement: ‘Some manufacturers claim wholesalers do not sell, only distribute. Do you accept this?’ However, they strongly disagreed with suggestions that they did not carry adequate stocks.

By far the most criticism was reserved for delivery problems. Comments included ‘poor delivery’, ‘wrong or insufficient information on outstanding orders’ and ‘introduction of new lines and heavy advertising before production started, resulting in a long wait and much bad feeling’. There were no such complaints in the 2016 survey. l Visit www.eda.org.uk for the full results of the 1964 survey. For the 2016 results turn to the centre section.

businesses for success nologies can have on businesses everywhere, he asked rhetorically: ‘Are there such compelling events on the horizon that will cause major changes in behaviours and opportunities for the supply chain?’

He noted the domestic smart meter rollout, asking: ‘Will this change consumers’ requirements in terms of real-time pricing?’

Will also pointed out that fossil fuel prices would continue to rise long term, postulating that this would make microgeneration more attractive, even without feed-in tariffs, and that it would also drive effective home battery storage development.

Other technological advances include domestic supply DC becoming more prevalent, the increase in electric vehicle take-up – with its crucial charging infrastructure – and the lack of affordable housing, which might result in a shift to off-site build.

Will said that everyone in the supply chain should work collaboratively to help fulfil these requirements.

Mark Willmott had a different take, explaining that Eaton gets almost daily requests from installers to shorten the supply chain and deal direct. To counter this, he looked at the ways in which manufacturers can work with wholesalers to improve the route to contractors, saying: ‘I believe it has to be the strength we achieve in partnership – but we face issues in this relationship and the supplier survey highlighted this strongly in every quarter.’

A problem for manufacturers,

‘Should the electrical industry provide the online retail customer journey to our own contractor customers?’ he asked. ‘Why not?’ He noted that the UK is way down the European leaderboard for percentage of business-to-business sales through websites at 5.5 per cent.

Before confirming that the EDA would be sharing the survey’s outcome with members, Jones explained that the Association will continue to develop and widen its training programme and will also help prepare the industry for marketplace digitalisation. which have invested greatly in R&D, is that from a product perspective, they watch their investments being superseded by ‘internet deals of the day’. So, is the wholesaler’s service proposition sustainable, he asked?

GDC’s Stuart MacKenzie asked: ‘How often do we review the journeys our customers make when buying from us? What experience do they get as a new or returning customer?

‘As a manufacturer, I’m sure we don’t do it enough. There’s always room for improvement. Most manufacturers have only the distribution route to market, but wholesalers have a much wider and diverse customer base.

MacKenzie said the business-to-business/business-to-customer line is becoming blurred, adding: ‘I suggest we should start thinking like retailers to protect against retailers acting as wholesalers!’

Brexit repercussions

Jones then touched upon the outcome of the EU referendum: ‘The decision was reached by the British public to exit and now, an as-yet-uncharted new pathway lies ahead.

‘Individuals in and out of this room may well feel increased risk and uncertainty. In this room are many of the key figures from our industry.

I believe we all have a choice to positively and clearly, yet realistically, lead our staff and businesses through the immediate years ahead, or not… to set the tone and tempo, or not…’

He said that members should diversify and focus upon margins, strengthening their working relationships with manufacturers, and upon selling and stock, keeping a decent level and width of product, and challenging their sales reps and trade counter staff to stop order taking and start selling properly. l Turn to the centre section for the results of the survey..

EIC thanks EDA for a century of support The EDA has been supporting the Electrical Industries Charity for almost 100 years. A recent gesture of support by the Association was to include a ticket for entry into the EIC powerLottery in its 2015 Christmas card to members. This means that each company has had a chance to win a cash prize every month in 2016.

At the EDA Summer Event in July, Director Margaret Fitzsimons announced that two EDA members had been winners so far this year: in January, Litelm from the AWEBB buying group won £250; and in May, Hager also won £250.

There were a further two EDA winners from the July 2016 powerLottery draw. These were CH

Every entry to the powerLottery helps the Electrical Industries Charity provide the practical support people need to get back on their feet in challenging times. l Visit www.electricalcharity.org/ index.php/powerlottery for more information.

Electrical Wholesale, which won £500, and A&A Electrical Distributors which won £100.

The monthly powerLottery is a fun way to support the Electrical Industries Charity while having the chance to win a cash prize. There are 15 cash prizes every month: one of £1,000, two of £500, three of £250, four of £100 and five of £50.

DIARY DATES FOR EDA MEMBERS 11-13 October 2016 Scottish Function Our Scottish Function will be held at the Gleneagles Hotel, Scotland. As always, this event brings together senior figures from the industry for a programme of networking opportunities in a first class venue.

