John Sencich, - Electrical Business Magazine
John Sencich, - Electrical Business Magazine
John Sencich, - Electrical Business Magazine
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Fall 2010 • Volume 2 • Issue 2<br />
Distribution & Supply magazine serves electrical distributors<br />
across Canada. It provides distribution personnel with the<br />
information they need to perform their jobs better and run their<br />
businesses more efficiently and profitably.<br />
Editor<br />
Anthony Capkun - acapkun@clbmedia.ca<br />
Publisher<br />
<strong>John</strong> MacPherson - jmacpherson@clbmedia.ca<br />
Account Manager<br />
Scott Hoy - shoy@clbmedia.ca<br />
Publication Consultant<br />
<strong>John</strong> Kerr - jkerr@clbmedia.ca<br />
Art Director<br />
Svetlana Avrutin - savrutin@clbmedia.ca<br />
Production Manager<br />
Alice Chen - achen@clbmedia.ca<br />
Creative Director<br />
Einar Rice - erice@clbmedia.ca<br />
240 Edward Street, Aurora, ON L4G 3S9<br />
Tel: 905-727-0077 Fax: 905-727-0017<br />
President<br />
Mike Fredericks - mfredericks@annexweb.com<br />
Subscriber Customer Service Representative<br />
Donna Koivisto - dkoivisto@clbmedia.ca<br />
Circulation<br />
Urszula Grzyb - ugrzyb@clbmedia.ca<br />
SUBSCRIPTION RATES:<br />
Canada: Single issue $7.00 (including HST)<br />
USA: $11.00 (US) and International $13.00 (US) per single issue<br />
Contents<br />
FEATURES<br />
17<br />
Our Cover Story...<br />
Who is <strong>John</strong> <strong>Sencich</strong>, and what’s he doing with S&D?<br />
Anthony Capkun<br />
Distribution & Supply chats with the new chair of the Supply & Distribution<br />
Council of Electro-Federation Canada, <strong>John</strong> <strong>Sencich</strong>, to get his thoughts on<br />
relevance to members, community outreach and more.<br />
7 Regain power by offering competitive advantage—Creating<br />
an effective national accounts program<br />
Rick <strong>John</strong>son<br />
National accounts are of signifi cant size and buying power, not to mention<br />
complex and often more diffi cult and expensive to service. That’s why a<br />
structured national accounts program with defi nitive guidelines is the fi rst step<br />
toward gaining competitive advantage.<br />
10<br />
How proactively are you building your reputation capital?<br />
David Nour<br />
When it comes to business relationships, one of the foundational components to<br />
elasticity in your success is your reputation capital: the quantifiable and strategic<br />
significance of the value you’ve promised and delivered consistently over time . So<br />
what are the key ingredients for building, validating and fostering your reputation?<br />
12 It’s not how much you make; it’s how much you keep<br />
Ron Coleman<br />
There’s an old saying: It’s not how much you make; it’s how much you keep. Here,<br />
I explore government incentives, programs, tax breaks, etc., that may help you<br />
keep more of your hard-earned money.<br />
14<br />
Selling on the web? Avoid integration nightmares with SaaS<br />
Larry Wine<br />
Having an online sales presence to your distribution business is no longer an<br />
option: it’s a necessity if you want to be competitive. How does an enterprise<br />
integrate an entirely new electronic payment system while ensuring a new level<br />
of payment security it previously did not need?<br />
Cover photo by Paul Wright • Shooter4hire<br />
17<br />
7<br />
10<br />
18<br />
The contents of Distribution & Supply are copyright by ©2010 Annex<br />
Publishing & Printing Inc. and may not be reproduced in whole or part without<br />
written consent. Annex Publishing & Printing Inc. disclaims any warranty as to<br />
the accuracy, completeness or currency of the contents of this publica tion and<br />
disclaims all liability in respect of the results of an y action taken or not taken<br />
in reliance upon information in this publication. REPRINTS: Contact The Reprint<br />
Outsource at (877) 394-7350.<br />
18<br />
Bringing all the pieces together—Smart Grid<br />
Interoperability Summit highlights<br />
Gillian Marsh<br />
The smart grid is the inevitable future for two-w ay communication and control—<br />
from power plant to end user—and a recent conference successfully shed light on<br />
the topic, allowing exploration and discovery for distributors and suppliers.<br />
Send address changes to:<br />
Distribution & Supply <strong>Magazine</strong><br />
240 Edward Street, Aurora, ON L4G 3S9<br />
Return Postage Guaranteed<br />
Canada Post - Publications Mail Agreement 40063602<br />
Printed in Canada<br />
COLUMNS<br />
6 Market Mix<br />
<strong>John</strong> Kerr<br />
Green marketing... not here yet<br />
16 Go to Market<br />
David H. Green<br />
Social investment as a marketing strategy<br />
22 Best Practices<br />
Roger Partington<br />
Key ingredients for a successful national<br />
account program<br />
DEPARTMENTS<br />
20 S&D Council Update<br />
Rick McCarten<br />
The opportunities and direction of EPR<br />
Stewardship in Canada<br />
21 CEMRA Forum<br />
Cindy Doherty<br />
The professional salesperson<br />
Distribution & Supply • Fall 2010 3
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