The Inside Track

A PUBLICATION OF EQUITY / EDN JUNE 2009 The Inside Track Our Annual Meeting Equity/EDN Meeting Location Sites: Where and Why? Fire Alarm Systems: Fighting Fire with Technology Selling Advice for Recessionary Times Green Goes Mainstream: Energy-Efficient Lighting Gains Growing Marketplace Momentum Turning Green into Green CONTENTS contents Inside: Equity/EDN 2009 Annual Meeting Award Winners 8 columns 4 Executive Message Our Recent Annual Meeting features profiles Member Profile 22 First SOURCE Electrical, LLC– Superior Service Helps Weather Current Economic Storm NEMRA Profile Hooper Succeeds Bergson 20 Equity/EDN Meeting Location Sites: Where and Why? By Robert T. Snyder 10 Fire Alarm Systems: Fighting Fire with Technology By Alben Roland, General Cable 12 Selling Advice for Recessionary Times By Frank Hurtte 15 Green Goes Mainstream: Energy-Efficient Lighting Gains Growing Marketplace Momentum By Christian Horn 18 24 Vendor Profile Kidde Programs Offer Distributors and Their Customers Sales Opportunities Despite Economy news Industry News Vendor News Product News Green Scene People Advertiser Index 29 32 36 42 43 44 We Have Been in the Land of the Philistines and They Are at Our Throats… By Richard W. Noel Turning Green into Green By Jeffrey Barnhart 26 46 ©2009 Creative Marketing Alliance. All rights reserved. The contents of this magazine may not be reproduced in whole or in part without the prior written consent of Creative Marketing Alliance. Please direct all correspondence and written requests for permission to reprint articles to Erin Higgins at EHiggins@cmasolutions.com. E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 3 EXECUTIVE TEAM’S MESSAGE OUR RECENT ANNUAL MEETING Our recent Annual Meeting in Dallas was very successful. While we had a few less attendees than normal as a result of the economy, the comments from both members and vendors were very positive related to the quality of the one-on-one meetings, as well as the program and facilities in general. Our Show Specials are always a popular meeting segment. While there were fewer orders placed based on the attendance and current member inventories, participating vendors still reported significant orders were secured at the meeting. Many members commented that the savings they gain by placing show special orders during our meeting basically pay for their trip. Remember, Show Specials are only for those members who attend our meeting and are not available to those who do not attend. The results of our Focus Group meetings were terrific for a few reasons. First, we kept the groups basically the same as the previous year, plus members were all similar in sales volume. The group leaders did a fabulous job in fielding questions on the Equity/EDN/IMARK Group relationship, as well as discussing how we can make our Annual Meeting better. We will be addressing these points as we begin to plan for the 2010 meeting at the Hyatt Regency O’Hare in Chicago, April 14. Let us know your suggestions. What’s happening out there? It’s interesting to listen to the cross-section of reports from our members about business conditions. Obviously, some areas are doing OK while some other areas are still reporting dismal results. Yet, with all of the news to which we are exposed, there appears to be a little glimmer of sunshine in the economy. Yes, the unemployment situation in some industries is stressful to say the least, but the stock market appears to be a positive indicator of good “things” to come. Matthew L. Roos 4 Robert T. Snyder The question is—what are you doing to help grow your business? In an industry email newsletter published by the Channel Marketing Group, there were some upsetting facts. Here are a few: • The size of the electrical market is expected to get smaller. • Distributors are stocking less, increasing vendor costs and reducing value-added programs. • Marketing funds are getting tight. The list goes on, but the important point is for you to make sure your company does not fall into a black hole. The independent distributor has always been able to turn his rowboat with better success compared to the Queen Mary relating to a large chain. Are your sales people keeping up with new products? Are you conducting the proper training? Are you taking advantage of all the Equity/EDN marketing programs? Are you purchasing as many Equity/EDN lines as you can to maximize your earnings? Have you upgraded your counter area? Remember, THINK RETAIL, SELL WHOLESALE! Are you seeking new customers who may not be electrical contractors but do buy basic electrical products? Is your counter open on weekends to compete with the Big Box stores? These are just a few questions that, if addressed properly, could possibly make the difference in being more successful in a down market. Conditions will improve, just be ready to go forward. While we all recognize one cannot time the stock market, the same is almost true with business conditions in general. Meet with your key Equity/EDN vendors, create a strategic marketing plan and keep it simple. Then, make sure every one in your company is “on board,” and follow the plan to the end of the rainbow, where you may find a pot of gold. Theodore F. Havel E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 Richard W. Noel SUPER-FAST INSTALLATION GROUNDING BRIDGE WITH a 3.5" HOLE SAW! in ZINC and BRONZE Arlington’s new FD1RP box is the fastest way to install a standard device or receptacle in a retrofit project! Installed NM cable connector TV on e Ph Ca bl e GB5 has four termination points, one more than required by 250.94 (2008 NEC), and the capacity to handle multiple hookups of communications systems. Paintable flange Also available in Bronze Grounding electrode conductor GBB5 Meets NEC 2008 Ground Requirements Arlington 800/233-4717 • www.arlnew.com/sawbox DEEPER, 4X4 HEAVY-DUTY STEEL di sh lit e Sa te l Patent pending © 2009 Arlington Industries, Inc. © 2009 Arlington Industries, Inc. FD1RP Mounting ”wings“ Arlington GB5 zinc Patent pending Lay in lug Insert grounding conductor here NEW Plus, mounting “wings” hold the box securely against drywall when the screws are tightened. This is the box for a super-fast, secure installation! Textured, paintable Plastic Cover for good looks Arlington’s GB5 Grounding Bridge provides intersystem bonding between power and communication grounding systems. It’s FAST because the opening cuts with a 3.5" hole saw. And, there are no extra pieces to fiddle with! The installed NM cable connector and paintable flange cut installation time to the bone. For even more convenience, it finishes with any single-gang wall plate! NEW 800/233-4717 • www.arlnew.com/gb BOX HANGER HOLDS FIXTURES UP TO 50 LBS ON SUSPENDED CEILING GRID ! NEW Save time! Arlington’s new steel box hanger offers versatility and easy installation. It’s the heavy-duty, 4x4 fixture box that mounts on a 24" o.c. suspended ceiling grid, FAST! Installation as shipped And it’s UL/CSA Listed to hold up to 50 lbs. You can position the box anywhere along the bracket. And for an even bigger box, the versatile FS427SCL comes with two extension brackets for use if attaching a standard extension ring (not supplied). • One-piece assembly – ready to install single or multiple 4x4 boxes • Fully adjustable box position • Bracket ends screw to grid if required by local code If needed,install with a standard extension ring with extension brackets on ceiling tee... Arlington 800/233-4717 • www.arlnew.com/427 FS427SCL Patents pending If needed, you can attach a standard extension ring E!in labor V A S EACH s 0 milar cost $4.0 si i rials w th vs ate es! for m mbli Asse e c e i i-p Mult © 2009 Arlington Industries, Inc. MEMBER SERVICE PROVIDER REFERENCE GUIDE is published quarterly, for electrical distributor members and vendors of Equity/EDN, Inc. by CMA Publications Group, a Creative Marketing Alliance company. Electrical Advocate c/o CMA 191 Clarksville Road Princeton Junction, NJ 08550 USA Phone: 609-297-2221 Fax: 609-799-7032 Publisher Jeff Barnhart Managing Editor Kaitlin Friedmann email: KFriedmann@cmasolutions.com Contributing Editor Stacy Flint email: SFlint@cmasolutions.com Advertising Erin Higgins email: EHiggins@cmasolutions.com Creative Director Diane Webster Publication development, design and production services of the Electrical Advocate are provided by: Creative Marketing Alliance, a full-service marketing communications company with expertise in creative services, public relations, e-marketing, strategic services, sales support, direct response and association management. 191 Clarksville Road Princeton Junction, NJ 08550 (609) 799-6000 www.GoToCMA.com email comments to: JBarnhart@cmasolutions.com President ………………………… Matt Roos Vice President ………… Steve Perencevich Vice President ………………… Bob Snyder Equity/EDN members are reminded of the valuable services available to them from the following service providers: Activant Yardley, PA Contact: Mike Wentz at (800) 776-7438 or mike.wentz@activant.com Operations software for electrical distributors Acxiom Information Security Services Independence, OH Contact: Anthony Gildone at (216) 615-7613 or anthony.gildone@acxiom.com Employment background screening and testing AIP Solutions Phoenix, AZ Contact: Jerry Smith at (866) 460-7898 ext. 101 or jsmith@aipsolutions.com Debt collection service Avis Car Rental (800) 331-7423 Contract # M 135941 Discounts on car rentals Budget Car Rental 800-527-0700 Contract # S217171 Discounts on car rentals Cintas Mason, OH Contact: Christi Sloan at (800) 795-7368 or sloanc@cintas.com Uniforms, rugs, safety Ford Motor Company Contact: Rick Damash at (888) 566-4553 or rdamash@millertransgroup.com Fleet pricing on sales and leases of new cars and trucks Vice President Marketing ………Ted Havel Operations Manager …………Terri Fabian Finance Manager …………… Jon Dobbins Marketing Director …………… Dan Potter Account Executive …………… Mark Busse Geiger Vancouver, WA Contact: Joe Vacossin at (888) 743-4437 or jvacossin@geiger.com Promotional ideals and products Goldner Associates Nashville, TN Contact: Andy Straus at (615) 250-8241 or astraus@goldnerassoicates.com Promotional products On Hold Media Group Plano, TX Contact: Mark Arnspiger at (866) 758-1300 or mark@onholdwizard.com Custom on hold messages Green, Rich & Associates Avon, OH Contact: John Rich at (800) 899-5708 or john@greenrich.com Advertising agency providing custom marketing and sales incentive programs Penske Truck Rental Reading, PA Contact: Steve Tuleya at (610) 775-6000 or steve.tuleya@penske.com Truck and van leasing/rentals Hertz Car Rental (800) 654-3131 Car rental program (CDP# 96685) Invoice Connection Carlsbad, CA (760) 579-0334 Electronic invoicing solutions Logistics Management Fairhaven, MA Contact: Paul Forland at (800) 426-8896 or pforand@lmiservices.com Freight discounts on inbound, outbound and third party billed shipments NEC Electric Code Books Minneapolis, MN Contact: John Riley at (800) 373-1894 or jriley@electricalassociation.com Discount on NEC code books NxGen Payment Solutions Germantown, MD Contact: Randy Tillim at (888) 245-7216 or rtillim@nxgen.com Credit card processing Internet ……………… www.equityedn.com 6 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 SMP Fullerton, CA Contact: Elizabeth LaBarbara at (949) 258-0417 or sales@goSMP.com Sales and marketing software Staples Nashua, NH Contact: Joe Yanko at (603) 881-7014 or joe.yanko@staples.com Office supplies, furniture, technology and copying/ printing Veolia ES Technical Solutions Port Washington, WI Contact: Barry Jordan at (800) 478-6055 or bjordan@veoliaes.com Fluorescent lamp disposal Wolfe Promotional Services Monroe, CT Contact: Dave Wolfe at (203)452-7692 or get-it@wolfepromo.com Incentive programs, ideals and products GE Consumer & Industrial Lighting Journey without Boundaries LED Solutions Tetra® Contour LED Lighting System Design possibilities are endless with GE’s Tetra® Contour LED Lighting system’s wide choice of LED colors. Designers can create an unlimited variety of bold designs to accent interior architectural spaces. Tetra® Contour features a wide 330q viewing angle to provide a bright, uniform appearance that is up to 40% more energy efficient than traditional neon. Your design is worry-free with this robust LED system that lasts up to 50,000 hours. GE LED Cove Lighting System GE LED Cove was recently recognized in the 2008 Next Generation Luminaires competition sponsored by the U.S. Dept. of Energy, IALD and IESNA. GE LED Cove offers customers the benefits of curbing their carbon emissions, lowering their energy and maintenance costs and simplifying on-site installation; all while providing consistent color performance. This reliable system is seven times more efficient than xenon and provides excellent brightness and uniformity over a rated performance life of 50,000 hours. Immersion™ LED Display Case Lighting Named “Best in Class” in the 2008 Next Generation Luminaires competition sponsored by the U.S. Dept. of Energy, IALD and IESNA. GE Immersion™ LED lighting delivers bright, uniform light throughout the entire display case with up to 85% energy savings over traditional light sources. Its unique design features multiple point sources of light to increase visual reflectivity and sparkle. Rated for 50,000 hours, this high-performance LED system provides GE reliability, worry-free maintenance and is available in 6” increments to maximize customization. energy smart® LED PAR 20 & 30 GE takes energy savings and long life to the next level with its directional LED PAR 20 and PAR 30 replacement lamps. Use the 7-watt PAR 20 to reduce energy consumption by 77% versus a 30R20 and get 20,000 hours of long, 82 CRI light. Our 10-watt LED PAR30 offering replaces a 50PAR30 and yields 33LPW efficiency – a 162% improvement over the traditional source. These LED lamps provide lower lumens but higher CBCP than standard incandescent reflectors. Once you compare the center beam candlepower of both technologies, you’ll be amazed at the punch you can get with such little input power. Both are RoHS compliant, and you can be confident you’re receiving both light and life metrics that meet or exceed our specification claims. Ballasts & Controls UltraStart® 2-4 Lamp T8 Dimming Ballasts UltraStart® 2-4 lamp T8 dimming ballasts are a dimming solution that does not sacrifice efficiency or lamp reliability. Offering the lowest input watts at the top and bottom spectrum of dimming, parallel operation and anti-striation control, this ballast is in a class of its own. And of course it’s all within the NEMA/ANSI specification limit for dimming. GE boldly leads the way, offering a full programmed start warranty combined with full range dimming! UltraStart® T5 Ballasts GE UltraStart® T5 ballasts are the perfect complement to your T5 lamp needs. Parallel lamp operation keeps lamps lit when others fail saving 50% in spot re-lamping maintenance costs. Combine that with an industry leading 95% efficient NEMA Premium certified ballast and anti-striation control, and you have one cool ballast…so cool in fact, that it comes with a 90ºC case temperature rating that makes UltraStart® perfect for high ambient applications. With the increased usage of occupancy sensors, you’ll also want ultra-fast lamp starting – 700ms in fact. Compact Fluorescents energy smart® Glass Covered CFL Have you craved the energy savings and long life of a standard CFL, with the shape and flexibility of a standard A-line light bulb? Now you can have both with the 8,000 hour long life 9, 15, and 20-watt GE energy smart® Glass Covered CFLs. Perfect for general lighting applications, you can save up to $36 in energy savings over a standard 60-watt incandescent. And you know you’re using a quality product because it’s GE tested and ENERGY STAR® qualified! For additional product and application information, please consult GE’s Website: www.gelighting.com g All energy savings are at 10¢ per kWh over the life of the lamp. All numbers are subject to change. imagination at work Information provided is subject to change without notice. Please verify all details with GE. All values