Call Maeve O’Dea on 0117 909 9550 23 November 2016 Regional Business Forum Our fourth and final forum of 2016, which will he held alongside LuxLive at Excel, London.

Call EDA office on 020 3141 7350 9 March 2017 Annual Awards Dinner EDA wholesaler members invite their key suppliers to the largest and liveliest event in the Association’s calendar. At the InterContinental Hotel in London.

Call Maeve O’Dea on 0117 909 9550 10 March 2017 Learners award luncheon Outstanding learners from across the EDA membership are rewarded for their efforts at the Shard in London.

Call Maeve O’Dea on 0117 909 9550 June 2017 62nd Convention of the EUEW Members committed to growing their businesses in Europe should not miss this event.

Hosted this year by the Polish members of the European Union of Electrical Wholesalers.

Call Margaret Fitzsimons on 020 3141 7351 6 July 2017 EDA Summer Event This hugely popular invitation-only event is a Thames Trip on the Dixie Queen. See opposite for report from this years’ event.

Call Marg​aret Fitzsimons on 020 3141 7351 3-6 October 2017 Scottish Function Senior industry figures network at Turnberry, Scotland.

Call Maeve O’Dea on 0117 909 9550

www.eda.org.uk

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The secret of our success In our previous issue, we talked to a pair of successful MOL learners at Edmundson Electrical. Now we speak to regional director Ian Parsons, whose learners are among those most likely to achieve distinctions in all EDA members in the UK

Ian Parsons has reason to be proud of his achievements as Regional Director for the west at Edmundson Electrical – but he is reluctant to blow his own trumpet.

The figures speak for themselves. Last year, the pass rate for young learners in his region was 72 per cent – 10 passes, 13 credits and 36 distinctions. That’s 61 per cent with distinctions; the national rate is closer to 25 per cent.

How have Parsons and his managers at Edmundson done this? ‘Training had always been something that the staff and the managers – all of us – wanted to do a bit more of,’ he says. ‘There are a lot of long-service people in Edmundson Electrical and it dawned on us that we needed to recruit some young blood into the business.’

Young blood

When it came to training this young blood, Parsons acknowledges the contributions of the EDA, the MOL workbooks and the Modern Apprenticeship scheme. But he is also the first to recognise the fact that ‘when you bring new people in, whether they’re graduates or apprentices, you must help the managers help these young people.’

In the past, says Parsons, learners did not do as well as they are doing today. ‘I was displeased with what we were achieving, and I looked into it,’ he says. ‘We had lower grades, non-finishes, and late returns [of the MOL workbooks] and I thought “maybe we’re doing something wrong here”. It came back to the fact that our managers are busy – they’ve not always got the spare time to mentor these younger people who are joining us.’

So Parsons put the systems in place to give the learners, and their managers, the best chance to succeed. ‘I decided to highlight the importance of training, and say ‘if you’re going to take an apprentice or a young person on and put them through the MOL workbooks, please make sure we are committed on both sides. I think that’s probably the single biggest thing we’ve done’.

‘Now before any manager takes on an apprentice or a trainee, they need my say-so, and I’ll make sure they have the time and resources to ensure the best possible chance of being successful.’

It’s about letting people know what’s expected of them and helping them by monitoring them, especially when they’re at an early impressionable age 4 .

www.eda.org.uk

Graduates

Parsons takes a different approach to the apprentices and graduates that join the company. ‘With the graduate commercial trainees, I’m involved right from the very beginning. When we’re interviewing, I let them know about what we do with the workbooks and what’s expected of them.

We say you’ve got six weeks for each one and we want distinctions. We have regular meetings every four to six weeks and they have to do a monthly report for me and their manager. Part of that report is how they’re getting on with the workbooks.

‘We are looking for graduates to be going out to see customers after six to nine months, so we push them early on. It tells you a lot about the individual – how much effort they put in and how much you have to chase them.’

Apprentices

Apprentices do not have regular meetings with Parsons. ‘I’m aware of them and have regular discussions with the managers about them,’ he says, ‘but because they’re generally younger people I try to encourage the manager to do what I do with the graduates. I encourage the managers to talk to them and review their progress and push them and cajole them and help them to get where we want them to be.

‘I’ll see them when I’m visiting the branch and ask how they’re getting on, but I won’t sit down with them in a formal meeting. That would come later on.’

In summary, Parsons says that his approach is not ‘rocket science’. ‘It’s the basics really: letting people know what’s expected of them and helping them by monitoring them, especially when they’re at an early impressionable age. It gets them into good habits as well.’

There’s one more aspect to encouraging the young trainees: they are financially rewarded for each workbook they complete successfully.

