2008–2009 Technical solutions provider to electrical ... - Sonepar USA

Technical solutions provider to electrical industry professionals
2008–2009

Sonepar USA
Companies
Contents
4 2008 has been a contrasted year, Paul Klasing
6 2008 Financials, Kathy Rusko
8 Networking Events
10 Expanding Our Reach
12 2008 Key Customer Projects
14 Sonepar USA Organization
16 Leveraging Technology
18 BlueWay
20 Merchandising
21 Son@cademy
22 Vendor Relations
23 Logistics
24 Sonepar Worldwide

2008 has been a contrasted year
$3.3 Billion US Sales revenue
240 branches
0.2
0.6
Paul Klasing
President
Sonepar USA
0.7
0.8
0.9
1999 2000 2001 2002 2003 2004 2005 2006 2007 2008
1.1
1.4
2.4
2.9
3.3
In 2008, our associates successfully
developed sales in new market sectors
despite the continued decline of the
residential market.
The first three quarters of 2008 show a
sales increase of 13%, but in the fourth
quarter our sales grew only 2%, limiting
our yearly progression to a solid 10%,
compared to 2007.
Overall, our associates did a great job in
developing our sales–—delivering a 2%
organic growth and a 4.5% increase, if
we include our new branches.
Sonepar USA’s growth has been supported
by several acquisitions:
• ESSCO, Ariz., which covers Arizona
and Southern California
• Tennesco, Tenn., and Equity Utility Service,
Ga., joined Stuart C. Irby, Miss.
• Superior, Wis., joined Viking Electric, Minn.
• Robson Electric Supply, N.Y., joined
Friedman Electric, Pa.
• Mountain Vista, Ariz., joined ESSCO, Ariz.
We are pleased to welcome their associates
into the Sonepar family of businesses.
Sonepar USA revenue pro forma for 2008
is $3.3 billion, and we would like to thank
our former president Tony Burr for his
legacy in developing our substantial
presence in the US today.
2008 was a major stepping
stone for Sonepar USA
In May 2008, Sonepar USA celebrated 10
years in the US, highlighting an average
annual sales growth of 67% since 1998.
For the first time, 350 Sonepar USA
associates from 11 operating companies
gathered in Philadelphia, Pa., to network,
share best practices, and understand
the group’s strategy and unique model.
The key objective of the convention was
to create awareness of the large group
Sonepar USA associates belong to and
the initiatives each Sonepar business is
successfully driving. New technologies,
the green business wave and the
electronic business are also incredible
competitive advantages that we have to
focus on. In 2009, these new opportunities
will determine our ability to strengthen
our market performance.
During the convention, there was a special
emphasis on:
• Technology is key as a new way for
customers to access information
• The importance of identifying new services
and products in the market
• How eBusiness has become a must to
offer the iPod generation
The downturn of the last quarter of 2008
and the dramatic decrease in copper value
illustrates more accurately the emergency
we face in doing our business differently.
Whenever I get the opportunity to travel
to our operating companies, I see that we
have talented and motivated associates who
are very knowledgeable of their customers,
products and services. We have a lot
of opportunities to grow both sales and
earnings, but to win market share we must
address these opportunities with urgency.
2009 is the starting point
of new challenges for our
distribution business
This year will be a difficult one for our
business and for the global economy.
The first two months already show a
decrease of our sales compared to our
2009 budget and 2008 results. It is time to
look at the way we do business in terms
of efficiency, productivity and costs. At the
same time, the “stimulus package” recently
passed offers a large scope of opportunities
in different markets like transportation,
energy savings, retrofit for public buildings,
schools, healthcare, federal buildings, water
and environment. A stimulus package of
almost $70 billion will directly impact the
electrical industry.
The green building trend of the market
is a reality and by 2013, green products
and services should represent 60% of all
projects in office, residential, government,
education and healthcare buildings. The
good news is that electrical supplies and
building automation systems are part of the
most-used green products in construction.
Our Sonepar BlueWay programs have
prepared us for this market evolution.
Finally, even before the slowdown began,
value for money had again become a
strategic imperative. Business purchases
depend on low costs to gain a competitive
advantage; therefore we always look for
value when we buy equipment and services.
As distributors, we have to develop and
promote innovations in products and
services that will add value to our brands.
We all will need to move aggressively to
drive sales, gross margins and productivity
to protect our profits, which are necessary
for continued growth opportunities for each
associate of Sonepar USA.
5

2008 Financials
Kathy Rusko
Sales Breakdown
By Customer
Others 5%
Utility 13%
West 7%
Midwest 13%
By Region
NorthEast/
Mid-Atlantic 33%
CFO
Sonepar USA
By Product
Cable and Wire 26%
Sonepar USA experienced profitable
sales growth of 13% through the first
three quarters of 2008, but the last quarter
was severely impacted by the economic
slowdown and the copper collapse, whose
related products lost almost 60% of their
pick value, eroding profits, margins and
asset values across operating companies.
We anticipate a challenging 2009 as most
markets are still experiencing compression
in the residential sector, and declining growth
in the commercial and industrial sectors.
Thanks to the dedication of our associates,
in 2008, Sonepar USA achieved its key
financial targets:
• Free cash flow increased 90%
• Working capital is 11%
• Balance sheet strengthened
• Integration of six acquisitions
Along with a strong and long-term
sustainable commitment and the dedication
of our associates, our financial targets
were reached through improved
standardized processes and functions,
performed in a more integrated, efficient
and cost effective manner.
Continue to leverage
our investments
For the past four years we have focused on
integrating key business activities and data
utilizing a unique IT Platform.
Our ongoing plan, driven by a team of
experts, shows its efficiency through a
process which allows conversions from
existing legacy and stand-alone systems
to an integrated platform, without any
disruption of our daily business and
customer service.
Together with our Business Intelligence
initiative, Sonepar USA has a better
business visibility to share data, work
on best practices, enable efficiencies
and create opportunities.
In addition, our Shared Service Centers
offer areas of efficiency in terms of:
• Common products management
• EDI capability with our customers
and vendors
• Accounting and administrative activities
Globally, our Shared Service Centers
are key for Sonepar USA businesses to
constantly improve and offer the most cost
effective access to markets, customers
and vendors.
Last, but certainly not least, our Son@biz
program is moving along for deployment
in each of our businesses. Son@biz is a
common electronic platform which allows our
customers to look for any product information
and purchase online. Son@biz offers our
companies their own branded website and
marketing programs, and an enhanced
user-friendly selling tool. Cooper Electric
online and Capital Lighting online offer their
customers new services for a better and
easier shopping experience.
Turmoil Presents
Challenges and
Opportunites
In this challenging market and economic
environment there is a great opportunity to
move faster and offer value-added services
to our customers.
We are better positioned today to reinforce
our current relationships with customers and
discover new ways to offer them products,
technologies and services beyond current
offerings. While our overall goal is to take
market share, today’s climate and the future
demands greater productivity and value,
and we must move with urgency to take full
advantage of these opportunities.
Again, this hard economic environment is
a great opportunity to look at our business
differently—innovate and be creative.
This is key for our success in the future.
Industrial 15%
Contractor 67%
South 47%
Electrical
Products 44%
Others 11% Tools 1% Lighting 18%
4,400 associates 2% organic growth 10% total sales growth
7

