Canadian Electrical Industry News Week

August 30, 2021

EIN Mercury Eric 400By Blake Marchand

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, 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,” explained Tordjman.

“Everything from supplying day-to-day requirements (MRO/Maintenance, Repair and Supply), as well as driving lighting solutions in new construction and lighting retrofits,” he noted, 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 Tordjman. “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.”

Tordjman 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.”

Before moving into the lighting industry Tordjman was with Dunn & Bradstreet. After gaining some experience in lighting, he joined Mercury in the early 2000’s to assist in transitioning the family company into a business that would occupy multiple verticals.

“For the first little while I was getting my feet wet, focusing on the sales, understanding the nature of the business, creating a lot of relationships and improving relationships with suppliers,” explained Tordjman. “I was mentored by someone who said to me, ‘you can always find another customer, you can’t always find another quality supplier.’”

Which was a realization that would really influence the company’s trajectory, Tordjman explained, “suppliers became relevant, they became important, they became partners, and that’s the culture we started to create when I came on board. To ensure there was a partnership in selling, as opposed to this potentially pervasive and antagonistic relationship of ‘I want something and in order for me to win, you have to lose. We wanted a WIN-WIN relationship with all of our valued partners’”

“We tried to make it a little more symbiotic in so far as a solutions-based approach – selling to our clients, introducing our clients to our suppliers and working together, and the results have shown.”

The business outlook of building relationships, building partnerships – not only with suppliers but with clients by selling solutions rather than strictly selling products is an interesting one, and one that is applicable across industry in general. Specific to the distribution of lighting products, as Tordjman’s mentor advised him, there are only so many suppliers. "We have impressed on our team that building relationships with vendors and clients will always give us more runway to sell better solutions for each situation." In this context, a business approach that prioritizes cooperation and mutual success is critical when it comes to sustainable growth and continued success.

 

 

The EPLAN AdvantageWhat is EPLAN?

One platform, multiple solutions – the Eplan Platform offers engineering software such as Preplanning for systematic preliminary planning, Electric P8 for preparing circuit diagrams and Pro Panel for 3D enclosure planning, all from a single source. Standardised interfaces and integration processes enable continuous data flows throughout the value chain, with additional links to various system solutions from Rittal.

This year, EPLAN has introduced its new EPLAN Platform 2022 to help address challenges in the design, engineering and manufacturing phases of the panel building process...

Read More


 

Changing Scene

  • Prev
The Ontario Electrical League (OEL) is celebrating 100 years of reliability within the electrical ...
ECAO and NECA have announced that on January 1 ECAO officially joined NECA as their 119th Chapter. ...
A virtual event hosted by CAF-FCA to engage employers about the business case for apprenticeship. ...
British Columbian organizations developing low-carbon building solutions can now apply for a third ...
More and more businesses, industries and people are going ‘grid independent.’ This means Licensed ...
CSA Group, a global leader in Testing, Inspection and Certification, has announced the opening of a ...
Sense announced a new standards-based open source effort to enable software to ...
In November, the 2021 Virtual AD Supplier Summit Industrial & Safety–Canada Division event saw ...
Electro-Federation Canada (EFC), through the support of its members, is proud to support university ...
 Ontario is investing an additional $90 million over three years to further promote the ...


EIN NECA ECAO 400ECAO and NECA have announced that on January 1 ECAO officially joined NECA as their 119th Chapter. Executive Director Graeme Aitken joined NECA CEO David Long on LinkedIn Live to announce the partnership.

Given the similarities between the two organizations, ECAO is looking to create more opportunities for its electrical contractor members and this further collaboration will allow them to facilitate that. As well as drawing on the educational opportunities that NECA can offer.

“What we’re looking for is integration, professionalism, but most importantly to expand our community."

