Nemra 25 Dark

Silver Linings

Key Verticals continue to be strong - Life Science, Data Center, Education, Wastewater, Transportation & Hospital Construction

Northern California & Northern Nevada combined are the 13th Largest Economy in the world

34 of the Top 100 Public Tech Companies based in Bay Area

94% of the $13.6B in venture capital raised in generative AI (since 2022), went into Bay Area-based companies

Bay Area multi-family development has 31,286 units currently underway and another 114,000 units proposed

Lease term trends continue to offer significant concessions including larger TI allowances to mitigate lower rents

The San Francisco metropolitan area is home to more than 530,000 millionaires & 84 billionaires

Distibution Updates

Sonepar’s west region reorganization with IES merging with OneSource effective April 2024 and rebranding name to Onesoruce in NorCal. David Jones moving from President to VP Sales Development

The EDGES board removed Isaac & Greg and have named Matt Russello president and Jason Marci the VP of Sales. EDGES also left IMARK & joined AD.

Tim Winslow has taken a large contractor role nationally for CED. Zach Bunting is now the divisional manager for CED Contractors.

Buckles-Smith is migrating inventory into the Rexel distribution center and Rexel is consolidating bay area Rexel & Buckles-Smith branches into shared locations. Michael Hanna promoted to Rexel Western Division President, SVP. His replacement as California Region president is Jeremy Rothbard.

Main Electric opened a location in Sacramento and continues to grow share in Fairfield and Reno. Mike Baker is no longer with Main. He has joined Alameda Electric Supply.

Arlington Industries

Key Initiatives

Deliverables

Metric

Promote new products

• Promote new products at contractor
• Grow sales on Floor Box, Vapor Box, Split GB, SliderBar, Steel Snap2It, Zinc LV MB, Combo Coupling, Larger SNAP2It LT, Transition

Specialty sales

• Due to supply chain challenges we lost some shelf space a key distributor partners. We would like to run gap analysis with these partners so that we can identify lost SKU’s.

Regain lost shelf space with existing customers

Measure sales growth

• Increase SKU footprint at Patterson DC and pull through the branches

Measure increase sales through branches

Platt Initiative

• Preserve existing MC AST business by continuing to work with contractor partners to promote the product

Preserve MC AST sales at key distributors

MC AST sales

Target existing Bridgeport distributors for conversion

Convert 3 Bridgeport distributors

• Increased market share

Arlington Industries

Strengths

Weaknesses

• SPA Management – Can we have an SPA for large customers that extends to multiple contractors?

S

W

• Product innovation and marketing efforts
• Regional manager support
• Breadth of product
• DZ Cook stock management
• Arlington’s support of their representatives is second to none

Opportunities

Threats

T

O

• Regaining lost shelf space
• Expanded floor box line
• Win fan box business back from Black Diamond Electric & other Resi contractors
• Refocus on NM products lost to Orbit due to supply chain challenges

• Low cost manufacturers gained a footing during our supply chain challenges – Bridgeport, Orbit, Southwire etc.
• Continued pricing pressure
• Raco STAB-iT Box
• Bridgeport program w/ Greentech Renew (CED)

Open Discussion

• Here goes the first bullet point.

Atkore Industries

Deliverables

Key Initiatives

Metric

Introduction of expanded MC Quik & HCF Glide products

• Meet with 10 contractors in each sales territory to introduce the product once launched

Category sales results

• Identify 5 Key Distributor Partners

Increase Sales

Grow Stainless Steel Liquidtight & Fittings

EDGES Electrical Shelf Position

EDGES sales

• Continue to grow our shelf position at EDGES Sac with Kaf-Tech

Work closely with Rebecca to increase sales

• Executive engagement at key distributors

Joint calls

Atkore

Strengths

Weaknesses

• Lack of feeder sizes of MC
• Lack of Inventory at DZ Cook

S

W

• Atkore product innovation – Luminary MC Quick & HCF. And Stainless Steel LT
• Rebecca, Andy, Peter & Richard’s support!
• Kaf-Tech brand is very familiar at the end user
• Custom & Special MC for Large Projects.