Events to Share Major Initiatives
Sonepar USA
Celebrates 10
years in the US
Philadelphia – Sonepar USA celebrated
10 years in the US with a networking event
for over 350 associates from all operating
companies. From May 1 – 3rd, 2008,
Sonepar USA associates gathered
in Philadelphia to share best practices,
learn about future market trends and
discuss major Sonepar USA initiatives.
In just 10 years, Sonepar USA grew in
revenue from $0 in 1998 to $1.4 billion in
2004, and has doubled over the past three
years to reach close to $3 billion at the end
of 2007—making the US one of the largest
countries within the Sonepar Group.
In large part, this extraordinary growth is
due to our associates’ passion to serve
customers and their company each and
every day. It’s this passion that will keep
Sonepar USA moving forward, and hence
the theme of the convention was “Passion
Drives Our Future.”
Sonepar Strategy and
Initiatives
The three-day event included presentations
on the company’s future strategy and
initiatives, best-practice workshops, vendor
booth visits, employee networking activities,
and market trends through guest speakers.
Create Awareness
Workshops were conducted over the
course of the convention by Sonepar USA
operating companies and experts from the
industry, with content covering everything
from energy savings to employee training
practices to emerging LED technologies.
These sessions allowed associates to
learn best practices and share experiences
with their Sonepar USA colleagues, as
well as create awareness of the new
market trends, opportunities, and the
different initiatives deployed by other
Sonepar USA businesses.
Understand market trends
and challenges
Sustainable development and Sonepar’s
BlueWay Program were major focuses
during the convention, and a number of
vendors were on-hand to explain their
BlueWay concepts, and how these
products can help distributors leverage
the industry’s growing demand for
sustainable business practices.
Guest speakers shared their perspectives
on market trends, multi-generational
challenges and eBusiness. But the highlight
of the entire event was Marie-Christine
Coisne Roquette’s speech on the 10th
Anniversary and her ambition for Sonepar.
The presentations were well received,
and offered associates practical, handson
information to bring back to their
respective branches.
Sonepar’s 3rd
International
Convention
Chicago – On September 29th, 2008, more
than 650 associates from all over the world
converged on Chicago for Sonepar’s 3rd
International Convention under the theme,
“On the move together!”
The three-day event was devoted to three
topics—“People, Innovation, Ambition.”
Presentations by top management,
discussions by guest speakers, reports
from country organizations, networking and
visits to a variety of booths all contributed to
the powerful momentum that characterized
the conference.
People
Since the first Sonepar convention in 2001,
the group has enjoyed sustained growth.
Sonepar has broken into new markets,
raised profit margins and integrated
additional companies. The group has
also recently established new country
organizations in Australia, Malaysia,
Thailand and Singapore. It is through the
strength of its people that Sonepar was able
to grow and expand, and Marie-Christine
Coisne-Roquette, Sonepar’s Chairman
and CEO, stressed the importance of
developing employees through International
Committees and Son@cademy, Sonepar’s
Training Program.
Innovation
Innovation exists in many forms, and
Lorraine Bolsinger, Vice President of
Ecomagination, explained how innovative
thinking led GE to develop a green-energy
approach. Her statements provided the ideal
transition to a discussion on BlueWay, an
innovation that means a great deal to Sonepar.
Ambition
Along with understanding the financial
goals of the company, Sonepar associates
will focus on three key objectives in 2009:
Customers, BlueWay, and Developing
its People.
Amazing Booth Exhibition
Implemented by different groups within the
Sonepar organization, the booths were
meant to address three major objectives:
Growing product and application segments;
Learning about our newest colleagues,
Hagemeyer, and their businesses; and
Understanding how the Group’s initiatives
support our business development.
Sonepar USA’s operating company, Stuart
C. Irby Co., made great contributions to the
booth displays. Together with SLO/Sonepar
Finland, Irby developed panels, videos and
presentations to explain the specifics of the
Utility market.
9

Eoff Electric Supply
Eoff’s leadership in the green market allowed
the company to gain market share despite the
tough economic downturn. Energy savings is
nothing new to Eoff. Since 1996, the company has
had an Energy Savings Department dedicated
to providing their customers with cost effective
solutions while using less energy and fewer
natural resources. In 2008, Eoff coordinated
projects saving over 2.5 million kWh for
businesses and organizations in Oregon and SW
Washington, and was named the Energy Trust of
Oregon top distributor, for the fourth time in a row.
In addition, the commercial contractor business
was strong for the first three quarters of 2008 and
the industrial business remained steady helping to
drive sales and market share.
Internally, Eoff launched several employee
training programs to develop associates’
product knowledge and their ability to serve
customers. BlueWay training, particularly in the
areas of retrofits and energy-saving lamps, was
implemented throughout all the branches. Also,
a Professional Difference Initiative was deployed
to all associates to increase their ability to work
professionally with both customers and vendors.
In 2009, Eoff will celebrate 90 years of service
to the Oregon and SW Washington community
with a large customer and employee
event held in central Oregon.

Warren del Caribe
In 2008, Warren’s market shares grew due
to the company’s focus and investment in
strengthening its position in each of the five
major market segments the company serves:
contractor/commercial & residential; industrial;
lighting; datacom; and utility.
Warren’s export business (WDC Miami) grew
85% in 2008 and the company expects to see
continued success in this business. WDC Miami
relocated to a new facility, giving them more space
and capability. A tailored logistics program was
installed allowing WDC Miami to better manage
overseas operations in Puerto Rico, Dominican
Republic and Trinidad and Tobago.
Warren also opened a new branch in Carolina,
Puerto Rico in early 2008. Over 120 customers
were on hand opening day to view vendor product
samples and literature, and enjoy food, music
and prizes. In just a year, the new branch has
already resulted in new business due to new
customer accounts in this area.
Focused on medium to large contractors
in commercial, residential and industrial markets,
Warren delivered a number of major projects
including power distribution for a beer plant,
lighting for national chain hotels, and various
pump and filtration controls for the Water
Authority. Warren has highly trained
and knowledgeable individuals in the areas
of Cable/Bulk, Lighting and Gear, which
helped the company drive its continued
growth in the Caribbean market.