All these efforts are continuing to pay dividends for Edmundson, and there’s no sign that the Western Region’s success is on the wane. So far this year, learners have achieved an overall pass rate of 73 per cent with 5 passes, 12 credits and 26 distinctions.

In summer 2016, the Electrical Distributors’ Association asked research company Competitive Advantage to survey its Members and Affiliates to find out which business issues keep them awake at night. The results of the survey will inform the EDA’s business strategy

What keeps you awake at night?

EDA MEMBERS’ SURVEY 2016

Following its Strategy Day in December 2015, the EDA Board commissioned a member survey to ensure that its strategy for the future is aligned with the needs of its members. This four-page summary, which appeared for the first time in the October issue of Taking Stock newsletter, can only give a flavour of the findings of the report which runs to more than 60 pages.

The first live presentation of the results took place at the EDA’s Regional Business Forum in September at the new LIA lab in Telford where delegates were invited to ask questions and share views. The EDA is planning a full publicity campaign to promote the survey and to get members thinking, talking and acting on the results. l For more information, contact margaret.fitzsimons@eda.org.uk.

METHODOLOGY

Manufacturer telephone interview, 7%

To identify some initial themes, EDA Director Margaret Fitzsimons contacted 10 affiliate members to seek their confidential views and opinions. Research company Competitive Advantage used these responses to develop a MemManufacturer Wholesaler ber and Affiliate questionnaire. online survey, online survey, Questionnaires were posted 25% 54% online and tested by a few Rexel branch managers. After Wholesaler final modifications, Members telephone and Affiliates were emailed and interview, invited to complete the survey 13% online. It was available online for five weeks, and three emails were sent during that period to the full datawholesaler organisations and 30 base of contacts. manufacturers. Sixty-seven per cent A total of 209 individual memwere wholesalers and 33 per cent bers and affiliates responded manufacturers. to the survey, representing 58

73%

GREATEST BUSINESS CONCERNS In general, wholesalers and manufacturers identified similar concerns and opportunities. However, their initial, unprompted replies were slightly different.

For wholesalers, the greatest concern was the growth of online sales.

Manufacturers were less concerned about this than they were about fluctuations in exchange rates.

A further 28 wholesalers and 15 manufacturers were interviewed by telephone to ensure a good representation of the membership.

Thirty-six per cent of respondents held senior management roles, 39 per cent were branch managers and the remainder had a range of commercial roles.

Please note that in the questionnaires respondents were asked to score threats on a scale from 1 to 5, where 1 is a very serious threat, and to score opportunities on a scale from 6 to 10 where 10 is a great opportunity.

For clarity these have been changed in the charts. Threats are scored from -5 to 0 and opportunities from 0 to 5. www.cadvantage.co.uk

of wholesalers identified access to software for online sales to electrical contractors as an opportunity

n Wholesalers n Manufacturers Foreign imports

3%

Maintaining sales

3%

Pricing/margin

5%

Manufacturers selling direct

5%

Changing industry Bad debt Reduction in margin

5%

Eroding margins

5%

Changing technology

7%

Wholesalers destocking

7%

Competitors selling direct

7%

Cheap imports

7%

7% 8% 9%

Economic climate

11%

Competition

11%

Quality of staff

11%

Growth of online

Meeting demand

22%

Exchange rates

10% www.eda.org.uk

I

TECHNOLOGY OF SELLING Nearly three-quarters – 73 per cent – of wholesalers said access to software for online sales to contractors was their biggest opportunity.

Coincidentally, exactly the same proportion of manufacturers considered the growth of online sales by wholesalers an opportunity.

Automated order processing such as EDI was also perceived as an opportunity by both wholesalers (69 per cent) and manufacturers (66 per cent).

Of course, other organisations sell products online, and 85 per cent of wholesalers said the growth of online sales by third parties such as either Amazon, Screwfix and new entrants to the market was a threat.

For 80 per cent of manufacturers, the growth of online sales by new entrants was a particular threat, but they were less concerned by Amazon or Screwfix.

In the graph, right, negative values represent a threat, positive ones an opportunity.