are design or typical values when measured under laboratory conditions, and GE makes no warranty or guarantee, express or implied, that such performance will be obtained under end-use conditions. ©2009 General Electric Company Printed in the USA EQUITY/EDN 2009 ANNUAL MEETING SALES CHAMPION AWARD William Leavens Cooper Crouse-Hinds LIFETIME ACHIEVEMENT AWARD John R. Wilson OSRAM SYLVANIA VENDOR AWARDS MERCHANDISING AWARDS NSi Industries RAB Lighting PROMOTION AWARDS Milbank Manufacturing Ideal Industries Southwire DELIVERY AWARDS Topaz Electric MARKETING AWARDS 3M Electrical Arlington Industries PRODUCT AWARDS Bridgeport Fittings Hubbell Electrical Products 8 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 EQUITY/EDN 2009 ANNUAL MEETING Award Winners CIRCLE OF EXCELLENCE B&S Electric Supply Atlanta, GA FSG Lighting Austin, TX Edison Equipment Company Columbus, OH Richmond Electric Supply Richmond, VA Warren Electric Supply Queensbury, NY Forest Hills Electrical Supply Boston, MA Royal Electric Supply Philadelphia, PA Yale Electric Supply Canton, MA E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 9 F E AT U R E S T O R Y Equity/EDN Meeting Location Sites: Where and Why? By Robert T. Snyder There were several comments and critiques at our recent meeting on the fact that the Equity/EDN Annual Meeting will be held in Chicago at the Hyatt Regency O’Hare for the next three years. The comments indicated new city locations were desired. While we have explained the challenge of selecting a meeting site, we would like to again share the reason for our decisions and the thought process that goes into the site selection. Over the years, we have found a non-resort environment location works best for our attendees and enables us to provide the proper setting for a productive meeting. At the same time, it is important to select a city with a convenient airport location and offers competitive air rates. We also try to keep room costs reasonable and for the most part have been able to keep costs under $200 per room. The room cost for 2010 is $189.00—not bad in today’s economy. In addition to sleeping rooms, we require adequate function space for all of our activities and every hotel uses a formula of sleeping rooms to function space. This becomes a significant negotiating point and our success on obtaining what we need in function space depends on many factors. One of the most significant concerns is what other groups the hotel has booked for the time we are planning our event. If we are lucky and book far enough in advance (typically three years), we can secure what we need to have the proper flow for the meeting. With all of these considerations, the challenge is to secure all of the factors mentioned on a date that will work. Consider this—January, February and March are not good months for our meeting. First, we cannot secure all of the sales information from our vendors in order for us to close our books and provide rebate data. Thus, April is the only month that works because May and beyond is too late. With April, we have to consider religious Normally, we utilize 850 to 1,000 room holidays, the IMARK meeting and nights for our meeting. Thus, if a hotel only has 500 rooms it becomes difficult because we cannot house all of the attendees in one hotel. A hotel will not give us all of their rooms since they must maintain a certain quantity for walk-ins because of their general business reputation. While the Schaumburg facility was excellent, it fell short on having enough rooms. In addition, it provided less airport accessibility. 10 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 NAED’s meeting, which sometimes is the first week of May. Our meeting in this example cannot just end prior to NAED for obvious reasons. What about cities? This issue is somewhat limited. Many members want our meeting location to be in their hometown. As explained, hotel choice is limited related to the criteria. We have stayed away from West Coast locations because of the time difference involved on the return trip since most flights home would mean attendees going East would not return to their home airport until late Friday night. We do not think this will be accepted at home. We will analyze some major cities that provide good airlifts: • Boston: Hotel costs are in the $300 range. • New York City: This city is too expensive and the airport location to Manhattan is a huge hassle. The situation is the same in Newark. F E AT U R E S T O R Y • Philadelphia: Hotels are not convenient to the airport location. • Atlanta: A good location that we have used successfully. • Miami-Ft. Lauderdale-Palm Beach-Orlando: Our meeting is in season for these locations, room prices are $250-$350 and in many cases, hotels are resort-oriented. • Dallas: A good location, as seen with the recent 2009 meeting. • Houston: This city has hotels that meet our needs, but are not convenient to the airport. • San Antonio: A nice city with good facilities, but not enough direct flights. • New Orleans: A good location, but we have concerns about the hurricane season, which precedes our meeting. We have already had a negative experience in the past. In conclusion, we are somewhat limited to Chicago, Dallas and Atlanta. Midwest cities beyond Chicago present an air travel challenge, but if anyone has a suggestion of a specific city, please let us know and we will either investigate or advise our experience. Hopefully, we have explained what goes into a site location. We are sure you all agree the meeting has a specific purpose and certainly the purpose is not for the beauty of travel versus accomplishing better communications with our vendors and members so that all attendees can say, “mission accomplished.” Photo courtesy of Chicago visitors bureau F E AT U R E S T O R Y Fire Alarm Systems: Fighting Fire with Technology By Alben Roland, General Cable “Safety” is a buzzword affecting every aspect of our lives. From the seatbelt you wear during your daily commute, to the “caution” notice on the bag of popcorn you make for a midnight snack, safety dominates our modern culture. Few industries are more safety-focused than that of fire alarm system manufacturers, who are constantly improving their products using advanced technologies and stateof-the-art components to ensure the well-being of their customers and the general public. Let’s take this opportunity to review the essentials that will guarantee a good cable selection. The main purpose of a fire alarm cable—be it part of a central-station or a non-central-station system—is to interconnect the fire alarm control panel to the alarm zones. One set of cables receives the signals from the flame/smoke detection device, while another set activates the alarm system (annunciates an alarm condition). Sprinklers, however, are not connected to the system—they are heat-sensitive and respond to the increase in temperature that accompanies a fire. Obviously, an alarm system is only as reliable as the cable with which it is wired, so selecting the right cable for the job is vital. Begin the cable selection process by addressing the essentials. First, identify which cable rating is appropriate for the installation. Is plenum-rated cable required? Riser-rated? Or can you use a general purpose cable for the job? It is important to understand the restrictions and applications for each rating in relation to your project. A red jacket indicates a cable is part of a fire alarm system. While it is not required by UL®, a majority of jurisdictions—75 percent or more—call for a red jacket in all fire alarm installations and further mandate no other cable system may use a red-jacketed cable. 12 Correct gauge size must also be considered for the application. Cable gauge effects voltage drop, which determines the maximum length of the cable run, so larger conductors (lower AWG number) have a lower voltage drop and can typically be used for longer runs. Finally, have the installation reviewed and approved under engineering supervision or by a trained electrical professional prior to beginning the project. There are several systems of codes and standards that can help identify the correct cable for your individual fire alarm system. The National Electric Code (NEC) catalogs the requirements for safe electrical installations and represents the primary document for guidance in the United States. The type of fire alarm cable selected and its specific application will dictate which section of the NEC you should follow. With that being said, it is extremely important for installers to make certain the wires selected for their specific application meet all local and national building codes required for their jurisdiction. Understanding the two primary classifications of fire alarm system cables—non-power-limited and powerlimited—will also impact your ability to select the appropriate wire for the project. Non-power-limited cables are permitted for use at voltages of 150 volts or less. These cables are used when power must be supplied through a circuit not connected to your normal power grid (an individual branch circuit). This may come off a battery back-up system or generator (NEC section 760.41). The intent is to supply a fire alarm system that is not subject to interruption, which is important in the instance of a power outage. For further information about non-powerlimited cables and their use, check NEC Article 760 section II. Power-limited cables carry a voltage rating of no less than 300 volts. As with non-power-limited installations, powerlimited systems are also used when an individual branch circuit is required. For further information about powerlimited cables and their use, check NEC Article 760 section III. As mentioned earlier, it is crucial to understand the restrictions and applications for each cable flame rating—plenum vs. riser vs. general purpose—in relation to your project. Plenum-rated cables can be used in air return spaces, as well as in floorto-floor applications (in the riser tray) and within walls (general purpose). Plenum cables have a higher flame rating than do riser and general purpose cables. Additionally, plenum cables have a limited smoke output, whereas riser and general purpose cables do not. Plenum cables come in two types, NFPLP—plenum rating for non-powerlimited fire alarm cable, and FPLP— plenum rating for power-limited fire alarm cable. Riser-rated cables can be used floorto-floor (in the riser tray) and within walls on the same floor. Riser cables cannot be used in an air return space (plenum). Riser cables are also available in two types, NFPLR—riser rating for non-power-limited fire alarm cable, and FPLR—riser rating for power-limited fire alarm cable. General purpose rated cables can only run within walls on the same floor. These cables cannot run from floor-to-floor or in the air return space and thus have a more-limited application. Again, general purpose cables come in two types, NFPL— general purpose rating for non-powerlimited fire alarm cable, and FPL— general purpose rating for powerlimited fire alarm cable. In certain limited applications, as outlined in NEC Article 760, Circuit E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 F E AT U R E S T O R Y Integrity (CI)-rated cables may be used in fire alarm system installations. CI cables retain vital electrical performance for an extended period of time (up to two hours). Additional fire alarm cable options are available that offer installers specialized environmental advantages. For example, while unshielded cables are the most commonly used cable construction for alarm system projects, shielded cables are used when extra RFI (radio frequency interference) or EMI (electromagnetic interference) protection is required. These shielded cables typically provide superior noise isolation. PVDF (a type of fluoropolymer) jacketed cables offer superior chemical, abrasion and water resistance than standard plenumgrade PVC jackets. Because fire alarm systems are an ever-evolving technology, so too must be your knowledge of them. Understanding cable types, constructions and ratings is essential to safe, reliable alarm system installations. When making your project selections, keep three core concepts in mind— first determine which cable type is required for your application, then identify the appropriate flame rating for the codes and standards of your jurisdiction and finally, consider the unique conditions of the job and decide if any specialized cable options are necessary to provide superior performance or protection from the environment. By doing so, you’ll ensure the safety of your customers and the people they serve. Still need help? Carol’s Wire Wizards are ready with first-class customer support, printed catalog materials and detailed product specifications. Please give us a call at 1.888.295.5896, send us an email at info@generalcable.com or visit www.generalcable.com. How One Firm Went Double The Distance – In Half The Time. When Hi-Tech Electric in Houston, Texas was preparing for an installation at Mecessen Medical’s storage warehouse, they considered something first introduced to them by Wheatland’s local sales agent, J. D. Martin Company – examining the project with the use of twenty-foot length EMT wherever possible, in place of standard ten-foot length. Such a prospect suggested obvious advantages, both in the speed of installation and the reduced need for couplings every ten feet. To better calculate these savings, J. D. Martin and Wheatland’s Regional Sales Manager, Bob Reeger, walked Hi-Tech through their 20' EMT Savings Calculator, a fully functional calculator that provides a reasonably accurate forecast of a project’s installation costs based on the variables of distance, materials, labor, sizes and even the level of job complexity. The calculator then automatically compares 10' length to 20' length in side-by-side comparisons. Although offered only as a tool to suggest estimated costs and not a firm comprehensive quotation, Wheatland turned to contractors for oversight and guidance in developing this calculator, successfully establishing its use for credible projections. In Hi-Tech’s case, the projections suggested savings too good to ignore. They went forward with 20' EMT for the overhead installation of feeders for the roof mounted air-handling units and those savings became a reality. Sam Costanza, one of Hi-Tech’s project managers acknowledged, “It allowed us to almost double the speed of installation, because we didn’t have to stop and get as many sticks (EMT) all the time. We could route our EMT through the open webbing of the ceiling joists, and it was that much faster.” Fast handling times got even faster and the savings even greater with the elimination of half of the couplings. As Costanza notes, “We didn’t have those separate couplings to put on each piece.” Hi-Tech Electric went the extra mile for themselves and their customer, as they went farther and faster with fewer couplings and man-hours required for the job. The result – less labor – less materials – less cost. No matter how you add it up – less means more for the contractor using 20' length EMT in ways that yield a multitude of benefits, including larger margins and an increased competitive advantage in winning the job. Hi-Tech’s Costanzo submits that while the final record averaged somewhere in the neighborhood of 20% in lower material costs due to the reduced number of couplings required, “When adding this to an average 50% reduction in labor we needed to complete the installation, we had the swing in savings that made this a home run hit – right out of the ballpark.” With lower costs and faster installation, Hi-Tech Electric realized in real life and real terms what J. D. Martin Company promised when they suggested something new. The contractor that factors in the use of 20' EMT from Wheatland Tube measures more than just what they will save; they’re calculating an overall greater success!” Find out more about Wheatland Tube’s 20' EMT and Rigid Metal Conduit and access the 20' EMT Savings Calculator at www.wheatland.com. 700 South Dock Street, Sharon, PA 16146 / 