Expanding Our Reach
Sonepar USA
Expansion
Sonepar USA expands
on the West Coast
Sonepar USA had been looking to expand
on the West Coast for some time and in
June 2008, the company made its move
with the acquisition of ESSCO Wholesale
Electric marking the first time Sonepar
has had a presence in Arizona and
Southern California.
Company
Acquisitions
Stuart C. Irby Co.
welcomed two in 2008
Stuart C. Irby Co. strengthened its footprint
with two acquisitions—Tennesco in
Chattanooga, Tenn., and Equity Utility
Service in Marietta, Ga.
Tennesco gave Irby an opportunity to
move into Chattanooga’s commercial and
industrial markets, where the company
had only a utility presence for many years.
Established in 1985, Tennesco’s location
is close in proximity to Irby’s Regional
Distribution Center in Nashville allowing
Tennesco to expand their product and
service offerings.
relationships while serving adjacent
geographic markets and this merger
provided an opportunity for further
expansion of Viking’s business in
eastern Wisconsin.
Friedman Electric expands
to New York
Friedman increased its footprint in the
Northern Pennsylvania and Southern New
York regions with the acquisition of Robson
Electric Supply in Johnson City, N.Y.
Over 40 long-established businesses from
different geographical areas with specific
product segments have joined Sonepar USA
in the past 10 years.
1964
1986
1973
Headquartered in Chandler, Ariz., ESSCO
is a full-line commercial and residential
contractor supply house with 15 locations
including metropolitan Phoenix and Tucson
markets as well as Orange and Riverside
counties in California.
Equity Utility Service was established in
1966 and is a full-line stocking distributor of
utility products. This acquisition allowed Irby
to fill a notable gap within the company’s
geographical footprint.
Robson is a single-branch electrical distributor
with a separate lighting showroom and
combined space of 20,000 square feet.
Mountain Vista goes
Full Circle
1999
1999
1958
1981
1926
1937
2.4
2.9
3.3
Founded in 1973, the original name was
Electric Surplus Sales Co. In October 1976,
Don R.Tapia purchased the company and
changed the name to ESSCO. Since then,
he has developed the company into a
leading player in the Southwest market.
Superior Electric Supply
joined Viking Electric
Founded in 1964, Superior is a single
branch distributor located in Sheboygan,
Wis., primarily serving the contractor and
industrial markets. Viking and Superior
shared many of the same key vendor
Essco brought back Mountain Vista
Supply from Ron and Joanne Wagner,
who purchased the business from ESSCO
in 1991. Since then, the Wagners developed
a reliable and customer-service oriented
operation, now recognized as a leading
electrical distributor in the Cochise County,
Ariz., market.
1938
1961
0.2
1998 1999
Sales Evolution (B$)
1927
0.6
2000
0.7
2001
1919
0.8
2002
0.9
2003
1.1
2004
1.4
2005
2006
2007
2008
11

2008 Key Customer Projects
Friday Night
Lights
NorthEast Electrical Distributors–Eagle
Electric Supply launched the second
annual Friday Night Lights Community
Sweepstakes, with co-sponsor WEEI Sports
Radio. This contest gives cities and towns
throughout New England the chance to win
a brand-new, fully-installed outdoor lighting
system for their youth football league field.
Friday Night Lights’ first year winner, Legion
Field in Bridgewater, Mass., received its
installed lighting system in October 2008.
Worth over $60,000, the state-of-the-art
lighting system makes evening sporting
events a new reality for the community.
Friedman
Upgrades
Municipalities
Friedman’s automation group worked with
several municipalities to implement variable
frequency drive control in their pumping
stations. This increased the level
of control the cities and towns have over
their processes and saved taxpayer money
in the form of electrical savings.
The company also served the OEM
market helping to develop new and more
cost efficient technologies by converting
older systems to newer more compact
and functional versions. Friedman
supported the system integrator market
with product solutions that allow them to
be more efficient. By combining its product
knowledge with an understanding of enduser
product needs, Friedman was able to
give the customer a more robust, readily
available, and financially viable solution.
Custom Design
by NorthEast–
Eagle
NorthEast’s switchgear department provided
over 1,000 feet of custom measured busway
in an existing cell phone switching location.
The four new runs traveled between two
adjacent buildings built over 100 years
ago and traveled five floors to provide
emergency power to existing switchgear.
All drawings for fabrication were done
in-house and the fabricated busway was
delivered within seven weeks.
Additionally, NorthEast provided a $4M
switchgear package for a project in Kuwait
in which five power centers with pressurized
enclosures were shipped overseas for
a local Massachusetts specialty pump
manufacturer. Fabrication, export packing
and shipment were all coordinated by
NorthEast–Eagle.
Eoff Lights Up
the Courts
Eoff Electric retrofitted a tennis club in the
Portland area with new, high-efficiency
lighting. This project saved $14,619 per year
for the customer, with an additional $16,515
in Energy Trust of Oregon incentives. The
return on investment for the customer was a
total of 75.9%.
Irby Shines Bright
for Gulf Coast
Utilities
On September 2, 2008, Hurricane Gustav
hit land near Baton Rouge, La. The storm
brought heavy rains and winds in excess
of 115 mph. When the power went out,
Stuart C. Irby Co. was one of the first
responders. With a disaster recovery
plan already in place, Irby’s Baton Rouge
facility had a supply kit on hand, complete
with a generator, in the event the branch
lost power. The kit also included portable
lighting, ice chests, water coolers and other
essentials to support recovery efforts.
As damage and power outages from
Hurricane Gustav spread, Irby employees
worked around the clock supplying
customers with all the material they needed
to restore power to ravaged communities.
When Hurricane Ike hit land just two weeks
later, Irby was again posed with a difficult
task. Although its Houston branch was
spared from any serious damage, there
were several large utilities in the Houston
area that needed help restoring power to
their customers. Irby had over 100 people
involved in the recovery effort over a
three-week period.
Volunteers came to the Houston branch from
Irby locations all over the country. Several
groups cycled through Houston, working
16–18 hours a day, five–seven days per
week. Irby maintained a 24-hour, sevendays-per-week
operation for several weeks
in order to service local Houston utilities
as they worked to restore power to the
surrounding areas.
With over 800 employees nationwide, Stuart
C. Irby Co. was able to deploy over 20%
of its work force to help with the recovery
efforts in Houston and Baton Rouge. It is
an example of the amazing teamwork and
positive team spirit that exists at Irby.
Brook uses
LED lighting
to brighten
Chicago’s famous
‘L’ train station
platform
In an effort to enhance and beautify the
theater and shopping district of Chicago,
the city enlisted the help of Brook Electrical
to install colored LED lighting on a station
platform of Chicago’s famous ‘L’ train.
Brook worked with architects and Chicago
Department of Transportation (CDOT) from
design stage through coordination of LEDs
and custom materials to complete this
project. The platform did not have lights
before, so the new colored LED lights
improves the ambience of the area while
providing the city with the latest in energyefficient
technology. The platform was
later filmed by the Chicago 2016 Olympic
Committee for their marketing materials.
Green is
Business as
Usual at Capital
Lighting
Lincoln Property Company (LPC), a property
management and real estate consulting
agency in the Washington, DC, area, has
more than 29 million square feet under its
control. Obviously, LPC can’t afford to take
energy use lightly and partnered with Capital
Lighting Supply (CLS) to offer its customers
the best in energy efficiency. CLS’s Energy
and Maintenance Services division worked
hand-in-glove with LPC to offer energy
audits, the latest in energy-saving products
and robust web-based recycling services.
CLS provides that extra support to PLC to
make ‘green’ a reality instead of a gimmick.
13

Crawford Electric Supply
Crawford continues to grow its market share
in Texas and Louisiana with the opening of three
new branches. In 2008 Crawford’s immediate
success prompted the company to move into
a new, larger facility five miles from downtown
New Orleans. The new building is over 60,000
square feet. The increase in space presents an
opportunity to expand even further in the market,
and allows Crawford to service a wide variety
of customers, from large commercial developers
to smaller private contractors.
In addition, Crawford opened two new branches
in Texas—New Braunfels and Conroe. Both
locations are approximately 25,000 square feet
and incorporate many green initiatives within the
Sonepar BlueWay Program, including energysaving
lighting controls throughout the office
and counter areas, efficient fluorescent lighting
units in the warehouse, and energy efficient air
conditioning and heating units.
Crawford understands staying close to customers
require more than just opening branches. In 2008,
the company provided a number of value-added
services for customers, including training
seminars. In New Orleans, Crawford hosted a
four-hour seminar on the importance of electrical
safety around high voltage electrical systems. The
seminar drew an attendance of 25 local industry
professionals, including many electrical engineers,
hospital and plant maintenance managers, and
other qualified electrical personnel. The seminar
allowed Crawford to showcase its services to
the electrical community, and further spread the
Crawford name to the local industry professionals.