1.9

Software for/capability of your business to develop online sales to contractors

2.6 -0.2 -0.8

Growth of online sales by your traditional wholesalers competitors

Growth of online sales by unknown, new entrants to the market

Growth of online sales by companies such as Amazon or Screwfix

-1.4 1.8 -2.3 -2.0 -2.2 -2.2 -2.5 -1.0 1.8

Automated order processing and inventory control technology such as EDI

1.7 1.7

n Wholesalers n SME wholesalers n Manufacturers

BIM 40% 22%

I am unfamiliar with BIM

34% 22% I am aware of BIM but see it as unimportant for my business

16% 20% 29%

I am aware of BIM and want to know more about how it might benefit my business

21%

40% 20%

n Wholesalers n Manufacturers n Overall

Most one-man bands pay less for their products than NG Bailey because they are not educated and buy purely on price Manufacturer feedback II .

www.eda.org.uk

There is at least enthusiasm for BIM: 10 per cent of wholesalers and 40 per cent of manufacturers are actively taking steps to incorporate BIM into their businesses, and 29 per cent of wholesalers and 21 per cent of manufacturers would like to know more about it.

22% 29%

of manufacturers say they are unfamiliar with BIM

26% 10%

I am actively taking steps to incorporate BIM content into my business systems

Manufacturers are ahead of wholesalers when it comes to building information modelling (BIM), but both groups share a familiarity with the technology. Some 40 per cent of wholesalers and 22 per cent of manufacturers say they are unfamiliar with BIM.

of wholesalers want to know more about BIM

SUPPLY-SIDE ISSUES On the supply side, the survey revealed that manufacturers are most concerned about the availability of low-cost foreign imports. It was cited by 79 per cent of manufacturer respondents.

Wholesalers too worry about imports, but not so many. It was identified as a significant threat by 64 per cent. Sixty-two per cent of wholesalers said they would not purchase a cheaper alternative product.

Renewable energy generation, battery storage and move from AC to DC power

1.4

-1.8 Availability of low-cost foreign imports

-2.2

Manufacturer feedback

Exclusive trading relationships with manufacturers

n Wholesalers n SME wholesalers n Manufacturers

Reduced local stockholding

-0.9 -0.3 -0.2 -1.0

Shorter product life cycle and dealing with obsolescent stock

Complex pricing and discount structure

Increasing speed and volume of new product introductions

1.2 1.0

1.5

1.5

Increasing complexity of products

-0.3

0.8 -2.8

-2.3

2.2 2.3

0.1 0.3 0.6

Rationalisation of the number of suppliers to deal with Manufacturers selling direct to electrical contractors

1.9

1.5 1.7 1.6

The Internet of Things/smart technology

If we have threats coming we should work together.

Let’s be better than them.

Got to come out fighting

2.0

1.2

-0.9 1.6 1.7 1.3

-0.1

0.5

0.8

SALES-SIDE ISSUES 1.7

Increasing use of mobile devices by contractor to place orders

1.1 1.5 2.1 1.2

Need for wholesaler to show lifetime value of products

2.0 1.2 1.0

Need for contractors to better understand products

0.9 -1.9

Contractors’ lack of awareness of dealing with unregulated suppliers

-1.8 -2.5 -2.3 -1.5 -2.4

Contractors’ increased focus on lowest cost

The biggest sales-side opportunity, according to survey respondents, was the need for wholesalers to demonstrate lifetime value of products; 64 per cent of wholesalers and 67 per cent of manufacturers mentioned this.

Most also thought the increasing use of mobile devices by contractors to place orders, and the need for contractors to better understand products, were opportunities.

The greatest threats were contractors’ increased focus on lowest cost (cited by 76 per cent of wholesalers and 85 per cent of manufacturers) and contractors’ lack of awareness when dealing with unregulated suppliers (80 per cent of wholesalers and 91 per cent of manufacturers). n Wholesalers n SME wholesalers n Manufacturers www.eda.org.uk III

SALES STAFF ISSUES 1.8 Staff capability to undertake digital sales and marketing

1.3 1.8 2.9

Need for staff to explain product performance characteristics to customers

1.6 2.1 2.9

Training of staff on product technical issues

In this category, all the issues identified are considered an opportunity by most respondents.

The greatest opportunities are the need to explain product performance characteristics (mentioned by 74 per cent of wholesalers and 69 per cent of manufacturers) and training of staff on technical issues (seen as an opportunity for 69 per cent of wholesalers and 67 per cent of manufacturers).

1.6 2.2 2.3

Recruitment of school leavers

1.3 0.9 0.4

Replacement of staff when they retire

0.3 0.2

n Wholesalers n SME wholesalers n Manufacturers

DISTRIBUTOR/MANUFACTURER BENEFITS All respondents were asked to think about a list of benefits that wholesalers offer to manufacturers, rating their importance from 1 to 10, where 1 is of no importance and 10 is very important.

The relationship with electrical contractors scored highest, followed by supplier loyalty. Manufacturers agreed with this view, and there was broad agreement on almost all of the benefits.

