WARRIORS OF - Electrical Business Magazine

Spring 2011 • Volume 3 • Issue 1ContentsDistribution & Supply magazine serves electrical distributorsacross Canada. It provides distribution personnel with theinformation they need to perform their jobs better and run theirbusinesses more efficiently and profitably.FEATURES 16EditorAnthony Capkun - acapkun@annexweb.comPublisherJohn MacPherson - jmacpherson@annexweb.comAccount ManagerScott Hoy - shoy@annexweb.comAssociate EditorAlyssa Dalton - adalton@annexweb.comArt DirectorSvetlana Avrutin - savrutin@annexweb.comProduction ManagerAlice Chen - achen@annexweb.comAdvisorJohn KerrCreative DirectorEinar Rice - erice@annexweb.com16 OUR COVER STORY...Manufacturer reps: The road warriorsof electrical salesJack KohaneA number of manufacturers are turning to independent reps r atherthan salaried salespeople in their quest to dominate the mark et. Butwho are these road warriors of electrical sales? What do they bringto the table that in-house staff do not?7 Thinking Beyond Your Castle WallsConference PagesSPECIAL Supply & Distribution Council Conference Section.GO HERE for the Business Program, general Conference Information,Business Interaction & Networking, and Agenda.Cover illustrationby Dominic Bugatto7PresidentMichael Fredericks - mfredericks@annexweb.comPublished by Annex Publishing & Printing Inc.240 Edward Street, Aurora, ON L4G 3S9Phone: (905) 727-0077 • Fax: (905) 727-0017COLUMNSPublication Mail Agreement #40065710Return Undeliverable Canadian Addresses to Circulation dept.240 Edward Street, Aurora, ON L4G 3S9e-mail - dkoivisto@annexweb.comUnited States Second Class Postage Paid at Lewiston, NY(USPS-741-470) US POSTMASTER: Send address changes toDistribution & Supply, P.O. Box 8145, Lewiston, NY 14092Printed in Canada ISSN 0013-4244CIRCULATIONe-mail: dkoivisto@annexweb.comTel: 905-727-0077 • Fax: 905-727-0017Mail: 240 Edward Street, Aurora, ON L4G 3S914 Go to MarketDavid H. GreenCustomer relations: is it cool to be digital?15 Market MixJohn KerrChannel to evolve around sophisticated end users22 Best PracticesRoger PartingtonMaking the case for customer incentive and reward programs14Subscriber Customer Service RepresentativeDonna Koivisto - dkoivisto@annexweb.comSUBSCRIPTION RATES:Canada: Single issue $7.00 (including GST)USA: $11.00 (US) and International $13.00 (US) per single issueDEPARTMENTS6 S&D Council UpdateRick McCartenWhy we need EFC’s new Electrical Council now21The contents of Distribution & Supply are copyright ©2011 by AnnexPublishing & Printing Inc. and may not be reproduced in whole or part withoutwritten consent. Annex Publishing & Printing Inc. disclaims any warranty as tothe accuracy, completeness or currency of the contents of this publication anddisclaims all liability in respect of the results of an y action taken or not takenin reliance upon information in this publication.21 CEMRA ForumCindy DohertyCEMRA’s growth and role in the new Electrical SectionDistribution & Supply • Spring 2011 3