800-257-8182 / www.wheatland.com Find out more about Wheatland Tube’s 20 Foot EMT and RMC and access the Savings Calculator at www.wheatland.com. F E AT U R E S T O R Y Selling Advice for Recessionary Times By Frank Hurtte Ancient Chinese proverb some folks, target meant, their largest account—whether there were real An ancient Chinese proverb applications or not. Other salespeople reads, “The man who chases used target to describe an account they two monkeys catches neither.” wanted to call on but had no idea as to During a recession, many potential, buying habits or other critical distributor sales teams “flail around” data. One thing was clear. Target was a chasing after every potential new nebulous word with no real meaning. customer they can identify. It must be Later, I asked my client and friend to remembered; expanding your sales to define the word. Strangely, he had no existing customers is five times easier clear definition. than selling to a completely new customer. Distributors who target The word “target” was used literally customers and products avoid wasting hundreds of times that day, but each valuable resources at the precise person meant something different. moment they need them most. because without them you will never know if your efforts are successful. And, without a time line, it’s impossible to determine where you are in the process. For our industry, I break targets into three categories: The need for a target vocabulary Targeting is an over used phrase I can peal back time to the very first time I heard the word “target.” I was a brand new salesperson for a major manufacturer. My boss was taking me around to meet my newly assigned distributors. We spent a few moments sharing social niceties, talking about my background and discussing the expectations of our mutual customers. Then I heard it. The sales manager for my distributor said, “Call me sometime next week and we can target some accounts.” I pretended to know exactly what he meant. But in reality, I had no idea. Later, I learned his definition meant “let’s set up some joint calls.” To illustrate the need for vocabulary, let me share a story. • COMPANY LEVEL: Strategic decisions as to the kind of customers, the types of products, buying habits and other criteria important to your business are included in this category. These need to be established by company leadership. • SALES PERSON LEVEL: High potential accounts whose actions, personality and business practices match the salesperson calling on them. They are migrating to a point where the salesperson gets over 90 percent of their available business. Salespeople and their direct manager need to establish these. I live in Iowa and, strange things happen here. What would you say if I told you there was an animal that appeared in my back yard occasionally? And, what if I told you the animal had fur and four legs? You would still wonder exactly what • PRODUCT LEVEL: The practice of matchI was speaking about right? But, what if ing products to customers over a I then told you it was big? Then what if I short-term basis falls into this level. said it had horns? Still have no clue? Now Most supplier/distributor coordination I tell you it made a mysterious “MOO” happens in this level. Salespeople and sound? You would probably say, “Frank, specialists set these, sales managers why didn’t you say you had a cow back guarantee the quality. Today we will there?” Cow is part of our common vocabdrill into this practice. ulary. We planned it that way a long time A must for recessionary times: Product ago to make communications work better. level targeting Fast forward, 28 years later. I was I could have easily said, “There was a invited by a client to observe his annual cow in my back yard,” and you would Product level targeting becomes targeting meeting. Thirty-four salespeo- have instantly conjured up a picture that extremely important in recessionary ple were gathered in a large conference narrowed down the definition. times for a number of reasons. It is: room. The distributor’s own specialists • Easily managed and simple You need to develop a vocabulary and key supply partners took positions to implement around accounts and target is part at tables arranged around the perimeter • Short duration and results of that vocabulary. of the room. The salespeople migrated can be felt very soon around the room, round robin fashion, Target defined • Great for building supplier to spend 25 minutes setting targets I define targets as a known opportunity cooperation with the specialists and supplier reps. to sell more products and make more • The most effective way to I watched and listened in on their gross margin dollars. They must be develop your sales team conversations. defined, measurable and have specific • A good way to better serve What did I discover? Everybody used timelines. The metrics are important your customers a different definition of “target.” For continued on page 16 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 15 F E AT U R E S T O R Y Selling Advice for Recessionary Times Continued from page 15 Product level targeting is achieved when products, potential application problems and customers are closely aligned. While most supplier reps understand the ins and outs of their products, they often lack a detailed understanding of exactly where the product is applied to the customer’s needs. Their territory size does not allow for detailed customer level knowledge. To illustrate this point, let’s imagine a new product designed for underwater lighting. The supplier rep typically understands the product specifications—the ability to withstand water pressure to 30 meters, the ability to create five lumens, etc. But he typically lacks the ability to tie underwater lighting to its useful applications in artificial crystal farming or some other local application. Further, he knows very few details about the customers in your territory. Discussion of the product comes as part of a product sales meeting. After the meeting, little is done to select (target) the five or so customers who provide the best opportunity for a sale. This is the essence of the target process. Getting started We will quickly build a plan for product level targeting in the next few paragraphs. Each step is like the supports of a three-leg stool; removal of just one and the whole stool ceases to function. Step One – Identify the product Identify potential products for targeting using your existing lines. Look for new products or ask yourself what cool product exists somewhere in the footnotes of the master catalog that might fall through the cracks. It is my experience that nearly every line has them and they never find their way into the spotlight. Step Two – Identify and record customers with application needs Explore potential customer application needs with your sales team. A word of caution; your goal falls not on gathering dozens of customers, but rather a small handful who happen to have special needs. If a customer application is uncertain—move on. This exercise works on quality not quantity. Some salespeople will have no targets in their territory. As the list is developed don’t accept Acme Widget as a target. Instead, drill down to the very person or department who will understand the application. Build a method for tracking the product targets. To be effective, this must be tracked and analyzed. I have developed a quick spreadsheet to get you started. Expect some resistance from your sales team—many will scream bloody murder when you begin to put metrics to their job. Stand resolute when you hear the comment, “Do you want me selling or keeping records?” The results will far outweigh the moaning and groaning. Salesperson – Frank Murphy Product Target 16 Each salesperson should be capable of handling between 30 and 50 product level targets. Your spreadsheet should be set up by salesperson so both parties can quickly review the process on a monthly basis. Step Three – Document the process In short monthly meetings, review the process of each product level target. Experience dictates salespeople need your coaching to objectively judge their progress in the initial stages. Some naturally give up too soon, others never decided to drop this target and move on to another. In a short “post mortem” review, decide together what went right, what went wrong and how to improve the process. Equally important—record and celebrate the victories. It reinforces the process and allows for sales skill training. And now, an import message for the Home Team. First, this is really not a great deal of work. Secondly, it brings your organization a step closer to having its own targeting process. This is important because research indicates companies with a targeting process are 47 percent more effective at reaching their financial goals and these days, that’s important for the Home Team. Frank Hurtte (frankehurtte@riverheightsconsulting.com) is a consultant to distribution, the sales channel and manufacturer’s agents at River Heights Consulting. He has 28 years of real world experience in the electrical industry and is available as an executive coach. He just finished a book on distributor specialists and produces a monthly series designed to aid you with sales leadership. You can contact Frank at 563-514-1104 or through www.riverheightsconsulting.com. Stainless Steel Wire Tie Customer Contact Notes Miller Contracting Jo Jones Work in corrosive locations Feb 14 Bud Widget Jamie Wallace New outdoor machine April 20 Stag Machine New Prod Grp All metal design Jan 23 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 Evaluation Date NEW MATH = NEW MC It all adds up - Neutral per phase MC-Plus™ from AFC • MC-Plus™ meets NEC 210.4 (B) disconnecting means • Eliminates system “shut-off” during maintenance • Eliminates harmonic loads • Uses the ColorSpec® ID System “It tells you the inside story” • Available in 120/208V, or 480Y/277V multi-phase, multi-neutral designs 800-757-6996 www.afcweb.com • AFC Cable Systems® • Allied Tube & Conduit • Power-Strut® Metal & Fiberglass Framing • Cope® Cable Tray MC-Plus, AFC Cable Systems, Allied, Power-Strut, Cope, and Tyco are trademarks or registered trademarks of Tyco International and/or its affiliates in the United States and in other countries. All other brand names, product names, or trademarks belong to their respective owners. © 2008 AFC Cable Systems, Tyco Int F E AT U R E S T O R Y Green Goes Mainstream: Energy-Efficient Lighting Gains Growing Marketplace Momentum By Christian Horn What has changed in lighting over the past five to 10 years and, more importantly, where is lighting going in the years ahead? Lamps have become more efficient. The diameter of lamps is getting smaller, with OSRAM SYLVANIA recently introducing a T2. Ten years ago, we were on the tail end of T12s. Now, T8s predominate as we move into T5s. Color rendering is more and more important. Lighting controls are more prevalent and more advanced. The energy-efficient lighting products which manufacturers have been developing and refining for decades are clearly gaining traction within the lighting channel and with end-customers due to a perfect storm of converging marketplace forces and trends, according to representatives of leading manufacturers. Powered by diverse market forces ranging from volatile, spike-prone energy prices and growing consensus about global warming to federal, state and utility financial initiatives supporting energy efficiency, more and more building owners, C-suite decision makers and facility managers are seeing the light. Those interviewed for this article agree many of the changes in the current market have also been driven by the code and regulatory changes of the past decade. “The impact and influence of recent regulation has been significant,” says Sally Lee, an application engineering specialist with OSRAM SYLVANIA. “In 1992 when the Energy Policy Act eliminated certain four foot T12 lamps, the industry had three years to get used to the idea. But when the Energy Independence and Security Act passed last year, it impacted metal halide luminaires within six months! As manufacturers, we’re always working on our speed to market and our differentiators—now legislation is cracking the whip at our heels as well. It really keeps us on our toes.” “Title 24 in California is a building code which is being adopted by other states requiring a different type of switching in some fixtures,” notes Paul Rorer at fixture manufacturer Simkar. “The goal is increasing energy efficiency not just by controlling the lamps that go into the fixture, but also controlling how the lamps are run.” The greening of energy-efficient lighting While the percentage of energy-efficient products to the total product lines at these manufacturers varies, all agree energy-efficient lighting will continue to see strong growth. Ace Rosenstein, vice president of marketing and corporate development at Sea Gull Lighting, explains the company has been committed to energy-efficient lighting since the late 1970s and has been recognized by the US EPA and DOE for the company’s “Sustained Excellence.” “Energy efficiency continues to be our fastest growing business segment, specifically in lighting fixtures and particularly over the last seven years,” he says. “We’re a charter partner of ENERGY STAR and that program has really fueled our growth and even our product development efforts.” At Satco, recently named 2009 ENERGY STAR Partner of the Year, vice president of product development, Brian Brandes, sees the 45 year old company’s energy-efficient products, which include the Nuvo line of 700 ENERGY STAR qualified decorative fixtures, “…growing exponentially every couple of months.” A compact fluorescent lamp (CFL) pioneer in the late 1970s, Satco continues to expand its CFL offering, currently carrying CFLs from three watts to 105 watts in every OSRAM SYLVANIA provided energy-efficient general and accent lighting for the U.S. Green Building Council’s NEXUS Center in Boston. 