Taking credit risk Supplier rationalisation policy Web/e-commerce offer

6.3 6.2 6.6 6.4

7.3 7.6 7.5

Demonstrating products EDI for automated ordering and stock control

7.2

6.7

7.5

Trade counter

8.0 7.7

Merchandising and display of products

7.9 7.9 8.1 8.0

Holding stock

8.0 8.0

Having a local physical presence

8.5

wholesalers’ score out of 10 for the importance of their ability to offer manufacturers a relationship with contractors

n Wholesalers n Manufacturers IV www.eda.org.uk .

New product introductions Joint sales activities Training/educating contractors Market knowledge Supplier loyalty Relationships with electrical contractors

7.9 8.1 7.5

8.1

7.7

8.2

8.0

8.5

8.2 8.6 8.5 8.9

New apprenticeship standard for wholesalers clears another hurdle Government accepts trade supplier Level 2 apprenticeship standard, which should be available next year

‘Get in, go far’ is the strapline for the high-profile Government campaign to encourage employers to take on apprentices and to get (mostly) young people to consider workplace training.

The black and yellow logo seems to be everywhere – on billboards, in print, on TV and on social media.

An enormous amount of work is going on behind the scenes to transform the way the UK deals with apprenticeships. The EDA has been keeping its members up-to-date with the changes and the ways they might affect their businesses.

But our role has not just been to inform. Since March 2015, the EDA and eight member companies – City Electrical Factors , Edmundson Electrical, Kew (Electrical Distributors), Lincs Electrical Wholesalers, Lockwell Electrical , R&B Star (Electrical Wholesalers), Rexel UK and Stearn Electric Co – have been part of a Trailblazer group engaged in the creation of a Level 2 apprenticeship standard, called ‘trade supplier’, which is designed specifically for the wholesale sector. It will provide the basic skills, knowledge and behaviours that an entrant into a wholesale business will need and will contain special training on the products going through that business.

On 29 July, the EDA heard that the trade supplier Level 2 apprenticeship standard has been accepted and approved by the Government and it will be published in the forthcoming months.

The core elements of the trade supplier apprenticeship standard will cover: l the organisation and its specialist customers, l the trade counter and telesales services, l specialist product knowledge, l warehousing and stock control and l technology used by trade suppliers.

Gaining Government approval for the standard is a significant step, but there is still a huge amount of work to be done, including: l choosing an awarding body (possibilities include Pearson and City & Guilds), l detailing the key knowledge apprentices must gain on the trade supplier apprenticeship and how and what they will be assessed on (the ‘assessment plan’), and l meeting the Department of Education criteria when preparing to deliver the trade supplier apprenticeship.

We envisage these stages will take about six months, and the new apprenticeship should be available in 2017.

Product Knowledge Module – Distinctions May-July 2016 Katie Ashby Stearn Electric Co Aaron Ashwood (2) Edmundson Electrical Sam Atkins Edmundson Electrical Ashley Beardmore (3) Edmundson Electrical Callum Beaver Electric Center Christopher Boote Edmundson Electrical Benjamin Boothroyd Edmundson Electrical George Bossart Edmundson Electrical James Bowell Denmans Electrical Wholesalers Nathan Bulfield Edmundson Electrical Charlie Bulmer Edmundson Electrical Robert Calderwood Deta Electrical Company Federico Caratelli Edmundson Electrical Mark Carter AWEBB Ross Cassidy Edmundson Electrical Christopher Connelly (2) Electric Center Jonathan Cooper R&M Electrical Group Philip Davies Denmans Electrical Wholesalers Owen Davis Electrical Distributors Association Andrew Daybell Wilts Electrical Wholesalers James Dempsey Edmundson Electrical David Dudziak Edmundson Electrical Nicholas Edwards Edmundson Electrical Daniel Evans Edmundson Electrical Ryan Fagan Edmundson Electrical Paul Fairley Electric Center Ryan Ferrie Edmundson Electrical Emma Fielding Deta Electrical Company Alban Ford Edmundson Electrical Alexander Glasson Edmundson Electrical Jonathan Gowdy Edmundson Electrical Daniel Grace City Electrical Factors Benjamin Griffiths Ryness Electrical Supplies James Hancock Edmundson Electrical Jessica Heap Edmundson Electrical Chris Hearle (2) Edmundson Electrical Max Henderson Electric Center Ben Hobbs Grant & Stone Jonathan Hodgson Edmundson Electrical George Jones Edmundson Electrical Emily Keevil Edmundson Electrical Michael Kenney Edmundson Electrical Matthew King Edmundson Electrical Inderdal Larr Edmundson Electrical Thomas Lord Edmundson Electrical