Stuart C. Irby Company
Despite a tough economic environment,
Stuart C. Irby grew 6.8% in revenues from 2007.
Growth came in part from the expansion of Irby’s
footprint into Georgia and Tennessee, with the
acquisitions of Equity Electric in Marietta,
Ga., and Tennesco in Chatanooga, Tenn.
Tennesco gave Irby an opportunity to move
into Chattanooga’s commercial and industrial
markets, while Equity helped fill a notable gap
within Irby’s geographical footprint.
Additionally, Irby’s lighting division has also
helped to drive sales and customers are
increasingly interested in energy saving solutions.
In 2008, Irby increased its BlueWay lamp sales
over 122% compared to 2007. Sales through large
commercial end-users, retrofit successes,
and customized BlueWay counter displays
jointly created by Sylvania and Irby drove
this outstanding result.
2008 was an award winning year for Irby.
The company won TED Magazine’s “Best of
the Best” Award in the Literature and Selling
Tools category. Capital Lighting and Supply also
received an award for Best Publication, making
Sonepar USA the company with the most awards
among large distributors.
In early 2009, Irby opened it’s second regional
distribution center in Mobile, Alabama. Joined
by more than 250 customers and 40 vendor
partners, Irby celebrated its new facility with
training classes, facility tours and product
demonstrations. Irby’s new distribution center
provides electrical products, services and project
support to commercial, contractor and industrial
branches in Alabama and surrounding states.

Les Williamson
Don Tapia
Scott Tonn
Greg Hames
Jeff Metzler
Mike Wigton
Mike Wall
Robert Friedman
Mike Dudas
Dick Coates
Don Block
John Hardy
Mark Alspaugh
President
EOFF ELECTRIC
Paul Leveaux
Chris Butterfield
CEO
ESSCO
President
ESSCO
Jodi Robinson
Mark VanderLinde
Michael Willhide
Rick Wiley
President
VIKING
ELECTRIC SUPPLY
Doug Herberg
Randal Artus
Anthony Rongstad
Jeffrey Wanner
Stacy Stanslaski
Rich Passmore
CEO
CRAWFORD
ELECTRIC SUPPLY
Larry Mallery
Gigi Pace
Curtis Enke
David Watkins
Jason Roberson
President
STUART C. IRBY
Andy Waring
Jim Cameron
Doug Walo
Michael Leech
Edward Moak
Jack May
Kirk Hughes
Lonny Thimjon
Gary Bodam
President
BROOK
ELECTRICAL
DISTRIBUTION
Jeffrey Byrd
Gino Frigo
Rick Gerbatsch
President
FRIEDMAN
ELECTRIC
Robert Statsman
Jim Semyon
Tom Pritchard
President
COOPER
ELECTRIC
SUPPLY
Paul Leveille
David Cooper
Ronald Reffler
Charles Colella
Thomas Brady
Brian Streiter
President
WORLD ELECTRIC
SUPPLY
Paul Leveille
Bill Olson
President
NORTHEAST
ELECTRICAL
DISTRIBUTORS;
EAGLE ELECTRIC
SUPPLY
Peter Jacobson
Frank Marandino
Shawn Mumma
Patrick Blake
President
CAPITAL
LIGHTING &
SUPPLY
Jean-Emmanuel Enaud
Alan Rosenfeld
Ken Avery
Mike Bourn
Mike Hensley
Ken Cain
Tim McGowan
David Webber
President of Caribbean
Region
WARREN DC
Marcelo Stopiello
Juan Riera
Sonepar USA Organization
12 Businesses in 35 states
Sonepar USA Support
Jay Bricker
Francois Chatin
Grace Migliaccio
Jeff Davidson
Charmienne Ganao
Joe Kidd
Karen Monte-Dunn
Matt Pothier
Frank Toczylowski
Paul Trudel
Steve Weyler
Business Development
and Vendor Relations
Marketing and
Communications
Human Resources
Process Improvement
Treasury
Data Center/
Network Applications
Finance Operations
Information
Technology
Corporate Controller
General Counsel
Business Controller

Leveraging Technology
Son@Biz
Son@biz is a major Sonepar USA initiative
to develop a single technical eBusiness
tool that can be deployed to all our
operating companies while promoting
each distributor’s local branding.
In early 2007, Sonepar USA, with the help
of its operating companies, completed
customer expectation interviews and
assessment of our existing technology.
A steering committee composed of
representatives from each business was
created to define best functionality for
a well-designed online ordering tool.
External eBusiness specialists were
also on-hand to help develop the tool.
Today, an eOrdering website has been
completed, and on January 1, 2009,
Cooper Electric was the first operating
company to go live on this new tool.
Modeled after other well-known online
ordering systems on the market, Cooper
Electric Online was designed to make its
customer’s job easier. It allows customers
to do business with Cooper not only during
normal business hours, but also after
hours—thus always being connected to
Cooper. Customers can gather product
information, view real-time pricing and
availability, track orders, access account
information, and most importantly, order
products online anytime, from anywhere.
Capital Lighting will go live May 2009 with
additional operating companies to follow...
Eclipse IT
Platform
Eclipse is a common operating platform
that allows Sonepar USA to streamline
processes, standardize business practices
and improve financial performance.
In the past three years, World, Cooper
and Capital have completed major
conversions to Eclipse. In 2008, NorthEast–
Eagle also converted 300 users and over
400 machines and equipment to Eclipse
thanks to a well coordinated team
of IT support and operational staff.
“
We have found tremendous
improvement in our ability to
manage the business through
the Eclipse system. Our people
have also gained efficiency.
”
—Capital Lighting and Supply
Today, a total of 1,200 users and four
operating companies access Eclipse with
no reported performance issues. By the end
of 2009, Sonepar USA will have more than
60% of its business on Eclipse.
Business Intelligence
In addition to Eclipse, Sonepar USA launched a Business Intelligence initiative in 2007
to consolidate the data of its companies. The automation of data collection has allowed
our companies to strengthen business processes, and provide operational analytics and
benchmarking for better strategic and local business decisions.
Shared Services
In an effort to consolidate resources and improve efficiencies, Sonepar USA opened
two Shared Service Centers in 2008—Maitland, Fla., and Hamilton, N.J. The goal of these
service centers is to merge standardized processes and functions, such as some financial
and technology tasks, so they can be performed in a more integrated, efficient and cost
effective manner.
17

Viking Electric Supply
Viking continued its expansion strategy in 2008 by
acquiring Superior Electric Supply in Sheboygan,
Wisconsin. This location provides market share
growth in southeast Wisconsin.
In 2008, Viking launched a successful marketing
initiative, Viking Electric Television or VETV, which
combined sales, promotions, merchandising and
training in an organized and structured framework.
This marketing program has increased business,
improved training, developed better vendor
planning, and enhanced merchandising displays.
Many products and vendors have seen 20% to 40%
growth during their featured month.
Viking’s project job market was also a major focus
in 2008. The sales team was successful in growing
this business by 15% over 2007 and as this
business continues to gain recognition, customers
are turning to Viking for their added-value service.
Like all Sonepar USA companies, Viking has
taken large steps to reducing its carbon footprint
in 2008. The company recycles all internal use
of lamps, wood pallets, cardboard, shrink wrap,
paper, cans, glasses and plastic. Metals such as
copper scrap wire, aluminium and steel scraps are
also sent to recycling centers.
All new trucks are equipped with nose cones and
smaller delivery trucks are used when applicable
to increase fuel efficiency. Routes and logistics
were reviewed to maximize efficiencies. By
combining or eliminating delivery territories
whenever possible and making all deliveries from
the closest Viking location, Viking was able to
significantly reduce its fuel consumption.