Read more


 

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

 


 

Latest Articles

  • Prev
This technical Q&A was done as part of ESA’s annual Licence Holder Meeting on November 18th. A ...
ECAO and NECA have announced that on January 1 ECAO officially joined NECA as their 119th ...
Rule 54-000 states that this is a supplementary or amendatory section of the code and applies ...
This is the third article we’ve done in this series with Trilliant Canada Managing Director, Steven ...
Rule 52-000 Scope - states that Section 52 is a supplementary or amendatory section of the code ...
Clarifies requirements for installing, altering, or adding to lightning protection systems. ...
Investment in building construction declined 0.7% to $17.5 billion in September, ...
The total value of building permits increased 1.3% to $10.3 billion in October, led by ...
As part of Schneider Electric’s Innovation Summit held virtually on November 10th, Electrical ...
As I come to the end of my second year of apprenticeship, I find myself reflecting on the last ...


 

 ESABy Blake Marchand

This technical Q&A was done as part of ESA’s annual Licence Holder Meeting on November 18th. A recording of the entire meeting is available online. The technical Q&A began with a general overview of ESA’s top 5 changes provided to the 2021 Canadian Electrical Code by Malcom Brown. 

Following that, Brown goes through a number of questions submitted by LECs (Licenced Electrical Contractors), covering several topics, including EV energy management systems, GCFI and AFCI protection, nuisance tripping for washing machines and microwaves, smoke alarm requirements, and common inspection defects.

Read More


 

Product News

  • Prev
Low-dosage LED UVC device for continuous disinfection in occupied spaces provides an additional ...
Greenlee, part of Emerson’s professional tools portfolio, introduces the new ESG45LX Gator Hard ...
The Fluke 417D is accurate, durable, and easy to use—just point and shoot. The simple design and ...
Mercmaster™ LED Luminaires deliver exceptional efficiency, performance and advanced engineering. ...
The SSW Series of Sealed Screwless Wall Plates from SensorSwitch™ is designed to protect wall ...
The Fluke TiS75+ thermal camera offers features to help tackle almost anything teams face in the ...
The M18 FUEL™ 1/2" Hammer Drill is one of the industry's most powerful brushless battery powered ...
Klein Tools introduces the KTB1000 Portable Power Station, providing up to 1500W of continuous ...
Eureka announced the release of its Billie large-scale architectural luminaire. With its ...
The Amprobe BT-250 Circuit Breaker Tester works on powered systems from 90 to 250 V AC and is ...


Gator Hard CutterGreenlee, part of Emerson’s professional tools portfolio, introduces the new ESG45LX Gator Hard Metal Cutter, a tool solution for the high-voltage industry, featuring an industry-first shock-load damping system that minimizes released energy while making cuts.

The ESG45LX is ideal for overhead one-handed operation and cuts up to 1/2-inch Rebar (Schedule 60) and EHS Guy Strand and 5/8-inch Ground Rod and Standard Guy Strand. It has a compact, lightweight design, weighing less than eight pounds with battery, and is 33 percent lighter than an earlier model thanks to a redesigned flip-top style latch that reduces overall weight.

Read More


 

 



Watt's The WordBy Blake Marchand

Watt’s the Word is a recently launched Electrical Industry Podcast hosted by Zack Hartle and Jason Cox, who are Electricians and Electrical Trade Instructors at SAIT (Southern Alberta Institute of Technology).

Cox is a Calgary based Alberta Master Electrician; he’s been an instructor for the past 15-years with a Master of Education, specializing in adult education. He also gets on the tools volunteering every year for the Calgary Folk Festival electrical crew. “I’m interested in education obviously, and we’re hoping to connect our industry, its such a large vast industry,” he said about the podcast.

Read More


 

Copper $US Dollar price per pound

Kerrwil Publications Great Place to Work. Certified December 2019 - December 2020

538 Elizabeth Street, Midland,Ontario, Canada L4R2A3 +1 705 527 7666
©2022 All rights reserved

Use of this Site constitutes acceptance of our Privacy Policy (effective 1.1.2016)
The material on this site may not be reproduced, distributed, transmitted, cached or otherwise used, except with the prior written permission of Kerrwil