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Dominic Lorenzo Edmundson Electrical Daniel Lowe Edmundson Electrical Tom Ludlow Edmundson Electrical Michael Macken Edmundson Electrical Fraser Maltman Electric Center Sam Mansfield Electric Center Kaylie Marsh Edmundson Electrical Jack Marsham Edmundson Electrical Stuart Martin Edmundson Electrical Ryan Martin Edmundson Electrical Luke McAllister Electric Center Declan Morgan Electric Center Josephine Morgan (2) City Electrical Factors Elliot Morrell Edmundson Electrical Christopher O’Connor Edmundson Electrical Paaras Patel Edmundson Electrical Dean Pavely Electric Center Michael Pendlebury Stearn Electric Co Ian Philpott Edmundson Electrical Abigail Ribbons Edmundson Electrical Anthony Rigby Lockwell Electrical James Runciman Edmundson Electrical Jack Rushworth Edmundson Electrical Robert Sayer Wilson Electrical Distributors Peter Scarratt (2) Edmundson Electrical Callum Sherin R&M Electrical Group Alexander Short Edmundson Electrical Hayley Singleton Ryness Electrical Supplies Jordan Smith Edmundson Electrical Andrew Smith Edmundson Electrical Craig Smith Stearn Electric Co Matthew Southall Edmundson Electrical Adam Stapleford-Jones Edmundson Electrical Bradley Steer Edmundson Electrical George Stevens Edmundson Electrical Thomas Tansley Edmundson Electrical Beth Thomas Denmans Electrical Wholesalers Jonathan Thomas Edmundson Electrical Mirona Tomala Edmundson Electrical Christopher Watchorn AWEBB Tom Wellman Lincs Electrical Wholesalers Craig Wheatcroft WF Senate Ben Wonnacott Edmundson Electrical Jonathan Woof Newey & Eyre

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MANUFACTURER NEWS CU and wall plates solve installation problems

Home automation for installers ABB’s recently introduced Free@home automation system makes it easy to control more than 60 functions – including lighting, heating, blinds or doors – from a smartphone or tablet.

Free@home is, says ABB, ‘a major step forward’, opening up the home automation market to electrical installers and wholesalers. Previous home automation systems required the specialist knowledge of expert installers and distributors.This system, on the other hand, will bring smart home technology to a much wider customer base.

The system has several benefits over previous generations of home automation equipment – it is fast, inexpensive and has an interface that is straightforward for consumers.

ABB Free@home is simple to install, saving time and money. The system connects directly to a homeowner’s Wi-Fi network and includes a variety of smart devices to enable their personal smart home. www.abb.com/lowvoltage

LED range expands After its success with its E8 integrated LED firerated downlight and 5W ICE lamp, Enlite, part of the Aurora Group has now expanded both product ranges.

The new E5 follows in the footsteps of the E8.

It has a low-glare multifaceted EnFiniti lens and emits up to 380 lumens from 4.5W. It is quick to install. The new 3W ICE lamp enables significant energy savings and light output alongside the already established 5W 108 lumens per watt GU10 and MR16 lamps. It also has ThermoTec heat-management technology and EnFiniti lenses, which are now available in 24 and 38-degree beam angles.

Output of the ICE lamps is up to 540 lumens in dimmable and non-dimmable versions. www.enlitelighting.com 6 .

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Hager has released a range of products that it says solve a number of common installation problems. These are the Flush Design 10 Amendment 3 consumer unit (CU) and the Sollysta Metalclad switch and socket range.

Conforming to Amendment 3, the Flush Design 10 consumer unit has been designed for installation in solid or hollow walls. A key feature is that it is supplied with a removable frame so the back box to be installed as a first fix, preventing contamination of terminals and devices with building materials.

Device protrusion can be adjusted using flanges, cable clamps are supplied as standard, and the units are available in sizes four to seven to accommodate between 12 and 22 devices.

Sollysta Metalclad, in traditional grey or white metal, have also been designed to save installers time. Features include faceplates that overlap the lip of the back box and sit flush to the back box edge, back boxes being made from hardened SGCC steel. Strong two-tab knockouts make installation easier. www.hager.co.uk

Eliminate the guesswork with business intelligence Many electrical distributors have hundreds, if not thousands, of active accounts.The ability to quickly and easily access and analyse your business data is critical to making smart business decisions.

Business intelligence (BI) eliminates the guesswork by providing the data you need to understand past performance and current trends, as well as plan for the future. BI can: l Drive sales Identify products and companion products customers should be buying. l Improve customer service Isolate sales issues to determine what customers are growing and what customers you may be losing. l Streamline operations Develop a plan of attack to improve sales visits and delivery patterns. l Enhance profits Identify which customers are all in on your business model so you know where to focus your attention. www.phocassoftware.com

Cable tie hand tools for productivity and safety Panduit has introduced two cable tie hand tools – the GTS-E for subminiature (3.629kg) to standard (22.680kg) cross-section cable ties and the GTH-E for standard (22.680kg) to heavy (79.379kg) cross-section cable ties.