Friedman Electric Supply
Friedman continues to grow its market share
in Pennsylvania and the southern tier of New
York with the acquisition of Robson Electric
in March 2008. Located in Johnson City, NY,
Robson fits Friedman’s growth plan as
it provides a convenient hub between
Athens, Pa., and Ithaca, NY.
In 2008, Friedman focused on several marketing
efforts to promote the company’s brand and drive
sales. Three company-wide promotions—March
Madness, Rob Friedman’s Secret Salsa, and the
Holiday Tool Sale—ran throughout the year.
As well, each large branch held mini trade
shows with up to 40 vendors in attendance.
Each tradeshow had one-day special pricing,
vendor promotions and giveaways.
Merchandising was also a large push in 2008, and
the company completed 8 remodels in the year.
Branches implemented free residential recycling
of CFLs in the lighting showrooms to help promote
recycling and environmental conservation.
This program received local media attention,
including front page coverage in the business
section of The Times Leader, a popular local
newspaper in the Pennsylvania area.
To provide customers with products and solutions
that consume less energy, Friedman added the
Energy Solutions Division to their long list of
expertise. This group has already seen much
success with a number of retrofit projects
throughout the year, and many customers using
the BlueWay Recycling Program. Friedman also
added a Tools and Fastener Division in 2008.

BlueWay
Sonepar
Sustainable
Development
Reference
Go Green. Think Blue.
Sustainable
Development
BlueWay is Sonepar’s formal sustainable
development program. Developed at the
international level and implemented in all
Sonepar countries, BlueWay is meant to
promote eco-friendly products that use
less energy and fewer natural resources.
Sonepar’s commitment to promoting
sustainable development is by no means
recent. It reflects the company’s longstanding
belief that you have to build to last.
Sonepar USA’s BlueWay
Program
Sonepar USA’s BlueWay Initiative is
three-fold:
1. Increase sales of energy-saving lamps
through Lamp 20+ program
2. Encourage lamp, battery and
electronic recycling through
BlueWayRecycling.com
3. Promote Energy Saving Products
Since the launch of BlueWay, Sonepar USA
companies have been active in educating its
customers and associates on the benefits of
energy efficiency.
BlueWayRecycling.com
With the increase in popularity of highefficiency
fluorescent lighting, Sonepar
USA partnered with a third-party vendor in
2007 to provide a simple, turn-key solution
for lamp, ballast, battery, and electronics
recycling needs. This nationwide program
provides specially discounted pricing,
custom report generation, and Recycling
Certificates all available online. Customers
simply sign up online, order their service,
and our recycling vendor ships and picks up
their box or container via Fed Ex.
Our Commitments and Actions
Cooper goes Green.
Thinks Blue.
Cooper educates and promotes green
products to customers while practicing
green methods within the company.
At its central distribution center in Linden,
N.J., Cooper executed a complete retrofit,
including an initial energy audit and
re-lamping of the 85,000-square-foot
warehouse, and installed energy saving
lamps and sensors. The retrofit project has
improved the overall interior lighting in the
distribution center by 40% and has saved
thousands of dollars in energy. Additionally,
delivery trucks at the distribution centers
were equipped with nose cones, effectively
reducing drag and wind resistance by 70%
of its delivery fleet, and increasing the mpg
by four miles per gallon. This cuts down on
wear and maintenance, making the vehicles
much safer to operate and insure. The result
is an annual savings of 15,000 gallons of
diesel fuel.
By educating and practicing green methods
with associates, Cooper is better equipped
to offer green expertise to its customers.
ESSCO Develops Solar
Expertise
In 2009, Essco rolled out its fully
engineered Solar Photovoltaic (PV)
Systems and Services program. In
partnership with manufacturers of solar
panels, inverters and racking, and mounting
systems, Essco provides modular and
fully expandable kits for future upgrades.
The company is also providing additional
services to its customers including
engineering, design, layout, permitting,
documentation for carbon credits, tax credits
and utility rebates, site survey, build and
start-up supervision, and training.
Eoff wins Energy Trust
of Oregon Award—
four times in a row!
Gil Amestoy of Eoff Electric Supply
in Portland, Oregon, was awarded the
Energy Trust of Oregon top distributor
award in January 2009. This is the fourth
year in a row that Amestoy and Eoff
received this award.
Eoff coordinated projects saving over
2.5 million kWh for businesses and
organizations in Oregon and SW
Washington in 2008.
Crawford Greens New
Locations
Between 2008 and early 2009, Crawford
opened three new locations including New
Braunfels and Conroe, Texas, and New
Orleans, La. In each location, the company
incorporated many “green” initiatives
throughout the new facilities, including
motion sensors and efficient fluorescent
lighting units throughout the office and
warehouse. In addition, the New Braunfels
location includes tilt wall/cement building
with a double insulated roof, the highest
rated Seasonal Energy Efficiency Ratio
(SEER) air conditioning and heating units,
double-paned energy efficient windows and
doors, and T-5 fluorescent highbays lighting
up the warehouse. The T-5 fluorescent
highbays will produce an annual energy
savings of $6,150, and Crawford forecasts
a significant amount of savings on overall
utility costs for the facilities.
World Shows Customers
How to Save
As the cost of energy rises, World Electric
has been able to help many of its customers
save money and the environment at the
same time. From lighting to controls and
everything in between, World Electric is
staffed with lighting and product specialists
knowledgeable in the latest energy-saving
technology. In 2008, the company became
a certified Energy Star partner and held
several LEED workshops and seminars,
which were met by such enthusiasm by
customers that World Electric plans on
repeating the seminars in 2009.
19

NorthEast Electrical
Distributors–Eagle
Electric Supply
NorthEast-Eagle’s focus in 2008 was one
of growth, customers and consolidation.
The company opened a new branch in Milford,
Mass., in mid- 2008. The new location occupies
7,400 total square feet, including a 1,400-squarefoot
storefront and merchandised counter area.
NorthEast–Eagle has been serving contractors in
this area for quite some time, and in order to meet
all the needs of current and future customers, the
company elected to be closer to their day-to-day
business in the greater Milford area.
In 2008, the first ever NorthEast–Eagle and Ralph
Pill joint mini trade shows were held. Regional
Trade Shows have proven to be valuable anchors
in the marketing calendar for customers, suppliers
and NorthEast–Eagle, and will continue in 2009.
The NorthEast Advantage Customer loyalty
and growth program rolled over into 2008 with
participation from just under 1,000 contractor
members. In a challenging economic year,
the program resulted in an overall 5% increase
in sales from manufacturers’ product lines.
The program consists of monthly product
specials, dedicated manufacturer incentive
promotions, customer rewards, and
integrated marketing materials.
In terms of commercial initiatives, NorthEast–Eagle
successfully combined the operations of its Mod
Shop and Bee-Line Boards panel assembly shop.
Located in a single operations center within
NorthEast–Eagle’s Woburn branch, these two
capabilities give the company a unique position
among electrical distributors in the New England
market when it comes to supplying assembled
panelboards, molded case breakers and accessories,
and modifications to contactors and starters.