18 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 SYLVANIA PENTRON ECOLOGIC FP14/830 T5 lamps in the USGBC’s new headquarters in Washington, D.C. configuration and color temperature conceivable, according to Brandes. “Maybe it was the Al Gore factor,” Brandes muses. “As soon as he won an Oscar for An Inconvenient Truth everybody suddenly woke up and we saw demand really take off.” At OSRAM SYLVANIA, communications specialist, Colleen Applebaugh, reports 60 percent of annual sales are in the energyefficient segment. “We’re projecting that number will be 80 percent in a few years,” she says. “In terms of our offer, about twothirds of our products are energy-efficient and that will expand too as we’re putting a lot of investment in R&D for LEDs and fluorescent.” Impact on new construction? Aside from LEED (Leadership in Energy and Environmental Design) and ENERGY STAR buildings, are manufacturers seeing energyefficient lighting products making inroads in new construction? “First of all, LEED is just a small part of what’s going on,” observes Rorer at Simkar. “You have the CEE HPT8 program, NEMA Premium, utility programs, local incentive programs and loans.” “With the exception of energy codes or possibly LEED, I’m still seeing a disconnect between the general contractor building the project and the owner,” says Lee at OSRAM SYLVANIA. “Particularly, if the building isn’t going to be owner occupied, a lot is still speculative building. They’re putting in what it takes to get a certificate of occupancy and moving on.” F E AT U R E S T O R Y The Sea Gull Lighting Serenity collection’s ENERGY STAR qualified pendants feature a Weathered Iron Finish and Dusted Amber Glass. “On the other hand,” she continues, “at the level of the architect, there’s a lot more conversation about the desire to provide efficiency. At the consulting, engineering and design/build contractor level, there’s more emphasis on not over-illuminating a space, going with a two-lamp fixture instead of a three-lamp fixture to drop the wattage.” T5s are on the rise Many of the manufacturers state their high-lumen T8 and T5 product lines are among their most popular. A bright future The LED evolution There is general agreement LED, with its attributes of longer life and sustainable solid state electronics, is the next generation technology. Sea Gull Lighting has launched several LED products including outdoor fixtures and interior pendants designed primarily for residential use, according to Rosenstein. The company also has an LED surface mount downlight that adapts to a standard junction box or retrofits existing incandescent recessed cans for a low profile LED solution. Satco’s Brandes notes, “We’re bringing out new lines of T5s and high-performance T8s with reduced mercury which is a big aspect of all our product lines, beating all the TCLEP “The industry is going through a period of and European standards for mercury.” figuring LEDs out,” Rosenstein of Sea Gull “In warehouses, T5 HO and high performance Lighting says. “The supply chain is different T8s are replacing conventional metal halide and the engineering is much different. applications,” Simkar’s Rorer observes. You’re not only dealing with optics but “There will still be a market for pulse-start electronics as well, and ultimately the metal halide in very high bay applications, price to value equation is also important.” but with fluorescents you get better color Brandes at Satco relates, “We’ve expanded rendering, instant on, instant restrike and into LED cautiously while remaining heavily you can control them more easily.” focused on CFLs. The industry sometimes Rorer reports strong I/C market acceptance jumps toward new technology quickly for of Simkar’s Adjust-a-Bay fixture made for good reasons, bad reasons and with different T8s or T5s, which is adjustable for various outcomes. We feel there is still a lot of life in beam spreads depending on the application. the CFL category.” “High-performance T8s and T5s are our strongest energy-efficient lines,” says Applebaugh at OSRAM SYLVANIA. “We hope to see great strides in the LED market where we had over $8 million in sales last year.” “Satco examined the LED market for the last several years to research market needs, find the right manufacturer partners and make sure we’re coming out with the right LED products at the right time,” Brandes explains. “As a business, we feel now is the right time to put our stake in the ground and say ‘We’re invested in the category’.” OSRAM SYLVANIA’s LEDs run the gamut— linear, chain, signage and down lighting modules. The LED line will be broadened, according to Applebaugh. It is increasingly understood that green building is not a fad because both its drivers and benefits are real and long-term. With growing recognition of the financial and environmental benefits of energy efficiency at the end-customer level, those interviewed saw further advances in product development and acceptance of energy-efficient lighting in the years ahead. “As the cost of power goes up and the cost of the components goes down, energy efficiency makes more sense to more people,” Rorer of Simkar observes. “In 2010, when utility rate caps start coming off and people see their monthly power bill going up 20 percent to 30 percent, energy-efficient products are going to look really attractive.” “There was a time when getting architects to talk with me about ballasts was like trying to convince them to have one of their teeth pulled,” says OSRAM SYLVANIA applications engineer, Lee. “Now architects and specifiers are calling me all the time to learn about new technologies. It’s a fun time. Things are changing and managing that change is a dynamic process.” “Especially in a weakened economy, there is an opportunity for distributors to beef up their knowledge as well as differentiate themselves as we come out of this tunnel,” observes Rosenstein of Sea Gull Lighting. “Distributors need to be working out a value proposition beyond just their history and price because the world is going to look much different in the years ahead.” Christian Horn is vice president of communications at Creative Marketing Alliance (CMA) and contributing staff writer for the Electrical Advocate. CMA is a full-service marketing communications firm recognized nationally as one of the electrical industry’s premier marketing partners. Simkar’s Latitude Contour is the perfect fixture for retail, commercial and educational applications. E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 19 NEMRA PROFILE Hooper Succeeds Bergson By Jack Foster NEMRA announced late last year Kenneth W. Hooper would succeed Hank Bergson as president of the association in January. He joins the association after serving as vice president of sales and marketing for Ferraz Shawmut, Inc. Hooper comes to NEMRA after 16 years with the Newburyport, Massachusetts, manufacturer of fuses and other electrical products. Prior to joining Ferraz Shawmut, he worked with Pass & Seymour/Legrand and General Electric. During his time with Ferraz Shawmut, Hooper served on the executive committee of the NEMRA Manufacturers Group (NMG). In 2007, he was the recipient of NEMRA’s Manufacturer of the Year Award. Following his appointment as NEMRA president, Hooper commented on a number of subjects including his view of the major challenges facing the association. “On the immediate challenge side of the ledger,” he maintains, “is making the transition in the association's leadership. NEMRA has been ably guided for the past 23 years by Hank Bergson and I inherit an association that is in good condition. Nevertheless, as in any transition, paying close attention to the details is what counts. It is important for our membership that we do not overlook anything and that our service to them remains flawless during this period.” If that’s the primary challenge the association must meet, it faces another when it comes to promoting close working relationships between reps 20 and electrical distributors, including Equity/EDN members. “This is very important,” he maintains, “because it can lead to a greater level of success for both parties. Over the years, I have observed how when a distributor, a manufacturers representative and the manufacturer are working in an aligned and cohesive fashion, they are able to achieve far greater results. This type of relationship is one that is built over time and one that endures when all parties are committed to it. In my experience, it works best when there is a solid business plan attached to the relationship and measurable results are achieved over a longer time horizon.” That doesn’t mean achieving those close relationships is an easy task, however. “Not surprisingly, just as in most relationships, the biggest challenge is communication. The most successful distributor/representative relationships are those where there is a stated mutual commitment and where there is a great deal of candor in terms of communication. Making sure that both sides have realistic expectations is a critical component to the success of the relationship.” Hooper notes there are a few things Equity/EDN members should keep in E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 From left to right: Ken Hooper and Hank Bergson mind as they continue to work with NEMRA members. “The most obvious benefit of aligning with an independent electrical rep is that they can help the Equity/EDN member grow their revenue. By having a mutual plan, with clear expectations, the right combination can grow sales. Equity/ EDN members should strive to take advantage of the local rep’s product knowledge and local market intelligence. The multi-line selling model enables the representative to accumulate a valuable amount of local market knowledge that may be shared with the Equity/EDN member based on their close working relationship. This could be particularly attractive to the smaller distributor who does not have a sizeable outside sales staff. Additionally, the local representative is often helpful in facilitating the relationship with the manufacturing management team. This is particularly useful when problems arise or policy matters need to be discussed.” MEMBER PROFILE First SOURCE Electrical, LLC– Superior Service Helps Weather Current Economic Storm By Kaitlin Friedmann Located in the Lone Star State of Texas, First SOURCE Electrical, LLC is a fullline electrical distributor serving the commercial, residential, multi-family, industrial, institutional and MRO markets, headquartered in Houston. The newly-formed company operates through a 34 person, state-of-the-art 70,000 square foot distribution facility which uses innovative technology to provide quality products at competitive prices. First SOURCE Electrical offers its customers a variety of value-added services including job management, wire paralleling and technical training. By utilizing bar coded warehousing technology, the company provides customers with superior order accuracy, fill rates, billing and advanced shipment notices. First SOURCE Electrical’s new website, www.fs-electrical.com, also acts as a valuable resource in allowing customers to check inventory, place and monitor orders, open quotations as well as formulate account inquiries. Despite the company’s first year of business occurring at the height of the economic crisis, First SOURCE Electrical continues to succeed and weather the recession. President and CEO of First SOURCE Electrical, Mark Jenson, indicates how the company has been able to remain successful despite current conditions. “Our ability to remain customer-focused 22 and our constant commitment to service as well as our extensive inventory have helped us combat the downturn,” he says. Another indicator of the company’s success is their continuous effort to market their products and services in order to remain competitive throughout the electrical industry and ultimately acquire new clients. The company utilizes its seasoned outside sales force, but also uses e-blasts, Web marketing and direct mail to accompany those efforts. Besides the economic downturn affecting companies throughout the E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 electrical industry, Big Box retailers also pose concern for many distributors, but not First SOURCE Electrical. “Big Box retailers remain a problem for many companies throughout the electrical industry, but they aren’t a problem for us,” he says. “Our focus is on the professional contractor and our depth of inventory makes it hard for the Big Box retailers to compete with us.” First SOURCE Electrical has been a member of Equity/ EDN since its inception in February 2008. Jenson explains the benefit of being involved with the organization. “As a member of Equity/ EDN, we gain access to great vendors,” he says. “The knowledge gained and relationships established during our first year of membership are remarkable, and we look forward to what the future holds for the organization.” In addition to its involvement with Equity/EDN, First SOURCE Electrical is also affiliated with the National Association of Electrical Distributors (NAED). First SOURCE Electrical’s continuous effort to effectively serve its customers and provide them with quality products and superior service has helped the company survive in times of economic turmoil. When the chaos of the downturn subsides, the company will remain standing, ready to successfully meet their customer’s numerous electrical needs. To our customers and friends... THANK YOU for 20 outstanding years. In May of 1989, Encore Wire was born. Back then, we didn’t know we’d be a billion dollar, publicly-traded company and we were told we could not survive in the volatile, cut-throat wire industr y. Twenty years later, we are still here, doing business day after day with good people and sealing a deal with a simple handshake. Our way of doing business, the old-fashioned way, has served us well and we are convinced it has served you well, too. We extend our sincere appreciation to you and we look forward to continuing our legacy of exceeding your expectations and delivering on our promises. Please let us know how we can assist you in the next 20 years. Thanks to you, our future remains bright. The Encore Wire Family 800.962.9473 www.encorewire.com NASDAQ: WIRE VENDOR PROFILE Kidde Programs Offer Distributors and Their Customers Sales Opportunities Despite Economy By Kaitlin Friedmann It’s no secret the recession has negatively impacted the housing and remodeling industries, causing contractors and electricians to look for alternative ways to maintain a healthy bottom line. Building upon a solid, 90-year-old reputation, Kidde continues to work within various sales channels to help meet customers’ needs, while maintaining its mission of developing products that protect people and property from fire. With a strong commitment to researching and developing new fire safety solutions, Kidde offers a variety of products with advanced technology backed by a seasoned sales and marketing team and unmatched technical support. This value proposition was recently boosted by the acquisition of FireX®, which had previously enjoyed a similar positive reputation in the industry. “FireX had a long-standing reputation for quality, while Kidde is seen as an innovator in technology,” says Sean Curley, Kidde’s vice president of sales. “Uniting the two entities enables us to offer a more diverse selection of products and serve a broader base of customers.” Leading edge products, such as the newly-introduced Silhouette line, which features the first UL®-listed low-profile hardwired smoke and carbon monoxide alarms, has helped confirm Kidde’s time-tested, trusted image. Kidde also prides itself on the sales opportunities available through initiatives such as the “Safe Home” program. Designed around the need for alarm replacement and home upgrades, the Safe Home program offers an alternative revenue opportunity by enabling contractors to market services and to sell additional Kidde products to homeowners, maintenance professionals and facility managers in the multi-family housing industry. “The NFPA recommends replacing smoke alarms every 10 years,” explains Curley. “Yet, research shows that there are 200 million U.S. homes with alarms at least 10 years old. The Safe Home program offers distributors and sales reps the marketing collateral and support that they need to address this issue in their community, achieve incremental sales and ultimately, help ensure the safety of their neighbors.” Kidde’s long-standing relationship with Equity/EDN has also provided the company many direct opportunities to promote their product line and raise awareness about the dangers of fires and carbon monoxide poisoning. “Driving awareness means driving sales to the distributors,” says Curley, adding public relations and advertising is also a part of keeping Kidde products front and center. Even after building brand recognition, Kidde continues to look for ways to streamline and improve customer service. Currently working with IDEA to make EDI order entry more affordable, the company also works with its many warehouse locations to help minimize shipping time and costs. Despite economic conditions, Kidde remains a leader in the fire safety arena due to its commitment to product innovation and solutions, which can only mean increased sales opportunities for distributors. “Until new construction picks up again, Kidde can help open the door for new opportunities in other markets,” says Curley. Kidde is headquartered in Mebane, North Carolina, and has five other locations spanning the globe and over 700 employees. The company is part of UTC Fire & Security, a unit of United Technologies Corp (NYSE:UTX). 