Handle force that is 15% lower than comparable industry tools, increasing productivity and enhancing worker safety. The ergonomic design reduces risk of operator fatigue during repetitive use, and repetitive motion injuries to hands during cable tie cut off. The improved cable tie cutoff mechanism also reduces impact shock to an installer’s hand by more than 40%.

Frederic Kalb, OEM business development manager at Panduit, said: ‘Regardless of the application sector – aerospace, rail, contract manufacturing, harness making – we believe that the GTS-E and GTH-E cable tie hand tools increase efficiency and improve the user experience.’ www.panduit.com/ctht

A selection of the latest products from the EDA’s affiliate manufacturers.

We urge our EDA wholesalers to support our affiliated members

LED fire-rated downlights that you can dim GreenBrook Electrical’s Vela range of LED fire-rated downlights have an updated specification together with high quality and attractive appearance.

Available in fixed, tilt and anti-glare versions, these compact low-profile fittings are available in matt white with a choice of replaceable bezel colours – from contemporary matt black to polished chrome, satin chrome and gold.

High power breakers are ‘next generation’

Electric heating gets smarter

Schneider Electric’s Masterpact MTZ is the next generation of high-power low-voltage circuit breakers.

Combining good performance and reliability with new digital capabilities, the breaker is part of an evolution that began in 1987 when Schneider Electric unveiled the first cassette breaker.

The company has continued to innovate, adding advanced features and the ability to tailor the product to the needs of individual customers.

Masterpact MTZ maximises uptime and minimises maintenance. Connected, intelligent controls and equipment can now deliver greater insight into the performance of smart buildings and provide a significant, measurable return on investment. www.schneider-electric.co.uk

Atlantic electric heating, part of Groupe Atlantic UK, says its range of intelligent products take innovation into the digital era. Their built-in smart functionality adapts energy consumption to users’ lifestyles for greater efficiency.

The Galapagos electric radiator and Oniris smart digital electrical panel heater detect when a room is occupied or when a window is open, in which case they will automatically switch to minimum output. The Galapagos also includes an auto mode – a built-in smart control function that tracks the user’s requirements, adapting heating to a comfort or eco mode.

The Tatou Digital features alters its energy consumption when it detects a temperature change – including open and closed windows. In this way it uses less energy than a conventional electric heater.

All of the above are compatible with IO-Homecontrol connectivity Cozytouch technology, which enables the user to control heating remotely using a smartphone or tablet. www.atlanticheat.co.uk

The 9W downlights are rated IP65 and have a dimmable LED driver. Beam angle is 55 degrees and lumen output is 72 lumens per watt.The antiglare version has a high light output and a matt black inner baffle that reduces glare.

On all models, once they have been installed, the bezel can be removed easily for decorating or just to change the colour without removing the fitting. www.greenbrook.co.uk

Cable management: read all about it Vent-Axia marks 80 years On 9 September, Vent-Axia celebrated its 80th anniversary at its headquarters in Crawley, West Sussex. The local MP and Mayor took part in the celebrations, which included a tour of the factory, showrooms and test facilities, followed by presentation of a video and finally burial of a 80-year time capsule in the grounds.

Guest of honour was 91-year-old ex-employee Edna Barnett who had worked with Vent-Axia from 1943 to her retirement in 1985.

EDA Director Margaret Fitzsimons, who attended the celebration, said: ‘For me the real joy was to see so many people employed in the manufacture of a product in the UK and to hear that Vent-Axia are so proud of their decision to ‘re-shore’ manufacturing to this country. This is precisely the sort of company that we should all be supporting. I wish them well for the next 80 years.’ www.vent-axia.com

Marshall-Tufflex says its latest cable management catalogue is ‘the must-have resource for the electrical industry’. This 328-page publication details new product and system developments including: l Sterling Curve A development of the popular Sterling range, this data-compliant containment system with a curved lid is easy to clean and ‘impossible’ to clutter. l Firefly An innovative clip system that holds power and data cables in place in a fire, keeping escape routes free and accessible. l Data mounting frame for all-curved Odyssey profile. l Fittings with built-in bend radius control (Sterling Profile 1 and Sterling Curve). l A new range of power and data desk modules in the underfloor to desk range. l Moulded single-piece fittings for Profile 2 – easy to install and a neat finish. l Wire basket for standard and fast coupling systems.