Brook Electrical
Distribution Co.
In 2008, Brook Electrical strengthened its position
in the Chicago market by expanding into a new,
larger CDC and headquarters in Addison, IL. The
new location increased Brook’s square footage by
over 100,000 sq. ft., and the company went from
having a total of four shipping docks to sixteen.
Additionally, Brook opened a new facility in
Libertyville, IL. The new branch occupies 4,900
sq. ft. Conveniently located in a high-traffic retail
strip mall, the new location supports the continued
growth and expansion that Brook has experienced
throughout the entire Chicago metro area.
Brook continues to stay close to the customers
through a number of major events in 2008.
One of the most successful events was the Tool
Roadshow, which traveled from one location to the
other within five consecutive weeks. Together with
eight tool manufacturers, Brook’s tool specialists
demonstrated products and built deeper
relationships with customers. The Roadshow
was promoted through local papers and radio
media. The company teamed up with ESPN
Radio with weekly ads building up to a personal
appearance by Steve McMichael, former Bear’s
Super Bowl champion, at the final event at the new
Addison location. It was such a success that the
company plans repeating the event in 2009.

Merchandising
Promoting
Products
Sonepar USA understands that sales
counters are distributors’ most valuable
real estate. That’s why the company
launched a merchandising program
to improve counter locations and offer
products and services to customers in an
attractive and more efficient environment.
The program encourages merchandising
managers to exchange ideas and share best
practices, ensuring customers have a good
shopping experience each and every time
they visit our counters.
As Seen on VETV
Viking, with support from Sonepar Canada,
launched a successful marketing and
merchandising program, Viking Electric
Television (VETV), in September 2008.
By adopting Sonepar Canada’s effective
processes and methods, Viking created
its own program relying fully on in-house
expertise. On a monthly basis, Viking
develops 15–20 minute videos consisting
of three primary vendor sponsors, two
secondary vendors (usually tool and data
com products), informational and Blueway
segments that play on flat screen televisions
installed in all 24 show floors and controlled
through a dedicated network.
To ensure all sales and counter associates
understand each month’s promotion,
associates take a locally created
Son@cademy class before a new
segment airs.
VETV is supported by displays of the
featured products on the show floors and
distribution of “As Seen on VETV” flyers
by the sales force. The sales results have
been very encouraging. Many products
and vendors have seen 20% to 40%
growth during their featured month.
Capital Television
In the fall of 2007, Capital Lighting & Supply
piloted a new program, Capital Television
(CTV). Even with the limited content, this
new program captured the attention of
every customer who walked through the
door. Rotating through product slides and
product installation videos, customers were
mesmerized and so too were the vendors.
Throughout 2008 and 2009, CLS continued
to expand the CTV program into each of
their locations and ultimately created six
advertising regions. With the creation of
the regions, CLS has the ability to target
specific geographies to address customers
regarding code issues as well as to
advertise counter days at a specific location
in that particular region.
Also, throughout 2008, vendors began
expressing their desire to provide additional
content which provided the catalyst to turn
this pilot program into reality.
An advertising program was developed
and funding was provided for additional
flat screen televisions and content. To
date there have been over 500 CTV slides
created showcasing products, promotions,
specials, and installation videos from their
top 40 vendors. Additional slides have
been created from photos of the many CLS
sponsored events featuring the faces of their
customers and vendors reminding everyone
why they do business with CLS.
For Capital, CTV has proven to be a new,
innovative way to introduce and highlight
products to electrical contractors.
Training
Son@cademy is a web based Learning
Management System that offers Sonepar
associates instructor-led or self-pace
training to improve industry knowledge,
vendor product knowledge and customer
service skills. Our goal is to make all
employees the best in the industry.
Son@cademy offers employees
the opportunity to:
• Develop and improve their skills
• Increase their product knowledge
• Prepare for new jobs or new job
responsibilities
• Learn about new products
• Keep abreast of industry changes
The tool was implemented to all operating
companies in 2007. In 2008, over 3,000
different Sonepar employees took over
7,000 courses to improve themselves and
their ability to serve customers.
“
This is a great training tool
that helps you achieve your
career goals. The online vendor
training helps you learn more
about products. This program
helps me to gain more knowledge
and be prepared for any
situation that can arise.
”
—Rick Savage,
Counter Sales, Cooper Electric
“
I feel Son@cademy finally
brings to Cooper what I like to
call a ‘build a bench’ program.
It enables us to both improve
our staff in their present positions
while getting them ready
for newer opportunities as
they arise. I always prefer to
promote from within whenever
possible. This is one of the best
messages we can send to our
employees!
”
—Mike Dudas, president,
Cooper Electric
To keep the infrastructure simple to use
while maintaining maximum flexibility, a
Son@cademy Committee was created
consisting of representatives from each of
the operating companies. The purpose of
the group is to design, develop and deploy
educational and developmental activities
that all the companies can use to meet the
developmental needs of their employees.
In 2009, the group plans to continue to
refine learning activities that can be used
by everyone as well as rollout a new
version of Son@cademy.
Sonepar People
Our company is made up of a number
of well-run, successful businesses that
have joined forces with Sonepar to form
a family that is stronger than any one
company would be alone. As a result, our
culture is an unusual combination: we have
small-company values and big company
opportunities.
We think that combination makes us not
only better than the competition because
we are closer to our customers, but makes
our working environments a place where
people want to be and stay. At Sonepar,
leaders are involved with their employees
and care about their professional and
personal welfare. Personal values matter.
The person working next to you is as likely
to be a friend as a co-worker. Tenure is
measured in years, sometimes decades,
not days or months. We hear it over and
over again: “I came for a job. I stay
because of the people.”
The big company opportunity comes in
exposure to global training programs, such
as the Sonepar Junior Committee. It comes
from being on national committees such
as the American Logistics Committee, or
attending the 10th Anniversary Celebration
in 2008. It comes from career opportunities
within and across operating companies. And
it comes from more productive relationships
with world-class suppliers and vendors.
We have over 4,400 people on the team
at Sonepar USA. Among them are some
of the most knowledgeable and most
seasoned professionals in our industry.
—Grace Migliaccio, Chief Human
Resource Officer
21

Cooper Electric
2008 was an extremely active year for Cooper
Electric. The company launched two major
initiatives focused on technology, innovation
and sustainable development—BlueWay
progam and Son@Biz.
In early 2008, Cooper established an internal
“Green team” made up of employees who are
experts in energy savings and new lighting
technologies. Tasked with guiding the company
to become more environmentally responsible,
team members visited branches and educated
employees about green opportunities for their
locations as well as for customers. Additionally,
each department and branch committed to green
sustainability efforts such as the installation of
energy-saving lamps and occupancy sensors to
save on energy and lighting costs. These very
simple actions will be the backbone of Cooper’s
internal efforts to become more environmentally
friendly. Externally, Cooper will embark
on a series of ‘green’ road shows at all the
branches educating customers on
Cooper’s green capabilities.
As an additional added-value service for
its customers, Cooper launched a new online
ordering tool called Cooper Electric Online.
Cooper Electric Online provides customers with
a more comprehensive and streamlined way
of getting product information and ordering
products at their convenience. This exciting
new selling tool is an extension of the company’s
sales team and distribution centers, thus providing
value to its customers and differentiating
Cooper from the competition.
In 2008, Cooper certainty stood out from the rest.
The company won the Kohler Distributor of the
Year Award and was recognized as One of the
Best Places to Work in New Jersey by NJ Biz, a
leading local newspaper in the New Jersey area.

