25
Apr

Sonepar wants to become the world's leading, most advanced electrical wholesaler, with a totally new organization;

Sonepar wants to become the world's leading, most advanced electrical wholesaler, with a totally new organization; also in terms of marketing, digitization and new country responsibilities. This new organization came into force on 23.4.2019.

The Chief Executive Officer (CEO) remains Philippe Delpech, based in Paris.

Jérôme Malassigne was hired from 20.5.2019 onwards as Chief Strategic Marketing and Sourcing Officer and Head of the Asia-Pacific region. He will be stationed in Geneva, where he will lead and coordinate the various activities.

Jo Verbeek, head of Sonepar Asia Pacific, will report to J.Malassigne.

Dave Gabriel, Sonepar's Chief Operating Officer (COO), will be retiring on 15.5.2019 and heading back to the US.

His successor as President Sonepar North America (Canada, Mexico, US) will become Rob Taylor.

Stefan Stegemann becomes President of Sonepar Central and Northern Europe (responsible for Austria, the Baltics, Czech Republic, Finland, Germany, Hungary, Luxemburg, Norway, Poland, Romania, Sweden and Switzerland).

Patrick Salvadori will become president of Sonepar Western Europe and South America (responsible for Belgium, Italy, the Netherlands, Spain, United Kingdom and South America.) P. Salvadori will be based in Paris, at the company's headquarters.

Benoit Pedoussaut remains president of Sonepar France.

Andros Neocleous becomes Chief Financial Officer (CFO).

Sara Biraschi Rolland becomes Chief Human Resources Officer.

Olivier Catherine becomes General Counsel.

Jérémie Profeta is responsible for digitization (Chief Digital Enterprise Officer)

Matt Pothecary is Vice President of Communications and Sustainability.

Read more

24
Apr

Schneider Electric generated sales of 6,307 m EUR in the first quarter of the year

Schneider Electric generated sales of 6,307 m EUR in the first quarter of the year, up 8.7% on the same period last year.

32% was achieved in North America; 25% in Western Europe, 27% in the Asia-Pacific region and 16% in the rest of the world.

The year-end targets have already been confirmed, with organic revenue growth of + 3% to 5% and EBITA growth of between 4 and 7%. The Chinese market will continue to grow, but not quite as strongly as before. Favorable to moderate opportunities are expected for North America, Asia-Pacific and Europe.

Read more

18
Apr

How long will the sales force of a company still exist? The traveling salesman who leaves the house in the morning, visits customers and returns home in the evening or at the weekend. Is this representative still needed?

How long will the sales force of a company still exist? The traveling salesman who leaves the house in the morning, visits customers and returns home in the evening or at the weekend. Is this representative still needed? Does he still have a future? After research in Germany and abroad we come to the conclusion: No ... but.

What does a sales representative do today?

It is already the case today that sales representatives in the office can answer almost all questions in day-to-day business by telephone or by e-mail, and that in a minimum of time, both for the manufacturer and for the customer.

In addition, more and more companies/service providers, such as Amazon affect business life in the electrical sector. The customer can comfortably place his order from the armchair, even at night, and has the desired product the next day, even on the construction site, if he so wishes. A service that will be further expanded in the coming years.

Or just think of the consequences of other IT developments, be it emails, You Tube Videos etc.; here you do not need the "middleman" anymore. This not only applies to the traveler, but also to the independent sales representative. Amazon does not need a middleman.

Of course, it also depends on the industry: For the cosmetics, fashion industry or similar or the food sector, other rules may apply, but in general it can be said that the "normal" representative of a company appears to be a "discontinued model". In electrical engineering e.g. you only really need the man on the spot when it comes to more complex issues, products or introductions. Then you do not need the "normal" representative, but then the technician or the specialist is in demand. Just think for example of complicated technical lighting solutions or charging columns where the energy factor plays a certain role, here you need the technician, who also holds solutions for unusual situations.

Central agreements are concluded with major customers and marketing associations (done by the head-office, not by the representative!), the sales man is needed here at home exhibitions to look after the wholesaler's customers.

By the way, in-home exhibitions, a huge topic! In a nutshell, manufacturers do not really like these in-house exhibitions, but they are practically forced to participate. For which manufacturer can afford it, e.g. to turn down a Sonepar or Rexel invitation? It would be much better for manufacturers to devote themselves to regional trade fairs in order to present themselves to a wide audience of experts, because these costs are added. This would also enormously increase the importance of regional trade fairs.

Of course, at the regional trade fairs, such as “Elektrotechnik” in Dortmund or “Eltefa” in Stuttgart, the contractors, site managers and architects are driven back and forth to the fair by chartered buses. And then at the fair, products are not so important, but the catering at the exhibition stand. The luscious, the better. Large carrier bags with publicity material, meter bars and pens are of course also part of a trade fair visit. Product catalogs and brochures are not really in demand. The weight on the shoulder then weighs much higher than the content.

Not to mention the cost of having a large sales force.

You know it from your own painful experience: It's getting harder and harder to get professionals of all kinds. One is looking for more and more professionals (inside and outside, to stick with the example), preferably from your own industry, if only because of the complex training costs.

Conclusion: The expense for sales man can be justified in the future only if a task cannot be better solved with resources of the back or home office (product literature, marketing, office staff, etc.). I would not advise my grandson to pursue a career as a representative...

 

 

Read more

Ulrich Spiesshofer, the CEO of ABB, leaves the company immediately and announced this via Twitter, as follows

Ulrich Spiesshofer, the CEO of ABB, leaves the company immediately and announced this via Twitter, as follows: After 14 years on the Executive Committee and almost six years as CEO, the time has come to say goodbye ».

That's strange, a company boss leaves the company in the middle of a reorganization, but a successor could not be presented yet. Therefore, the Chairman of the Board, Peter Voser (61) had to step in as interim CEO. The search for a new CEO is in full swing.

What one reads in the press, the departure of Spiesshofer has long been a topic on the Board of the Group; so it was not that surprising, but it is far from ensuring a smooth transition.

Read more

10
Apr

The international marketing company IDEE has taken another step in the direction of expanding the country community

The international marketing company IDEE has taken another step in the direction of expanding the country community with a new partner in Turkey. With the prestigious Kirac Group IDEE has strengthened its position with a partner that has a good reputation in Turkey, both in electrical wholesaling, construction of industrial plants, hospitals, sports facilities with its own installation company and in the production of cabletrays and automation. In addition, Kirac is active in Qatar with its galvanized cabletrays.
It is the Kirac Group, which started in 1982 with the founding of Emek Electrical, later renamed Kirac Electrical. Kirac Electrical is today one of the largest wholesalers in Turkey. In 2002, an installation company and a metal manufacturer named Kirac Metal were added. With Pioneer Metal they began to expand its activities in the Arab world.
The company is managed by Feyzi Kıraç (66) and his sons Emre (38) and Can (34).
It is interesting that the average age of employees in Kirac is 35 years and that 45% of the employees are women.

Read more

04
Apr

The German marketing association Mitegro has surprisingly released its CEO Konrad Ramhorst from his duties...

The German marketing association Mitegro has surprisingly released its CEO Konrad Ramhorst from his duties; the successor is already found with Frank Wittenbrink.

The chairman of the supervisory board of Mitegro is Torsten Heinje.

Read more