24 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 Power solution from Siemens Generator Ready Load Center The new Siemens Generator Ready Load Center can save thousands of dollars in future generator installation expenses while keeping initial expenses to a minimum. With a field installed transfer switch mechanism, sold separately, the system performs as a fully automatic standby power system. The Siemens Generator Ready Load Center is compatible with Siemens, Generac, Guardian, and Centurion generators. Siemens standby generator systems are extremely quiet, easy to install, and completely automatic. You just cannot afford to wait. 1-800-964-4114 • ref. code GRLCEA • www.sea.siemens.com/generators Answers for infrastructure. ©2009 Siemens Energy & Automation, Inc. Don’t get caught in the dark F E AT U R E S T O R Y Electrical Reflections RICHARD W. NOEL, PAST CHAIRMAN, EQUITY/EDN, NEMRA FOUNDING PRESIDENT We Have Been in the Land of the Philistines and They Are at Our Throats… We are talking about I’m sure you’ve seen your portfolio and most of the politicians “knew” the same bunch of pulled down since the market was that it had to blow up. Yet, the entire con artists who constantly “unstable” due primarily contingent of the players from Wall have brought the to banks burned in the real estate Street or the equivalent knew enough entire world into market. to have made some effort to enlighten one of the worst depressions we have ever known. This bunch of bankers, securities con men and others, who collectively ran amuck due to ultra minimal oversight, has caused tremendous grief to hundreds of thousands of everyday people. Still, when many Wall Street employees who absolutely knew about subprime paper being palmed off to the public, the news media—even through “Letters to the Editor” or to their own Congressmen and Senators. didn’t move a finger to alert the A sad part of this mess is that none of newspapers. Nor did they advise the perpetrators seem to have one iota their representatives in Congress of remorse for their participation. Nor about what was going on in pure is anything going to eventually catch up daylight. Their answer was invariably, How did it happen? “I personally didn’t have anything to The whole idea was loaded with major do with the disaster.” This is pure risk but regardless, salesmen working fiction, since an astronomical for brokers or local and regional banks numbers of players would issue certifications a buyer prospect never had to worry about. They got clearance to purchase far above their ability to bear the burden of monthly payments and invariably were found to be “credit-worthy.” However, average people who had nothing to do with banks, brokers OR securities invariably suffered huge damage to their personal wealth, plus family job losses and 401K/pension coverage losses. All while Wall Streeters and the high pressure real estate mavens, who concocted their own subprime securities—now known as “Toxic Securities”—offered houses at next to no cost. All with a philosophy of, “A dollar down and another dollar when they catch up to you.” As individuals, 26 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 F E AT U R E S T O R Y with them. In fact, many within the IF we get out of this mess, I do hope economy is fine IF the legality and the same groups are now all “demanding” more of us will demand the regulation gain is equal for all. You have all heard huge bonuses as “ransom” or they will needed to avoid another steep slide. the phrase, “We all believe in free not attempt to fix their own mess they and their cohorts brought upon us. THINK ABOUT THIS CAREFULLY— DON’T LET IT HAPPEN AGAIN! According to the New York Times, speech.” Fine! But for someone to shout, “Fire!” in a crowded theater aborts the freedom of speech right several brokerage houses are once For the future, since we were all of common sense where people can again in a position to pay their staffs caught sleeping and we let the vultures be trampled to death. very acceptable levels, high six figures, do whatever they wanted to regarding and it is assumed these offerings will “oversight regulation,” we must make once again become the norm. it part of our daily conversations with our key people and business associates. Now, let’s talk about OUR industry. Our niche is primarily made up of electrical distributors and electrical product manufacturers with sales adding up to almost $90 billion annually according to 2009 figures. Not bad for I have every reason to believe this headache is going to be with us for many years and if we let these hot Keep it in mind that in the early 80s we had the Savings and Loan debacle that cost us trillions. What was the cause then? Severe cut backs on regulatory oversight. What are we into now that will cost trillions? Take a guess. . . shot, over-paid gamblers do whatever they want with taxpayer money, we should be ashamed of ourselves. a “small niche.” However, we, like so many companies were not fully aware We will hear all kinds of rhetoric of the almost total lack of regulation pouring out of the mouths of the free that should have been in place from thinkers who abhor oversight with the first toxic security and from the guidelines. Well, we collectively few regulators who (by some accident?) “bought” the idea of “hands off” were not to be found. whether we knew we were doing it or not. The problem is the free Next thing we know, we are embroiled with this horror story where they eventually managed to penetrate “our” electrical industry. Too many of us did not “blow the whistle” on the “regulation” not being pursued. ALONG WITH many, many others, who, in the process of their keeping tabs on their own businesses, failed to take full notice thinkers (no regulation) use that slogan Lack of regulations and oversight! as a rhetorical cheer that is uttered by those who invariably find ways to get Let’s all pay attention next time. around the various laws very often initiated by Washington Lobbyists, whatever the consequences may be. Best regards, A philosophy of, “I’ll get mine,” prevails, regardless of how many others may have to bear the burden. A free Dick Noel of the con men from Wall Street. E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 27 ONE COVER MANY CONFIGURATIONS! 1 3/8” Round = 3 = Duplex GFCI Single-Gang Vertical = 6 = Duplex GFCI 1 3/8” Round GFCI / 3/8” Duplex /1 3/8” Round Round GFCI/ Duplex Two-Gang Vertical SAVE TIME! SAVE MONEY! SAVE SPACE! Teddico’s multiple use, lockable hasp covers are the Contractor’s dream and your Profit Maker. Our most popular single-gang weatherproof cover easily converts to 3 configurations with interchangeable inserts that make the contractor’s work more productive and reduces the number of covers he needs to buy and carry. Just Imagine how our two-gang, 6 configuration covers can save them time and money! These multi-use covers translate to more space on your shelves, and more product out the door. Our single-gang covers are available in Vertical and Horizontal, while the two-gang covers are available in Vertical only. Both types come in Grey, Bronze and White. Call Teddico and place your order today. ® ELECTRICAL PRODUCTS 1104 Parkway View Drive • Pittsburgh, PA 15205 412.747.4970 fax: 412.747.4973 e-mail: sales@teddico.com www.teddico.com www.teddicobwf.com INDUSTRY NEWS Construction Slips One Percent “The pattern of construction starts over the past two months suggests a transition from extended declines to more of an up-and-down pattern, which generally takes place when a bottom gets established,” stated Robert A. Murray, vice president of economic affairs for McGraw-Hill Construction. “This process of establishing a bottom is still in its early stages, and will be affected by how different construction sectors perform in coming months.” The value of new construction starts fell 1 percent in April to a seasonally adjusted annual rate of $386.6 billion, according to the most recent report by McGraw-Hill Construction, a division of The McGraw-Hill Companies. The loss of momentum was due to a slower pace for public works construction, which had been lifted in March by the start of several large pipeline and rail projects. At the same time, nonresidential building in April picked up the pace after the very weak activity reported during the prior two months, and residential building was helped by improvement for single family housing. Nonresidential building, at $166.4 billion (annual rate), grew 9 percent in April. The manufacturing building category provided much of the upward push, surging 222 percent, due to the start of a $1 billion upgrade to a centrifuge plant (for uranium enrichment) in Ohio. Excluding this large project, the manufacturing building category in April would be down 7 percent while the increase for nonresidential building would be lowered to 1 percent. There was still support to the nonresidential total in April coming from the institutional categories. Most noteworthy was a 49 percent increase for healthcare facilities. Murray noted, “After reaching an all-time high in 2008, the healthcare facilities category in early 2009 appeared to be in sharp retreat; April’s rebound suggests that the correction may turn out to be more moderate.” Nonbuilding construction in April dropped 19 percent to $114.7 billion (annual rate), following a 28 percent jump in March. The “miscellaneous” public works category in March had soared 318 percent, reflecting the start of two large natural gas pipeline segments valued at a combined $2.6 billion as well as the start of a $1.6 billion rail project. Having little effect on the nonbuilding total in April was the electric utility category, down just 1 percent from March. April’s data lowered the Dodge Index to 82 (2000=100), after the March reading of 83. The level of contracting as shown by the Dodge Index witnessed a steady retreat from mid-2008 through February, to be followed by a gain in March and then April’s slight setback. The public building category in April advanced 19 percent. Amusementcontinued on page 30 To get the jump on competitors, you need a marketing strategy with teeth. You need killer creative. Public relations prowess. Web impact. And targeted messages that cut to the chase. When you hunt with CMA, expect results. E X P E C T R E S U L T S www.GoToCMA.com Call Jeff Barnhart, President & CEO, at 609-297-2222 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 29 INDUSTRY NEWS continued from page 29 was also considerably weaker in April, falling 22 percent. Running counter to the downward trend for commercial building in April was the hotel category, up 8 percent, although April still came in 68 percent below the average monthly pace for this category in 2008. Residential building in April climbed 8 percent to $105.5 billion (annual rate). The improvement was the result of a 13 percent gain for single family housing, which posted its second increase out of the past three months. This follows an extended period of decline from the start of 2006 through the start of 2009, when decreased activity was reported in 31 out of 36 months. On an unadjusted basis, total construction during the January-April period of 2009 was $117.2 billion, down 39 percent from the same period a year ago. This was the result of the following year-to-date performance by sector – nonresidential building, down 42 percent; residential building, down 50 percent; and nonbuilding construction, down 20 percent. NAED Announces Upgrades to EPEC Silver Module related work in April edged up 3 percent, but diminished activity was reported for churches, down 1 percent; and educational buildings, down 5 percent. A more substantial 35 percent decline was reported for transportation terminals in April. 30 The National Association of Electrical Distributors (NAED) announced the completion of upgrades to the Silver level of the Electrical Products Education Course (EPEC). Known throughout the electrical industry as a symbol of quality and a gauge of professional competency, EPEC integrates the full range of products a distributor sells with a unique systems approach. The course not only provides information about individual products and their applications, but shows how each is interrelated with other products in electrical systems. Although EPEC is a self-study course, it provides the added benefit of ongoing personal feedback from industry experts as students proceed through the modules. The commercial structure types generally showed weakness in April. The depressed retail industry continues to have an adverse impact on construction, with April seeing declines for Upgrades to the Bronze level were stores, down 10 percent; and warehouses, completed in January, and Gold down 34 percent. Office construction E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 INDUSTRY NEWS level updates will follow in summer. Improvements to the program include: • New products and technologies including LEDs, CFLs, and personal protective gear • Content updated to NEC 2008 and addition of CE Code references • Increased emphasis on add-on sales in each chapter •Streamlined modules for faster completion • Capstone project added for each level Additionally, there are new resources available including updated EPEC Web pages. A bridge module is available for current students interested in transitioning to the new EPEC program. Members with previous unused EPEC Silver MC and AC cables. RV 2 last revised in 2005, focuses on types NM-B and UF-B cables. modules may trade up and save 50% on new modules. Contact customer service at 888-791-2512 or customerservice@naed.org for full details. Silver trade-up offer expires June 30, 2009. George Straniero, chair of the committee that revised RV 1 said, “The information provided will be useful to designers, specifiers, contractors, electricians, apprentice programs and to anyone that wants to be sure the proper armored cable product is specified for the proper application and that the cables are properly installed to ensure a safe and troublefree electrical installation.” NEMA Publishes Two Cable Standards The National Electrical Manufacturers Association (NEMA) has published RV 1-2008 Application and Installation Guidelines for Armored Cable (AC) and Metal-Clad (MC) Cable and RV 2-2008 Application and Installation Guidelines for Nonmetallic-Sheathed (NM-B) Cable and Underground Feeder and Branch (UF-B) Circuit Cable. Dave Mercier, chair of the committee that revised RV 2 said, “These application and installation guidelines offer practical information on correct usage and industry-recommended practices for the installation of Type NM-B and Type UF-B cables.” Both standards have been updated to reflect changes in the National Electrical Code®. RV 1, last revised in 2004, contains information on the latest installation, application and construction requirements for types Visit www.nema.org for more information. Seizing a competitive edge demands an aggressive marketing ally with a firm grasp of electrotechnology markets. For two decades, leading electrical manufacturers and distributors have tapped CMA’s strategic focus and creative instincts to create high-impact campaigns and promotions. Need killer marketing? CMA can hunt. E X P E C T R E S U L T S www.GoToCMA.com Call Jeff Barnhart, President & CEO, at 609-297-2222 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 31 VENDOR NEWS Activant Solutions Inc. Introduces a New Strategic Pricing Module For every product, for every customer, there is a price that produces an optimal gross margin. Until now, determining that price had been an extremely complex task. Activant has streamlined that process by adding strategic pricing functionality for the Activant® Prophet 21® and Activant Eclipse™ products. “Activant formed an exclusive relationship with Strategic Pricing Associates, Inc. (SPA) to simplify the task of setting prices at optimal levels,” said Kevin Roach, executive vice president and general manager of Activant’s Wholesale Distribution Group. “SPA has spent more than 15 years and worked with hundreds of distributors to develop its Strategic Pricing module, which we now offer for our leading software solutions for distributors.” The Strategic Pricing module analyzes a distributor’s database for customer and order information and then classifies customers by type and size. The module then recommends how to best price items for the customer base. Optional features, such as Pricing Structure and Customer SKU services, further enhance the pricing optimization functionality and help enable distributors to more tightly control pricing schedules. In addition to enabling optimal pricing, the Strategic Pricing module allows distributors to incorporate freight charges into their prices to further ensure they do not leave money on the table. To find out more, visit www.distribution.activant.com. Energy Lighting Group Formed to Service the Cold Storage Industry Simkar, LLC announced the formation of the wholly owned subsidiary, Energy Lighting Group, to meet the unique lighting demands of the refrigerated and cold storage industries. This initiative is designed to offer clients a consultative resource to assist in determining the optimum lighting configuration based on facility environment, size and usage, while focusing on long-term energy efficiency. While offering a unique product structure with respect to lighting fixtures, Energy Lighting Group will be utilizing a comprehensive network of technical and support resources to assist clients with layout, installation and energy analysis to insure a rapid ROI. This new initiative will be managed by David Zarrilli. David comes to the company from the Thwing-Albert Instrument Company in West Berlin, New Jersey, where he held the position of director, sales and marketing. Thwing-Albert is a primary manufacturer of advanced testing instrumentation. Previously at the firm, he held the positions of national sales manager, regional sales manager, technical sales Did we write about you recently? Do you want to use the article for marketing or educational purposes? It’s easy. With Electrical Advocate reprint program, you can: Order full color reprints for distributing: • In your promotional mailers • At tradeshows and events • As a “leave behind” when calling on customers • In your company lobby For more information on Electrical Advocate reprints, email: ehiggins@cmasolutions.com or call 609.297.2221. 