World Electric Supply
Despite the negative impact of the residential
market collapse in Florida and the weakened
economy, World saw much success with it lighting
business and tool and fastener market in 2008.
World’s Lighting Department delivered
several large retrofit projects to commercial
and institutional customers. The company
hosted a LEED seminar for customers, became
a certified energy star partner, and has several
LEED-certified associates on staff, making
World a leader in energy saving in the Florida
market. World is also actively involved
in offering recycling services to customers
through BlueWayRecycling.com—
a great added-value service.
The tool and fastener initiative has been another
high priority for World. In 2008, the company
opened a tool repair center located within the
Jacksonville branch and has realized an increase
in sales in this product category. The key drivers
for the tool and fastener program include tool
specialists on staff, branch trainings, marketing
support, and vendor partnerships.
World plans to continue its push in the lighting,
and tool and fastener markets, as well as focusing
on the industrial and government markets in 2009.

Vendor Relations
Logistics
Supplier of
Choice
Building productive, lasting relationships
with suppliers is one of the keys to
Sonepar’s success. For that reason,
Sonepar USA works with its suppliers
to continuously provide solutions that
streamline new product introductions,
and offer efficient data and information
exchange. We also advance eBusiness
systems to improve the efficiency of our
vendor relationships and take cost out
of the channel.
Sonepar USA offers manufacturers
access to an efficient distribution network
supported by experienced, well-trained and
knowledgeable associates. Additionally,
marketing support, customer feedback and
other services tailored to local customer
needs is part of the package manufacturers
receive when they work with Sonepar USA.
In return, Sonepar USA expects
manufacturers to innovate and meet the
changing need of customers, maintain
pricing that is competitive with market
trends, and of course, to optimize product
quality and availability.
This win-win model developed between
Sonepar USA and manufacturers produces
joint market share growth.
Stuart C. Irby Company
host Rockwell
Automation’s 17th annual
Automation Fair
In the fall of 2008, Irby served as the
host distributor for Rockwell Automation’s
17th annual Automation Fair. The 2008
festivities were held in Nashville, Tenn.,
where over 9,600 industry professionals
gathered for the two-day show. After
spending the day learning about the latest
developments in automation technology at
the historic Opryland Hotel, over 1,500 Irby
customers were treated to a memorable
night out in the legendary Music City,
including an unforgettable performance
by the Charlie Daniels Band.
According to Rockwell, Irby customers
made up a significant portion of this
year’s turnout. In fact, from a total of
5,090 Rockwell customers at the show,
2,366 were also current customers of Irby.
This represents an increase of over 300
customers compared to last year’s host
distributor in Chicago, IL.
Delivering Value
Intently focused on delivering unequaled
service and value to its customers, the
Sonepar USA Logistics Team strives
to perform at the highest levels while
effectively managing costs and maintaining
a safe, compliant environment.
In partnership with its operating companies,
Sonepar USA evaluates its distribution
networks at all points in the supply chain
and continually refines the network(s) to
meet our customer’s service expectations.
Through a nationwide Logistics Council,
the company leverages its size, systems
and capabilities by sharing knowledge, new
ideas, optimizing processes, implementing
best practices and most importantly, keeping
our customers in the forefront of all we do.
Capital Lighting & Supply’s
New CDC & Headquarters
Completed
In the fall of 2008, Capital Lighting & Supply
(CLS) opened a new central distribution center
and headquarters in Upper Marlboro, Maryland.
The 220,000 square foot facility features
a state of the art distribution center with
the latest in warehouse technology. Over
20,000 products are in stock and available
to customers every day. A 3,000-squarefoot
full service counter and will call are
also located on the property. CLS used
many energy-saving techniques and
products when designing this new location,
including high efficiency windows and
HVAC systems that use at least 25% less
energy over building standards, recycled
concrete, and a roof membrane designed
to reflect heat away from the building.
In terms of lighting, the company installed
435 T5 High Bay Fixtures with sensors,
and painted the ceiling and walls white to
increase reflecting surfaces thus requiring
fewer fixtures. The results equal 30% less
energy or an estimated annual savings of
$50,000–70,000.
The corporate headquarters, formerly in
Alexandria, Virginia, was also relocated to
this new site. The headquarters features a
fully equipped training facility with computer
and audiovisual capabilities. The training
rooms are available for CLS customers and
vendors to use for training and company
meetings.
Brook Electrical Debuts
New Headquarters
Brook moved its headquarters to Addison,
Illinois on March 17, 2008. The new
central distribution center occupies over
170,000 square feet, and employs over
100 associates. The new headquarters
represents an upgrade in both space and
capabilities for Brook, which increased its
square footage by over 100,000 square
feet, and went from having a total of four
shipping docks to 16 at the new location.
It is strategically located in a central location
to the company’s delivery territory, which
provides more flexibility when serving
customers in all locations around Chicago.
The new headquarters is equipped with
energy-efficient lighting throughout the
entire facility, with occupancy sensor
technology installed in each office for
additional energy savings.
Warren Del Caribe (WDC)
relocates its Export
Division
WDC’s Export Division grew 85% in 2008.
The huge demand for its services prompted
the company to move to a larger facility in
Miami, Fl. Additionally, WDC installed and
configured customized logistic software
with many tailored functions to help meet
the needs of its overseas operations in
Puerto Rico, Dominican Republic and
Trinidad and Tobago.
23

Capital Lighting and
Supply
Capital Lighting and Supply (CLS) opened its
state-of-the-art CDC and headquarters in 2008,
enabling the company to provide a broader and
deeper selection of products, more value-added
services, and even more training programs.
Additionally, CLS opened a branch in Annapolis,
MD, to increase its footprint and provide greater
flexibility for its growing local customer base.
As the demand for energy efficiency has become
greater over the past year, CLS invested in an
Energy Management Services (EMS) division
to provide customers with energy audits, utility
rebate information, energy-saving products,
and recycling services of lamps, ballasts and
other electronics. The department saw terrific
growth since its inception in 2007. In 2008,
energy-saving lamp sales alone grew over 150%
from the previous year. EMS has completed
several energy-saving retrofits and have
several more waiting to start.
CLS also had some key events and programs
that helped drive sales and market share growth.
In February 2008, the company hosted two 2008
NEC Code Seminars preceded by Electrical Expo
and Product Fairs in Baltimore, MD, and Chantilly,
VA. Both seminars were taught by nationallyrenowned
code instructor Mike Holt.
The seminars covered material on grounding
vs. bonding, 1999–2005 code issues by
jurisdiction, and included important updates on
2008 code changes. The seminar was approved
by the local jurisdictions for Continuing Education
Units. Over 1,000 people attended both seminars
and Electrical Expos. Providing these educational
seminars is just one way for CLS to be a valueadded
resource for our customers, and represents
the company’s commitment to be the
electrical distributor of choice.