The catalogue also includes detailed information on key products such as MT Supertube, Cable Protection Guard and GRP systems. www.newcatalogue.co.uk

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ASSOCIATION NEWS

News from the EDA’s kindred trade associations in the electrical sector

Learn about the latest developments in light It’s difficult for distributors to keep up with lighting technology, but the Lighting Industry Association may be able to help…

Lighting technology has developed at a breakneck pace in the past five years, and distributors must have a thorough knowledge of the latest equipment as it hits their shelves.

The Lighting Industry Academy is a professional learning institution committed to educating the lighting community. It brings together specialist lighting courses run by the Lighting Industry Association (LIA), as well as other lighting organisations. Courses are delivered by professional trainers with many years’ experience.

The Academy has been created to offer a wide range of learning for the lighting community. The portfolio of learning available will continue to change to meet the needs of learners.

Lighting application/design Cou­ rses to provide an understanding of how lighting forms an integral

part of any interior design. How to apply a knowledge of light sources to complete the design of an installation to modern standards.

Lighting software Lighting design software is widely used by the industry, with courses to suit various levels of experience, incorporating information on latest changes to software.

Standards and legislation Covering the range of standards and legislation that impact the lighting community and providing the necessary updates and changes.

Energy-efficient lighting Understanding the opportunities presented by new energy-efficient lighting and controls technology.

Learning together A range of opportunities for the lighting community to learn together the more generic topics such as Project Management and personal development.

Retail and distribution Information and understanding for the supply chain, to ensure lighting products achieve their optimum performance.

The LIA Certificate A recognised suite of courses to prepare for a career in the lighting industry, or to further develop by specialising in a specific area.

Recognised qualifications The Academy is committed to introducing formal qualifications for the lighting community.

The Academy provides classbased learning at a dedicated campus in Telford as well as other locations in the UK. Also, Telford-based courses will be enriched by the new LIA Laboratory, a purpose-built facility equipped with state-of- the-art equipment which will give learners the opportunity to see the latest testing equipment. www.thelia.org.uk

Wanted: fit trekkers to take on Mount Kilimanjaro The Electrical Industries Charity is looking for 25 fit trekkers to take part in the Mount Kilimanjaro Challenge and raise £100,000 for the Hendrie family. Do you have what it takes to climb the tallest free-standing mountain in the world? Sign up today and make 2017 a year to remember.

Christopher Hendrie was a well-respected electrician, a loving husband and a father of two who

Editor: Richard Simmonds richard.simmonds@eda.org.uk .

lost his fight to a rare form of Cholangiocarcinoma cancer, or bile duct cancer, on 31 October 2014, aged 32.

The Mount Kilimanjaro Challenge is taking place between 03-14 February 2017. This 10-day challenge will give you an opportunity to climb this magical mountain and be captivated by its distinct snowcapped peak that is the dream of keen trekkers. The challenge will leave you with unforgettable memories, but more importantly, you will be part of a team who will be providing financial assistance to the Hendrie family.

Four enthusiastic trekkers have already signed up and will join the Electrical Industries Charity’s managing director, Tessa Ogle in this fundraising challenge. ​They include Johanne Stimpson of Heat Mat; Andrew Dykes of SES Engineering Services; Karen McAvoy of Karen McAvoy Publishing and Mike Smith of SES Engineering Services and senior vice-president of the ECA. Join the enthusiastic trekkers and do something amazing in the upcoming year. l Contact tessa.ogle@electricalcharity.org to sign up to this challenge. www.electricalcharity.org

Editor: James Hunt james.hunt@eda.org.uk

​ ake the right M associations Trade associations have a crucial role to play for businesses, and this is particularly true in the electrical industry.

Associations are usually nonprofit organisations governed by elected representatives from their membership. They are representative, putting forward the collective view and position of their members, generally to government departments, agencies and regulators, the media and other opinion-formers.

They also have a significant role in training and development for their sector, often running the apprenticeship programmes for their industry.

Their other main function is as a service provider to members

and the wider industry, offering advice helplines, sector-specific products, services and publications and conference and networking events.

The principal trade associations for the electrical supply chain are the British Electrotechnical and Allied Manufacturer’s Association (BEAMA), the Electrical Distributors Association (EDA), the Electrical Contractors’ Association (ECA) and SELECT (The Electrical Contractors Association of Scotland). They can make a real difference to the

industry unlike many commercial operations that operate in the sector.

Businesses in the electrical supply chain must support their trade associations. ECA, EDA, SELECT and BEAMA are your voice. www.select.org.uk

Feedback to: EDA, Lincoln House, 137-143 Hammersmith Road, London W14 0QL | info@eda.org.uk | www.eda.org.uk