32 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 engineer and marketing coordinator, having spent nearly 16 years with the company. Zarrilli holds a B.S. degree in Business Administration from Rowan University. For more information, visit www.energylg.com. Ferraz Shawmut Protection I.Q. Program Tests Solar Professionals’ Electrical Safety Knowledge Ferraz Shawmut, a global leader in the field of circuit protection, challenges customers to see if they’re up to speed on electrical circuit protection. With the educational Protection Intelligence Quotient (P.IQ) program, design engineers, specifiers, electrical professionals and equipment manufacturers discover how much they know about the hazards that can harm people, equipment and investments. “It was great to win a prize and learn some very useful information in the process,” said Rick Wilson of Oliver Springs, Tennessee. “The quiz was very user friendly. The demonstrations made them more memorable.” Other P.IQ test-takers have noted that the tests are “a great way to expose people to electrical protection concerns” and it is “informative, fun and educational.” Others felt the test on Solar Power was, in particular, “good and in the right green direction.” The following six winners received a VENDOR NEWS $100 gas card from the P.IQ program drawing: R. Berkshire of San Juan Capistrano, Calif., M. Forakis of W. Jordan, Utah, S. Glidden and F. Shiflett both of Phoenix, Ariz., R. Wilson, Oliver Springs, Tenn., and D. Zachow, Check, Va. area we service. The entire Florida marketplace, and Tampa in particular, will see that our customer-out service model is the best in the business,” comments Josh Key, branch manager of Omni Cable's Tampa location. “Based on all the positive feedback we received from last year’s P.IQ test, we have made a commitment to feature at least three new tests this year,” said Stephen Colvin, Vice President of Marketing at Ferraz Shawmut. Pete Comber, EVP of sales and marketing for Omni Cable comments, “Our dedication to the Florida marketplace Ferraz Shawmut will recognize one participant each month through the end of the year. The November winner was A. Haulman, a consultant from Bakersfield, Calif., and T. Stayer, an application engineer from York, Pa., received the December prize. Vice president of training from Santa Rosa, California, Nicholas Carter used a portion of the prize to purchase public transit vouchers for a “greener” means of travel. Storm, Whatever the Climate. Please visit http://us.ferrazshawmut.com/PIQPR for details. The 2009 program runs through Dec. 31, 2009. Omni Cable’s Tampa branch is proud to reintroduce its local sales team to the electrical distribution community. The sales team, led by Omni Cable veteran Josh Key, is located in the Tampa facility conveniently situated off of Interstate 4. “Our involvement in the local distribution community is vital to the success of our branch, and a cornerstone of Omni Cable’s success in every market continued on page 34 Weather the “When reading feedback from the P.IQ test takers we’re clearly filling a need for circuit protection and safety information,” said Stephen Colvin, vice president of marketing at Ferraz Shawmut. “The P.IQ program has provided such positive feedback that we’re offering a new series of tests this year.” Omni Cable Enhances Tampa Sales Team and Upgrades Georgia Facility is also a commitment to electrical distribution. Since we only sell through electrical distribution, our local sales force will enhance our distribution partners’ success in the marketplace selling specialty wire and cable. We all look forward to what Josh and his team will do for our business in Florida.” In today’s uncertain economic climate, choose a supplier whose history, products and service will weather any storm. Connect up with FCI - BURNDY® - the supplier with 85 years of market leadership and the only manufacturer to bring you the BURNDY® Engineered System of coordinating dies, connectors and tools, designed to meet the strictest quality standards, for a seamless fit and reliable performance year after year. Count on the integrity of your connection. Count on FCI - BURNDY®. ® P R O D U C T S US 1-800-346-4175 International 1-603-647-5299 Canada 1-800-387-6487 Mexico 011-52-722-265-4400 Brazil 011-55-11-5515-7200 www.burndy.com © 2009 FCI USA, Inc. Experience. Technology. Answers. E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 33 VENDOR NEWS continued from page 33 Additionally, Omni Cable’s Georgia branch is relocating to a larger facility in Norcross, Georgia. The new location is outside of Atlanta, just six miles from the previous location. The upgraded warehouse is significantly larger, which allows the branch to expand its inventory to over $5 million. Omni Cable strategically locates all of its branches close to major highways and easily accessible roads. The Georgia branch is now located only seconds off of I-85. Branch manager of Omni Cable’s Georgia Branch, Steve Sweat, comments on the new location, “Our new location is even more convenient for will calls, and in the heart of electrical distribution.” Steve also adds, “Time and convenience is very important to our customers, who have little lead time and high demands for the best customer service available.” For more information, visit www.omnicable.com. ITC Judge Finds Violations of P&S GFCI Patent Rights Pass & Seymour/Legrand (P&S), a leading provider of electrical wiring devices and home systems, announced the U.S. International Trade Commission (ITC) issued a final decision that a number of China-based manufacturers of ground fault circuit interrupters (GFCIs) and their U.S. distributors have violated P&S’s patent rights. In the final decision, the ITC affirmed an earlier decision by the Administrative Law Judge Carl C. Charneski finding P&S’s patents valid and enforceable. The ITC also found GFCIs manufactured by General Protecht Group, Shanghai ELE Manufacturing, Shanghai Meihao Electric and Wenzhou Trimone Science and Technology Electric infringed P&S’s patents. In addition, the ITC issued exclusion orders precluding importation of infringing GFCIs made by General Protecht Group, Shanghai ELE Manufacturing, Shanghai Meihao Electric and Wenzhou Trimone Science and Technology Electric and cease and desist orders precluding U.S. distributors Cheetah USA Corp. of Sandy, Utah, The Designer’s Edge, Inc. of Bellevue, Washington and Orbit Industries, Inc. of Los Angeles, California from selling infringing GFCIs in the United States. “Today’s decision will enable P&S to fend off unfair competition, maintain market share and preserve high-end R&D jobs and the innovation those workers create, in a product category the company created almost 40 years ago,” said Pat Davin, vice president and general manager of Pass & Seymour/Legrand. “These orders will ensure that our patents and quality products maintain their rightful presence in the marketplace.” P&S intends to work with U.S. Customs to enforce the exclusion orders to preclude the importation of infringing GFCIs. P&S also intends to vigorously enforce the cease and desist orders against the distributors named in the investigation and contact other distributors to cease sales of infringing GFCIs. The ITC’s final decision is available on the ITC website at www.usitc.gov. For more information on Pass & Seymour/Legrand, visit www.passandseymour.com. OSRAM SYLVANIA and Sea Gull Lighting Honored with 2009 ENERGY STAR Sustained Excellence Award The U.S. Department of Energy (DOE) and the U.S. Environmental Protection Agency (EPA) have awarded OSRAM SYLVANIA and Sea Gull Lighting with a 2009 ENERGY STAR Sustained Excellence Award. Both companies were recognized for their accomplishments at an awards ceremony in Washington, D.C. on March 31, 2009. OSRAM SYLVANIA, an ENERGY STAR partner since 1999, was honored for its long-term commitment to energy efficiency. In 2008, the company cut its energy use by seven percent nationwide and introduced the SYLVANIA Micro-Mini, the smallest ENERGY STAR-rated compact fluorescent light bulb on the market. “OSRAM SYLVANIA is committed to energy efficiency in our business practices and in our line of ENERGY STAR-rated lighting products,” said Jennifer Dolin, OSRAM SYLVANIA manager of sustainability and environmental affairs. “Our years of partnership with ENERGY STAR demonstrate our strong commitment to preserving the environment through energy efficiency. We view our ENERGY STAR partnership as a key way to fight climate change.” A charter member of the ENERGY STAR program since 1992, Sea Gull Lighting currently markets more than 500 ENERGY STAR lighting fixtures and ceiling fans. The company has also been a recipient of ENERGY STAR Partner of the Year honors in 2004 and 2005 and now the Sustained Excellence Awards from 2007-2009. “We are extremely proud of this recognition since we believe so deeply in the ideals of the ENERGY STAR program and the many benefits it provides to the environment as well as businesses and home owners,” said Ace Rosenstein, vice president of marketing and corporate development. “Sea Gull Lighting has been a loyal ENERGY STAR partner for nearly 20 years and remains dedicated to its goals and the betterment of the planet through the increasing development and proliferation of energy-efficient lighting.” continued on page 36 34 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 PRODUCT NEWS continued from page 34 “EPA is delighted to recognize Sea Gull Lighting and OSRAM SYLVANIA with the 2009 ENERGY STAR Sustained Excellence Award,” said Kathleen Hogan, director of the Climate Protection Partnerships Division at the U.S. EPA. “Both companies leadership on energy efficiency has yielded impressive results for their bottom line and our global environment, showing us all what can be accomplished through sustained commitment and action.” For more information, visit www.sylvania.com and www.seagulllighting.com. Acme Electric’s New DIN Rail DC Power Supplies Pack Big Power in Small Spaces Acme Electric introduced the DM Series, a narrow profile DIN Rail DC switching power supply that makes efficient use of control cabinet real estate, while providing high-efficiency switching technology. The compact DM Series consumes limited space on the DIN Rail, with slimline metal units measuring as small as 1.26" wide and plastic units as small as 0.9" wide. Snap-on mounting provides quick, easy DIN Rail installation. “Panel builders are faced with the ongoing challenge of selecting components that will prevent or minimize downtime in the manufacturing environment, while being sensitive to space constraints in the control cabinet,” said Steve Scharff, product marketing manager, Acme Electric. “The small footprint of the DM Series offers significant space savings on the DIN Rail, while its high peak power design eliminates the need to oversize your power supply and ensures maximum uptime and reliable startup of heavy loads.” The DM Series includes both single phase and three phase power supplies. To meet multiple industrial applications, Acme offers three versions of single 36 phase units: standard metal single phase, slimline metal single phase and an economical plastic single phase product. Available off-the-shelf, DM Series power supplies come in 31 different models in a variety of wattages (15-960) and output voltages (5-48 VDC). The metal units’ rugged, industrial design, featuring overload and short circuit protection with power boosting circuitry, is suitable for various applications including industrial/ machine control, process control, conveying equipment, material handling, packaging, robotics and welding. Additional applications for plastic units include industrial networks and encoders, vending equipment and instrumentation. The DM Series power supplies are cULus-listed and CEcertified for use worldwide and UL508listed for use at full-rated power. All units feature a “DC OK” LED indicator for identifying local output status, and most models can be connected in parallel to provide redundancy. The DM Series experiences typical operating efficiencies up to 92 percent. Additional features include power factor correction to minimize harmonic distortion, wide operational temperature range and mean time before failure up to 500,000 hours. All models have low ripple and noise outputs and are protected against over-current and over-voltage conditions. DM Series power supplies meet vibration and shock standards IEC68-2-6 and IEC68-2-27, are RoHS compliant and meet SEMI F47-200. Acme Electric DM Series power supplies are available through a variety of electrical, electronic and industrial distributors. Metal units come with a five-year warranty, and plastic units are backed by a three-year warranty. With more than 85 years of application expertise, Acme offers advanced technical support on the DM Series and all Acme Electric products. Visit www.acmedinps.com for complete product details. E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 Alcan Cable Introduces WIDESTRIPE™ Aluminum Type XHHW-2 Cable Alcan Cable, part of Alcan Engineered Products, a business unit of Rio Tinto Alcan, has launched WIDESTRIPE™ XHHW-2 cable for use in wiring applications in residential, commercial and industrial construction requiring phase identification. As the most recent addition to the STABILOY® family of aluminum alloy building wire products, WIDESTRIPE™ XHHW-2 single phase conductor is identified with three wide color stripes embedded within the surface of the insulation to allow for easy phase identification. “The introduction of WIDESTRIPE™ XHHW-2 to the American market demonstrates our commitment to providing high quality, sustainable solutions that address our customers’ specific market needs,” said Howard H. Atkins, director of marketing and business development, Alcan Cable. “Like our other STABILOY® building wire products, WIDESTRIPE™ XHHW-2 cable is environmentally sound and provides excellent long-term performance.” WIDESTRIPE™ XHHW-2 cable does not contain harmful components such as lead and other heavy metals, and is manufactured to minimize adverse environmental impacts. Consisting of STABILOY® aluminum alloy conductors, WIDESTRIPE™ XHHW-2 cable also weighs half as much as copper conductors of equal ampacity, making it lightweight