ESSCO Wholesale
Electric
Joining Sonepar USA in mid-2008, ESSCO is
one of the largest distributors in the Arizona
and Southern California markets, and leader in
the alternative energy market place. In 2008, the
company launched ESSCO Technology Solutions
(ETS), a division dedicated to offering customers
renewable energy solutions such as solar panel
installation and retrofits. To ensure associates are
aware of the latest technology in energy efficiency,
the company offered a number of product training
sessions throughout the year, including a seminar
on ‘the complete solar kit’ program that was
developed with the help of key partners.
ESSCO is one of the few distributors in the
southwest market who is offering this advanced
technology to their customers.
In addition, ESSCO relocated many branches
in 2008 including Yuma, Ariz.; Palm Desert, Calif.;
and Los Angeles, Calif. The company also opened
a new branch in Tucson, Ariz., and converted
their acquired Mountain Vista Electric to ESSCO
Sierra Vista, Ariz. When relocating or revamping
other facilities to fit ESSCO’s model, the company
always practices in-house energy savings. ESSCO
used energy efficient bulbs, electronic ballasts,
and HO fluorescent warehouse fixtures instead
of HID highbays in each of its locations and
continues to look for ways to find costand
environment-saving technology.
In accordance with the Sonepar BlueWay
program, in 2009, the company will continue
to grow its renewal energy division, and
look to develop educational programs
for customers and associates on energy
saving products and solutions.

Sonepar Worldwide Presence
A family-owned business committed to the entrepreneurial spirit
Founded in 1969 by Henri Coisne, Sonepar is a private, family-owned group organized on the basis of trust and empowerment.
The company maintains a genuinely entrepreneurial culture by leveraging a decentralized structure with strong local roots.
A close-knit management team helms the group, supported by a streamlined holding-company structure and more than 160
operating companies worldwide.
Finalized in 2008, Sonepar’s acquisition of leading companies from Hagemeyer greatly expands the group’s footprint in
North America, the Asia region, Europe and Oceania.
Sonepar Canada
Canada
Sonepar Belgium
Belgium
Sonepar Nederland
The Netherlands
Sonepar France
France, Monaco
Sonepar Deutschland
Germany, Austria, Czech Republic,
Hungary
Sonepar Nordic
Denmark, Sweden, Norway, Finland,
Latvia, Estonia, Lithuania, Poland
Sonepar Russia
Russia
Sonepar China
Thailand, Singapore,
Malaysia
Sonepar Mexico
Mexico
Sonepar USA
USA, Dominican Republic
Trinidad and Tobago, Puerto Rico
Sonepar South America
Brazil
Close To Our Customers
160 Companies in 34 Countries
Sonepar Iberica
Spain
Sonepar Italia
Italy
Sonepar Suisse
Switzerland
Sonepar Romania
Romania
Austria
Australia
Belgium
Brazil
Canada
China
Czech Republic
Denmark
Dominican Republic
Estonia
Finland
France
Germany
Hungary
Italy
Latvia
Lithuania
Luxembourg
Malaysia
Mexico
Netherlands
Norway
Poland
Puerto Rico
Romania
Russia
Singapore
Spain
Sweden
Switzerland
Thailand
Tobago
Trinidad
USA
25

Sonepar Worldwide Key Facts
Four Main Markets
The Hagemeyer Deal, a new dimension for the Group
The deal represents six strategic levers:
1. Strong turnover growth from $14 to $18 Billion (pro froma) in 2007—the basis for consolidating Sonepar’s global leadership.
2. A much greater footprint in North America, with sales up to more than 50% ($5.2 billion pro forma in 2007).
3. Vastly expanded scope in Asia and Oceania, with pro forma sales of more than $800 million in 2007 and the resources
needed to deploy an aggressive strategy in high-growth markets.
4. A strengthening of the network in Europe through integration of complementary companies.
5. Enhanced “people” input with new staff bringing new expertise to the group and an expanded customer base.
6. Commercial opportunities to expand the customer base and product and service offerings.
18.9*
residential
industrial
Four Benefits of Hagemeyer
• Integrated Supply
• MRO (Maintenance, Repairs and Operations) products distribution
• Broader product ranges
• Strong industrial customer base
commercial
utility
Sales Expansion
in billions $
* 1 euro=$1.47 US for 2008
7.7
8.8
9.4
average annual growth of 10% for 20 years
10.4
12.4
14.5
Sales Breakdown
2008 figures in %
Sales—by product family
30.8
25.9
18.8
13.7
6.2
4.6
Installation and industrial materials
Cable
Others
Lighting
Heating, Ventilation and Air Conditioning
Communications & Safety
4.6
5.5
43.8
29.5
19.7
Europe without France
North America
France
2.4
3.6
2.1
1.3
Oceania
Latin America
Asia
54
24
14
Installers
Industry
Others
Sales—by geographical zone
8
Services
1988 1994 1997 2000 2003 2004 2005 2006 2007 2008
Sales—by customer type

Sonepar USA
Penn Mutual Building 4th Floor, Suite 400
510 Walnut Street
Philadelphia, PA 19106
215.399.5900
www.sonepar-us.com
Brook Electrical Distribution
880 S Rohlwing Road
Addison, IL 60101
847.353.6300
www.brookelectrical.com
Capital Lighting & Supply
3950 Wheeler Avenue
Alexandria, VA 22304
703.823.6000
www.capitallighting.com
Cooper Electric Supply Co.
70 Apple Street
Tinton Falls, NJ 07724-2600
732.747.2233
www.cooper-electric.com
Crawford Electric Supply Corporation, Inc.
7390 Northcourt Rd.
Houston, TX 77040
713.476.0788
www.cescoltd.com
Eoff Electric Co.
3241 NW Industrial Street
Portland, OR 97214
503.222.9411
www.eoff.com
Essco Wholesale Electric, Inc.
175 E Corporate Place
Chandler, Arizona 85225
480.497.8000
www.esscous.com
Friedman Electric
1321 Wyoming Avenue
Exeter, PA 18643
570.654.3371
www.friedmanelectric.com
NorthEast-Eagle Electrical Distributors
135 Will Drive
Canton, MA 02021
781.401.8500
www.needco.com | www.eagleweb.com
Stuart C. Irby Co.
815 South State Street
Jackson, MS 39201
601.969.1811
www.irby.com
Viking Electric Supply
451 Industrial Boulevard
Minneapolis, MN 55413
612.627.1300
www.vikingelectric.com
Warren del Caribe
Physical Rd. #1; KM 33.3; Bairoa;
Caguas, Puerto Rico 00725
Mailing: PO Box 4985 PMB 280 Caguas,
Puerto Rico 00726-4985
787.757.8600
www.warrendelcaribe.com
World Electric Supply
569 Stuart Lane
Jacksonville, FL 32254
904.378.4000
www.worldelectricsupply.com
May 2009