Canadian Electrical Industry News Week

 

CEW 2 Tordjiman 400

 

Headquartered in Concord, Ontario, Mercury Lighting services national retail, multi-residential/commercial property management, energy service companies (ESCO), and auto dealerships, “from design to specifications, we offer turn-key services that go beyond the typical distributor model,” explained Mercury Lighting Vice President, Eric Tordjman. Their value-added approach leverages well-established supplier relations to help clients find a lighting solution that suits their needs.

“How we differentiate ourselves is we’re lighting specific, we do very little in the way of electrical,” said Eric, adding, “and really emphasizing our expertise towards solutions selling. Meaning: we have a warehouse full of leading-edge lighting products, but that doesn’t matter to anyone, we sell a solution based on each and every client.”

“Everything from supplying day-to-day requirements (MRO/Maintenance, Repair and Supply), as well as driving lighting solutions in new construction and lighting retrofits,” noted Eric elaborating on the added value solutions they provide to clients.

Founded in 1959, Mercury Lighting’s focus was originally multi-Residential property management, “Day-to-day supply, long-life products, specialized requirements, and also the generic light bulb requirements,” explained Eric. “Over the past 20-years we’ve morphed into more of a solution-based selling, meaning more fixturing, and a wider range of products – we went from 2,000 SKUs to 8,000 SKUs pretty quickly, and this was pre-LED!”

Incorporating that solution-based approach helped differentiate Mercury in an increasingly competitive marketplace. It was something that came out of necessity for one of their client’s, who found they didn’t have the in-house knowledge to manage the lighting products they were bringing in, creating inefficiencies, overlap, and unnecessary expenses.

“It was a matter of seeing where the difficulties were, and some of the hurdles our customers were experiencing.”

Eric explained this new approach was based on the idea of, “how can we work with different segments, not based on how we work, but what does the clientele really, really want?”

“When we work on new construction projects,  we do a lot of work with architects and engineers, we spend a fair bit of time helping them specify product, choosing the right solution, confirming with the client and then confirming that the right material was installed,” he said, elaborating on their process.

“It’s the little things that make the most of our differentiation,” he said.

Mercury Lighting has been an AD member for five years, now, and over this time AD has become integral to their operations.

Eric noted that it was a newfound friend who introduced him to the benefit AD could provide Mercury Lighting. “She was one of those people that opened my eyes to a world I wasn’t aware of. We knew of buying groups, we knew of marketing groups; we understood what they did, but we didn’t see the inherent value.”

Eric continued, “She introduced me to AD, I had some really interesting conversations with them and joined shortly thereafter.”

“AD has become an integral part of our lives, it become a part of who we are, how we associate with the market, how and why we approach vendors. Its driven a lot of what we do to succeed,” he added.

Coupled with their value-add approach to sales, AD Rewards has given them an edge over major e-commerce platforms that can afford to undercut market value. AD Rewards Inside Sales Program works well for Mercury. Eric explained that because their sales team is focused more on solutions, AD Rewards gives added incentive to sell product lines from other AD members which ultimately helps solidify supplier relationships, a core aspect of their success. It also helps our staff learn more about the value-added vendors who we do business with their current offering.

“It was the type of thing we would aspire to but would never know how to do,” he said of the AD Rewards program. AD gave it to us on a silver platter, ‘here’s a system that can compensate selling, reward your customers, but more than anything it could encourage behaviour based on information and value,’” he said.

“We really gravitated towards it, not early on,” he conceded, “it took us a little while to bite because we were hesitant. We had to incorporate it into our psyche to understand how it would be received by our clients.”

Once they saw how it worked, AD Rewards became a key element for them.

“That’s where AD came around and explained to us how to apply it, how to sell it, how to feature it and I can see how it has begun to benefit our relationship with our clients. The rewards program is proving its value through added value to our clients.”



 

www.liteline.com

 

 

 

 


 

Canadian Electrical Contractor Discussion Group: Can You Count the Deficiencies?

EIN CECD 400Have you ever been called to fix the work of a 'handyman'?

"Was supposedly done by a"certified ' electrician....told the homeowner that he got a $266 permit....no record at TSBC. Can you count the deficiencies?"

"There is a second panel change in the triplex also.......even more deficiencies. Think the guy was a glorified handyman. Ones not obvious: 240 BB heat hooked up 120....drier on 2p20....range on 2p50....water heater fed with 2c14 Bx on 2p15."

Go HERE to join the discussion

 


 

Ideal's Stay Wired to WinIt's April, which means it's time for you to ignite your competitive spark with the a new challenge from IDEAL Nationals Canada. This month, IDEAL is asking you to show off your electrical knowledge with the most correct answers.

Five professionals and five apprentice winners will each take home a $100 VISA gift card and forged wire stripper from IDEAL.

 

 

 

 

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William (Bill) BurrBy William (Bill) Burr

Section 32 – Fire Alarm Systems, Smoke and Carbon Monoxide Alarms, and Fire Pumps, as outlined in Rule 32-000 Scope, is a supplementary or amendatory section of the code and provides additional and specific requirements for the location, installation, wiring, and protection, of

• local fire alarm systems

• permanently connected smoke and carbon monoxide alarms...

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LumenpulseBy Matthew Payette

A lighting programming and control narrative is a document that is essential to coordinate the design/construction process with a fully realized final architectural product. It defines how lighting will integrate into the space and ultimately how humans will interact with that same space.

Sometimes there is a gap between the initial visions of the designers and the final product. Other times, the final product and operation of the lighting systems is achieved but after much project management distress...

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11 Piece Insulated TorqueVario-S and SlimLine Blade Set• Individually tested to 10,000 volts AC and rated to 1,000 volts AC for safety and peace of mind.

• Meets VDE testing standards for protection against arc flash explosion.

• Torque accuracy of +/- 6% for confidence in precise tolerances.

• 33% narrower blade shafts for reaching deep set terminal block fasteners.

• Direct-molded insulation for protection against electrical shock and arc flash explosion.

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Jo Istanbul Four Seasons ABy Owen Hurst

Recently, Electrical Industry Canada has developed a relationship with Women in Renewable Energy (WiRE), a non-for-profit group developing resources and networking potential for women and all working or planning to work within the renewable energy sector. Aside from being the WiRE President & CEO, Joanna Osawe is the Global Business Development Manager of Major Projects for DMC Power Inc.

EIN sat down with Osawe to learn more about WiRE and the substantial benefits it provides. Joanna is very personable and open regarding her career and her ambition, as well as the opportunities she is developing for women nationally and globally. 

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