for easy, safe lifting and handling during installation. Alcan Cable’s WIDESTRIPE™ XHHW-2 also has a higher maximum short-circuit temperature rating than THHN/THWN-2 insulation. STABILOY® WIDESTRIPE™ cables are UL®-listed and approved for use in the United States in accordance with the recommendations of the National Electrical Code. The phase identification striping is available in a wide range of colors. PRODUCT NEWS More information is available at www.cable.alcan.com. Coleman Cable Introduces Welder Extension Cords performance and lighted receptacle for convenience and safety. These cords are ideal for new commercial construction, MRO industrial and general welding applications. “The Welder Extension Cords provide a convenient, safe method to extend the range of welding equipment,” said Dave Oriatti, vice president of industrial distribution at Coleman Cable. For more information, please visit www.colemancable.com. Coleman Cable Inc. introduced the Welder Extension Cord that brings portability to welding machines and creates convenience for the welding contractor. Cooper Bussmann Expands LowPeak® CUBEFuse® Offering Cooper Bussmann has expanded its Low-Peak® CUBEFuse® offering, now with and without easyID replacement-fuse indication. The 8/3 STW extension cords are available in 25 foot lengths (50 foot lengths coming soon) and deliver 40A at Cooper Bussmann’s non-indicating 250 volts (10,000 watts). The Welder Low-Peak CUBEFuse is also now Extension Cords feature a STW jacket available from 1A through 100A while with molded ends for heavy-duty E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 the indicating version is still available from 6A to 100A. Both Low-Peak CUBEFuse versions offer a high 300kA interrupting rating with a voltage rating of 600Vac/300Vdc. The current-limiting performance of a properly sized Low-Peak CUBEFuse unit offers Type 2 (IEC 947-4-1) “No Damage” coordinated motor starter protection. The Cooper Bussmann Low-Peak CUBEFuse provides safety continued on page 38 37 PRODUCT NEWS continued from page 37 IDEAL TKO cutters offer the superior accuracy and rigidity in hole drilling operations required in electrical, HVAC and maintenance work. An integral arbor assures improved control, while a flange is built-in to avoid over-drilling beyond the sheet metal. An ejection spring wrapped around the SmoothStart drill cleanly ejects slugs. IDEAL TKO hole cutters fit any standard drill and are available in a full range of sizes from 3/4" to 2 1/2". They are sold separately or in convenient kits. and convenience packed into a small footprint. It is the world’s first fingersafe industrial power fuse and meets Class J time-delay electrical performance for UL/CSA. It is so compact that a 3-pole, 100A CUBEFuse holder (TCFH) occupies approximately one-third the space of a standard 100A Class J fuse block. The Low-Peak CUBEFuse also fits into the new Cooper Bussmann® Compact Circuit Protector (CCP) for use in industrial control panels as well as in the new Cooper Bussmann Quik-Spec™ coordination panelboard. For more information, visit www.idealindustries.com. “We have expanded our product offering to meet the needs of customers who do not require the open-fuse indication feature, but are still looking for the exceptional compact, finger-safe Class J performance,” explains Isabel Rochow, product manager. “This allows us to offer a unique CUBEFuse value package maintaining all of the safety aspects in the same small footprint.” The Low-Peak CUBEFuse (whether indicating or not) in conjunction with its fuse holder or the Compact Circuit Protector provides a means to increase safety and assembly SCCR, decrease the space required and provide selective coordination. For more information about both products, visit www.cooperbussmann.com. IDEAL Unveils TKO™ Carbide Tipped Hole Cutter IDEAL Industries, Inc. announced the expansion of its market-leading cutting supplies with the new TKO line of carbide tipped hole cutters. A smart alternative to knockouts or bi-metal hole saws, the TKO incorporates the exclusive SmoothStart™ pilot drill which guides the TKO into sheet metal to yield smoother, burr-free holes while also preventing damage to its precisionground carbide teeth. 38 Jefferson Electric Re-Introduces Ballast Line Jefferson Electric, manufacturer of magnetic products since 1915, is re-introducing its line of magnetic and electronic ballasts for HID and fluorescent applications after a 15 year absence from the market. Jefferson’s HID line includes ballast kits for metal halide and high pressure sodium applications. The fluorescent line includes Instant Start T8 Electronic, Rapid Start T5 and compact fluorescent electronic ballasts. Each ballast is backed by a five-year warranty and are UL® and cUL recognized. This reintroduction continues a rich tradition of being innovators of some of the best electronic and magnetic products since 1915. Jefferson Electric is a supplier for the commercial, industrial and OEM markets. For more information on Jefferson Electric Inc. and their products, visit www.JeffersonElectric.com. E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 Kichler Extends LED Offerings, Introduces Design Pro Discs Responding to the popularity of its Design Pro LED under cabinet lighting, Kichler introduces yet another energy-saving lighting solution with uncompromising good looks—Design Pro Discs. For use inside a curio, above a mantel, below a cabinet and in a variety of other areas, the new Design Pro Discs use 75 percent less electricity than their incandescent counterparts and feature an ultra-thin, nearly invisible 3/8" profile. The cool-operating LED Design Pro Discs also apply the best LED technology available for focused, directional white lighting, delivering high brightness and a sharp color rendering (greater than 90CRI). Plus, installation is easy and flexible thanks to captive screws and an innovative electrical wiring design that comes with an impressive three-foot of wire pre-spooled inside the fixture. Users simply install the fixture and pull out the wiring needed for their specific job—excess wire stays neatly in place. An optional extension offers three additional feet of wiring for even greater flexibility. “In addition to their great energy savings, homeowners and contractors alike will appreciate the flexibility and distinct aesthetic Design Pro Discs deliver,” says Jeff Dross, Kichler senior product manager. “No matter where they’re used, homeowners will gain a custom lighting system that's backed by the durability and reliability of the Kichler Lighting brand, plus an average lifetime use of 40,000 hours or approximately 20 years.” The new Design Pro Discs can be used individually or in combination with Kichler’s Design Pro LED under cabinet fixtures to create a seamless flow of light under multiple cabinets and furnishings. Backed by a limited lifetime warranty, the discs are available continued on page 40 The best things in life are free. In the toughest of economic situations, we proudly stick to our philosophy, providing the same distributor-oriented service we’ve given for years. A supplier to distributors large and small, NSi’s value is in the transaction: no minimums, no broken carton penalties, no freight, open returns. We make it as easy as possible for you to try NSi, because we know from our supporting distributors that you won’t be disappointed. While our innovative offerings in electrical, TORK® and Lighting continue to grow, your experience with us remains the same. Shouldn’t you take a look, and find out what our authorized distributors already know? no minimums. no freight. no hassle. Innovative and Competitive. We make a great team. .3I )NDUSTRIES ,,# s s WWWNSIIDUSTREISCOM PRODUCT NEWS continued from page 38 in bronze, white, black and brushed nickel to blend into any surrounding to maintain a neat, integrated appearance. All Design Pro LED products are ENERGY STAR-rated, a distinction given by the Environmental Protection Agency and the Department of Energy for energy-efficient solutions, when used with most power supplies. The Design Pro Discs are already earning industry accolades, having been named a winner of the prestigious 2008 Lighting for Tomorrow Award, sponsored by the Consortium for Energy Efficiency, the U.S. Department of Energy and the American Lighting Association. For more information, visit www.kichler.com. Nora Introduces Art Glass Pendants Inspired by Nature A dramatic new series of textured and patterned “art glass” pendants has just been released by Nora Lighting for use in residential, hospitality and commercial installations. Inspired by images in nature, the series features an extensive selection of luminous designs from European and American glassworks. With unique model names, such as Tsunami, Rain Fall and Agua, the new Nora series offers creative styling and versatile applications. The pendants can be canopy-, rail- or track-mounted and are available in energy-saving compact fluorescent (13W to 26W with GU24 socket), low voltage (JC 6.35 50W) and line voltage (candelabra base 60W), medium base (100W) and G9 base (40W). Matching wall sconces are also available from Nora to complement many pendant styles. The sconces feature high quality hardware in silver, bronze and brushed nickel finishes, and a telescoping arm on most designs that extends from 2 1/2" to 4 1/4". For more information, please visit www.noralighting.com. PANDUIT Termination System for Metric Conductors Delivers Added Assurance of Reliability and Safety for the Physical Infrastructure PANDUIT enhances the Termination System for Metric Conductors with two-hole configurations and UL®/CSA approvals. To meet the demands of applications that experience vibration or moving components, new two-hole lugs deliver more secure terminations for long-term reliability. The entire line meets standards UL 486A-486B and CSA C22.2 No. 65-03 with metric conductors, marked directly on the parts, to ensure safe and reliable connections in demanding applications throughout the physical infrastructure. Ideal for the most demanding environments, where temperature extremes, weather conditions, chemicals, saltwater, shock and vibration can degrade performance and create risk, PANDUIT systems offer proven performance, installation efficiencies and improved worker safety. With world-class quality products and superior installation tools, these systems optimize connections in the physical infrastructure contributing to lower total cost of ownership. For more information, please visit www.panduit.com. P&S Tamper-Resistant Receptacle Switch Combinations Protect Kids and Meet Safety Codes Pass & Seymour/Legrand (P&S), a leading manufacturer of electrical wiring devices and home systems, announces its TamperResistant Receptacle/Switch Combination devices. Meeting 2008 National Electrical Code® (NEC) safety standards, the combination devices expand what is already a broad offering of Tamper-Resistant Receptacles for residential and commercial applications. The 2008 NEC established a new standard for child electrical safety, requiring all electrical outlets or receptacles, in newly constructed residential units to be TamperResistant Receptacles. A Tamper-Resistant Receptacle works like any electrical outlet, except it has a built-in shutter system that prevents children from inserting metal objects into the slots. The shutters obstruct objects from touching electrically live components, but plugs can be inserted and removed as usual. The Tamper-Resistant ReceptacleSwitch Combination brings a single receptacle and a single-pole switch together, for safety and convenience. The devices come in 15A and 20A options. “P&S already offers more than 100 Tamper-Resistant device, style and color combinations,” says Tom Roy, residential product manager at P&S. “The addition of these receptacle and toggle switch combinations represents another significant step toward offering the broadest range of TamperResistant products on the market.” continued on page 42 40 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 LiteTouch has been providing brilliant solutions in lighting control for over 30 years with scalable and upgradeable options for complete home integration as well as revolutionary developments in local, wall box and single room controls. PROUD TO BE AN EQUITY/EDN VENDOR POWERFUL C U S TO M I Z AT I O N AUTOMATE MORE WASTE LESS OUR SPECIALTY YOUR ADVANTAGE En Co Li er ntr gh gy ol tin Co Re g ns du um ce pt s io n The Powerfully Simple Wall Box Lighting Controller Conventional Installation – Conventionally wired. Mounts into standard electrical back boxes. Simple Programming – Seamless Expansion – Simple Connectivity – Automatically detects new controllers, accessories and components introduced into the system. Built-in programming panel. 7 standard switch types. Connect up to 32 LiteTouch Neo Controllers via Cat 5 for system-wide control of lights. • HOME THEATERS LiteTouch Neo3 • FAMILY HOMES LiteTouch Neo2 LiteTouch Neo4 CONTROLLERS LiteTouch Neo1 LiteTouch Neo1 LiteTouch Neo 3-Way • CONFERENCE ROOMS LiteTouch Neo1 • RESTAURANTS LiteTouch Neo4 Mimic • CONDOMINIUMS ACCESSORY KEYPADS E x p e r i e n c e L i g h t i n g C o n t ro l a t L i t e To u c h . c o m • 8 0 1 - 4 8 6 - 8 5 0 0 B R I L L I A N T S O L U T I O N S I N L I G H T I N G C O N T R O L ® GREEN SCENE PRODUCT NEWS continued from page 40 Nearly 30 states and municipalities have adopted the new Tamper-Resistant Code requirements, and most can be expected to adopt them by the end of 2009. For more information about any of the P&S Tamper-Resistant Receptacles, visit www.passandseymour.com/TRoutlets. Shat-R-Shield Now Offers Eco-Friendly 28-Watt Fluorescent Lamps Shat-R-Shield, the leading and largest manufacturer of shatter-resistant lamps and lighting products, now offers new eco-friendly, safety-coated 28-watt fluorescent lamps. Shat-R-Shield also added the new eco-friendly 28-watt lamps to their safety line. These exceptional fluorescent lamps offer many popular “green” benefits over standard fluorescents. coating safely contains virtually all glass, mercury and phosphors if the lamp is accidentally broken. For more information, please visit www.shattershield.com. Coalition Provides Federal Buildings with Energy Efficiency Recommendations The High Performance Building Congressional Caucus Coalition (HPBCCC) has issued recommendations designed to improve the energy performance of federal buildings. A report from the coalition, Producing High-Performance Federal Buildings, comes as Congress is looking for measures to reduce energy use in federal facilities. “These recommendations, if implemented through upcoming energy legislation, will provide an effective transition to reduced energy consumption, enhanced sustainability, improved building operation and maintenance and more efficient use of national resources in the federal building stock,” says Doug Read, program director of government affairs for the American Society of Heating, Refrigerating and Air-Conditioning Engineers (ASHRAE) and chair of the HPBCCC. “Our new energy-efficient T8 lamps are rated at 28-watts and over their extended service life, they’ll practically pay for themselves as standard lamp replacements,” said Shat-R-Shield, President, Karen Ponce. “These lamps provide The recommendations include cost savings and lighting efficiency, implementing: but they’re all about reducing mercury • Accurate life-cycle analysis and impact on the environment and providdecision making for the acquisition ing peace of mind from broken glass of federal buildings in the workplace also.” • Total building commissioning The 28-watt T8 fluorescent lamps feature extended rated-life (up to 36,000 • Integrated project delivery, including hrs. when used on programmed start whole-building design, procurement ballasts), energy efficiency, reduced and construction mercury, high color rendering (CRI), • Building information modeling range of color temperatures and brighter longer-lasting light. At $.10/kWh, • Comprehensive education and a 28-watt lamp can save $14.00 over its training as well as higher levels of rated-life compared to a standard 32competence in the design, property watt fluorescent lamp. Plus, the clear management, operations and and tough, skin-tight Shat-R-Shield 42 E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 maintenance and procurement communities • The collection, storage, dissemination and use of data for building performance For more information on the coalition and a copy of the report, visit www.hpbccc.org. ICC Begins Development of Green Building Code Developing a Green Building Code for traditional and high-performance commercial buildings to provide a new regulatory framework built with leading recognized rating systems in mind is the goal of a new project from the International Code Council (ICC). The “Green Building Code Development Project” will provide criteria to drive green building into everyday practice, according to the Code Council. “It has become clear to us that to advance the goal of achieving more sustainable building performance, some regulatory framework is needed for areas where market forces are not enough,” says Richard Weiland, Code Council CEO. The code will likely address energy efficiency (including solar and other advanced technologies), water use efficiency, materials and resource use conservation, indoor environmental quality and overall building impact on the environment. Alarming Use of Energy in Modern Manufacturing Methods Overall, new manufacturing systems are anywhere from 1,000 to one million times bigger consumers of energy, per pound of output, than more traditional industries, according to a new analysis from Massachusetts Institute of Technology (MIT)’s Department of Mechanical Engineering. In short, pound for pound, making microchips uses orders of magnitude and more energy than making manhole covers. GREEN SCENE At first glance, it may seem strange to make comparisons between such widely disparate processes as metal casting and chip making but Professor Timothy Gutowski of MIT’s Department of Mechanical Engineering, who led the analysis, explains such a broad comparison of energy efficiency is an essential first step toward optimizing these newer manufacturing methods as they gear up for ever-larger production. “The seemingly extravagant use of materials and energy resources by many newer manufacturing processes is alarming and needs to be addressed alongside claims of improved sustainability from products manufactured by these means,” Gutowski and his colleagues say in their conclusion to the study, which was recently published in the Journal of Environmental Science and Technology (ES&T). Gutowski notes manufacturers have traditionally been more concerned about factors like price, quality or cycle time, and not as concerned over how much energy their manufacturing processes use. This latter issue will become more important, however, as the new industries scale up—especially if energy prices rise again or if a carbon tax is adopted, he says. Solar panels are a good example. Their production, which uses some of the same manufacturing processes as microchips but on a large scale, is escalating dramatically. The inherent inefficiency of current solar panel manufacturing methods could drastically reduce the technology’s lifecycle energy balance—that is, the ratio of the energy the panel would produce over its useful lifetime to the energy required to manufacture it. NAM Endorses Energy Efficiency Act The Energy Efficiency Act of 2009 (S. 661) sponsored by Senators Jeff Bingaman (D-NM), Lisa Murkowski (R-AK), Susan Collins (R-ME), Debbie Stabenow (D-MI), Olympia Snowe (R-ME), Evan Bayh (D-IN), Sherrod Brown (D-OH) and Mark Pryor (D-AR), is designed to help revitalize the nation's industrial base and increase industrial energy productivity by: • Establishing financing mechanisms for both small and large manufacturers to adopt advanced energyefficient production technologies and processes, which will allow them to be more productive and less fuel dependent, cutting costs instead of jobs. • Using industry-led partnerships to identify breakthrough technologies to reduce energy intensity and greenhouse gas emissions. The legislation will offer competitive grants to industry and small businesses to encourage development and deployment of energy-efficient technologies. • Expanding the number and expertise of the Industrial Research and Assessment Centers to better meet the needs of small and medium manufacturers. The bill also provides for workforce training through paid internships at the Industrial Research and Assessment Centers where students will work with manufacturers on energyefficient technologies. “Restoring America’s manufacturing leadership through the Energy Efficiency Act of 2009 is a welcome bi-partisan approach to one of our most daunting challenges—developing new energy technologies to improve efficiency and reduce carbon emissions,” said John Engler, president of the National Association of Manufacturers (NAM). Satco Products, Inc. Named 2009 ENERGY STAR® Partner of the Year SATCO Products, Inc., a manufacturer of high quality lighting products, announced today it has received the prestigious 2009 ENERGY STAR Partner of the Year award in the lighting manufacturing category. The U.S. Department of Energy (DOE) and the E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 U.S. Environmental Protection Agency (EPA) recognized SATCO, and its NUVO Lighting brand, for promoting energy efficiency and offering consumers lighting technology that is economical as well. SATCO’s accomplishments will be recognized at an awards ceremony in Washington, D.C. on March 31, 2009. For more than 43 years, SATCO has led the way as a premier supplier of light bulbs and lighting fixtures. The SATCO organization operates through its offices and warehouse distribution centers in New York, Miami, Dallas, San Francisco, Seattle and San Juan, Puerto Rico. SATCO has been a leader from the start with its innovative products including energy efficient solutions. With the company’s keen understanding of the lighting business and emerging trends in energy conservation, SATCO established its NUVO Lighting brand in 2005 with energy efficiency as the cornerstone. SATCO Products and NUVO Lighting have been at the forefront of energy efficiency through numerous programs and initiatives to educate and inform the industry as well as the public about energy efficient lighting and how to integrate it into their homes and businesses. Bill Gildin, President of SATCO Products, Inc., said, “Today more than ever, energy efficiency is at the forefront of people’s minds, and we are extremely proud to have the SATCO / NUVO name synonymous with ENERGY STAR. We gratefully accept the honor as a testament to our commitment to helping make the planet a better place through energy conservation,” ENERGY STAR is a joint DOE-EPA program, formed in 1992 as a voluntary, market-based partnership that seeks to reduce air pollution through increased energy efficiency. The DOE and EPA work to offer businesses and consumers energy-efficient solutions continued on page 44 43 GREEN SCENE PEOPLE continued from page 43 with Cooper Lighting in various divisions, handling management and marketing responsibilities for multiple brands. Gardner started her career Lighting industry as a project engineer and was soon professional Louise promoted to lead engineer to spearGardner has been head the new product development appointed director team that introduced Iris Lighting of marketing and Systems. As a brand manager, she engineering at Nora was also directly responsible for Lighting Inc., a leading marketing strategies. manufacturer of fixtures and systems “EPA is pleased to recognize SATCO for retail, commercial and residential Rampone and Reynolds Products, Inc. for leadership in installations. Gardner will be based Promoted at Ferraz Shawmut addressing global warming through at the company’s headquarters in Ferraz Shawmut, a global leader greater energy efficiency,” said Kathleen Commerce, California, and will direct in the field of electrical protection, Hogan, Director of the Climate Nora’s brand positioning and marketing announced the promotion of Fred Protection Partnerships Division at efforts, and will oversee engineering Rampone to vice president, distributor the U.S. EPA. “By promoting their and new product development. sales and Stephen Reynolds to vice products that have earned the ENERGY She brings more than 20 years of president, strategic accounts. STAR, SATCO is showing customers management, product engineering and that we can boost our nation’s energy marketing expertise to the position. Rampone will manage the regional efficiency and reduce our emissions of management team and distributor sales With a high-level background in the greenhouse gases, while producing within the United States. He has been lighting industry, Gardner has worked quality products.” with Ferraz Shawmut for more than 13 years, holding the positions of regional OEM development manager, region INDEX OF ADVERTISERS sales manager and regional vice president. Prior to joining the company, he Activant Solutions, Inc. ……………………………………………13 held positions with Powell Electrical AFC Cable Systems, Inc. ……………………………………………17 Manufacturing Company and Arlington Industries, Inc. ……………………………………………5 G&W Electric. to save energy and money, while also helping to protect our environment. The 2009 Partner of the Year Awards are given to manufacturers and retailers that successfully promote and deliver ENERGY STAR qualified products, saving consumers money and reducing greenhouse gas emissions. Award winners are selected from more than 12,000 organizations that participate in the ENERGY STAR program. Louise Gardner Named New Director of Marketing and Engineering at Nora Lighting Broan-NuTone, LLC …………………………………………………35 Columbia Lighting …………………………………Inside Back Cover Creative Marketing Alliance ……………………………………29, 31 Encore Wire Corporation ……………………………………………23 Electri-Flex Company ………………………………………………37 FCI-Burndy Products ………………………………………………33 General Electric Company ……………………………………………7 ILSCO Corporation …………………………………………………21 Kaf-Tech ………………………………………………………………45 LiteTouch ……………………………………………………………41 Milbank Manufacturing Co. ……………………Inside Front Cover NSi Industries, LLC …………………………………………………39 Selecta Products, Inc. ……………………………………Back Cover Siemens ………………………………………………………………25 TEDDICO ……………………………………………………………28 Universal Lighting Technologies, Inc. ……………………………11 Wheatland Tube Company …………………………………………14 44 Reynolds will manage the deployment of corporate-wide resources to provide comprehensive product and service solutions to strategic accounts. Twelve years ago, Reynolds joined Ferraz Shawmut as a direct salesman in Georgia and worked his way through the ranks as a southeast district manager, manager of strategic accounts and now to vice president of strategic accounts. Prior to joining the company, he was a marketing manager with Kearney and a field service engineering manager with GE-Hitachi. E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 Kaf-Tech MC-Plus™ Neutral Per Phase MC Cable • MC-Plus Neutral Per Phase Cable has individual neutrals striped to match each phase conductor. • The Buildings’ power can stay “ON” during maintenance to branch circuits, sustaining office productivity. • A solution to NEC requirements 210.4(B) Multi-wire Branch Circuits: Disconnecting Means. • Easy identification on cable armor. • Kaf-Tech’s MC-Plus Cable is offered in both 120/208V and 480Y/277V multi-conductor cable designs. • MC-Plus Neutral Per Phase Cable is another new Color-Trak® ID System cable from Kaf-Tech. 120/208V 480Y/277V 272 Duchaine Blvd., New Bedford, MA 02745 www.kaf-tech.com MC-Plus, Kaf-Tech, and Tyco are trademarks or registered trademarks of Tyco International and/or its affiliates in the United States and in other countries. All other brand names, product names, or trademarks belong to their respective owners. © 2008 AFC Cable Systems, Tyco Int . F E AT U R E S T O R Y Turning Green into Green By Jeffrey E. Barnhart President & CEO, Creative Marketing Alliance There is a clear opportunity in your market. The green building engine is pulling out of the station. Are you on it? The energy-efficient retrofit market represents a dynamic business opportunity for distributors to upsell higher margin, energy-efficient electrical products. Market drivers ranging from volatile energy prices and growing end user awareness of energy cost saving benefits of facility upgrades to a resurgence of utility rebates and federal, state and local tax incentives mean now is the time to get your share of the green (see related article on page 18). One strategy for thriving instead of just surviving in an economic downturn is to look for business categories strengthened by the current economic turbulence. In the case of energyefficient electrical products, distributors have just such a category staring them in the face. The emerging mainstream acceptance and demand for energyefficient electrical products is a bottom line opportunity for 46 Equity/EDN members, one that will only grow as groundbreaking LED lighting technologies gain a foothold in the marketplace. The Greening of Corporate America, a McGraw-Hill Construction study of 190 of America’s largest corporate leaders released in late 2007, provides groundbreaking evidence of a paradigm shift within corporate America in support of green building—one that is occurring at mid-sized and small business levels as well. Among the revelations of the study, in which nearly 85 percent of the respondents were at the CEO or CFO level: • Over one-third of respondents view green building as gaining mainstream acceptance in corporate America, and an additional 10 percent see it as “transformational” • Over 40 percent perceive green building will enhance the overall financial performance of their company • Over 75 percent cite rising energy costs as the main driver of green building E L E C T R I C A L A D V O C AT E J U N E 2 0 0 9 To take advantage of this opportunity, your sales and counter people as well as contractor customers need to be conversant in energy-efficient products, benefits, applications and any utility rebates for installing efficient products in your area. They need to be able to overcome higher first cost resistance and sell the compelling lifecycle ROI of energy-efficient products. If they can’t, train them through AIM and available vendor programs. Market your business as an energy-efficient supply house, not only to your MRO customers, but also to building owners, facility managers, engineers, architects and energy service companies. Tough times often reveal opportunities. It’s time to reassess your skill sets and capabilities and find new, profitable niches to help you through changing markets. Green building is a dynamic market force. Embrace it and profit. Jeff Barnhart is president of Creative Marketing Alliance (CMA) of Princeton Junction, New Jersey. CMA is a full-service marketing communications firm recognized nationally as one of the electrical industry’s premier marketing partners. Contact Jeff at JBarnhart@cmasolutions.com or 609-297-2222. For more information on how CMA can help you with your marketing needs, visit www.GoToCMA.com Selecta’s NEW fastener jars with color coded labels & lids, help you find the product you need ... fast! Screws: Self Tapping, Self Drilling Machine Screws: Round/Flat Head Washers Bolts: Anchoring Products Nuts Drywall, Wood, Mounting, Screw Kits, Anchor Kits Grounding Products, Staples, Cable Ties, Clips Fixture Hanging Accessories All Brands & Products from Selecta: We Sell Only to Distributors! s Are Fully Combinable for our $50 Minimum Order and $500 Order for Free Freight. SELECTA PRODUCTS, INC. s Earn Full Equity/EDN Credits and Rebates. Qualify for AIM. 4EHACHAPI #! s -EMPHIS 4. s "RISTOL #4 0HONE s &AX s Ship Same Day as Ordered. www.selectaproductsinc.com

The Inside Track

Related documents

Products

Support

The Inside Track

Related documents

Add this document to collection(s)

Add this document to saved

Suggest us how to improve StudyLib