Opportunities

Threats

• Growing business with GEXPRO and IES for Kaf-Tech
• Local inventory

T

O

• Southwire continuing their aggressive pricing strategy with MC w/ small independents
• Main Electric writing orders at low margins with Southwire MC

Open Discussion

• Here goes the first bullet point.

Atlas Lighting

Key Initiatives

Deliverables

Metric

• Increase stock sales by leveraging the partnerships that RAB has recently initiated

Stock Sales

EDGES Stock Initiative

Category Sales

• Increased area light and pole sales

Leverage Dual Deal promotion

Platt Stock Initiative

Stock Sales by location

• Make sure that our SKU’s are embedded into the branch locations and push Origin product on projects.

Increase share in Design-Build/Value-Engineering projects

• Increase project sales

Project Order Conversions

• Increase project sales

Project Order Conversions

Promote Layout tools and 24-hour ship program to 5-7 target contractors in each market

Atlas Lighting

Weaknesses

Strengths

S

W

• Lumen and CCT selectable product breadth
• Lack of programmable multi-level sensor for wall packs.
• Prepaid freight limits our ability to utilize Atlas on some VE opportunities.

• Brand awareness
• USA manufacturing
• Product quality
• Layout capabilities
• Manufacturing lead times
• Dual Deal program

Opportunities

Threats

• Pricing pressure from saturated competition
• Competitors with West Coast inventory

T

O

• Design-Build/VE projects
• Patriot Sports Lighting
• Bay Area market share
• Targeted distributor conversions
• Merchandising Platt counters – Chris Hogate

Open Discussion

• Here goes the first bullet point.

BRK

Key Initiatives

Deliverables

Metric

• Increased engagement at end-user level
• Increase conversions

Joint sales calls with RSM

UL 8th Edition Marketing Campaigns

Convert targeted distributors: IES and EDGES Group

• Increase stock sales

IES and EDGES sales

• Conversions
• Increase sales

Specifications won

Sales Strategy on Legacy SKU's Prior to July 1st

• Increased brand awareness
• Increased project sales

Sales

Target 5 to 7 Multi-Family or High-Density Residential Contractors in each market

Joint sales calls with RSM

Leverage Regional Manager

• Increased engagement at end-user level
• Increase conversions

BRK

Strengths

Weaknesses

• Length of time to get quotes & SPAs

S

W

• Brand recognition with electrical distribution channel and installers
• Preparedness for UL 8th Edition
• Local inventory at DZ Cook
• Robert’s Support

Opportunities

Threats

• Kidde’s relationship with large home builders

• Conversions at IES, CEDs, & EDGES
• Contractor conversion programs
• Successful launch of UL 8th Edition product

T

O

Open Discussion

• Here goes the first bullet point.

Current

Key Initiatives

Deliverables

Metric

Leverage Jeff Adair's full time employment at DZ Cook into new control jobs

• Increased project sales
• Increased customer satisfaction on implementation

Control Category

Sales

Sales

Target 5 to 7 Med/SM commercial contractors in each market

• Increased brand awareness
• Increased project sales
• Increased sales in target verticals

Leverage existing contractor legacy relationships to grow Design-Build and VE

project business

Sales

Category Sales

• Increased sales
• Increased target product sales
• Increased sales in target verticals

• Increased specification wins
• Increased project sales

Spec Wins

Project Sales

Increase Specification efforts

Voltage Express

Promote selectable products for distributor stock

• Increased voltage express partners
• Stock conversion opportunities

Voltage Express Partners

Current

Weaknesses

Strengths

• Brand awareness
• Product quality
• Product breadth
• Robust control line

S

W

• Ease of install on control line - field deployment, communication, DCS software
• Cost on market range products
• Communication (Marketing and

Order Tracking)

• Field support team/Customer service
• Product information access/accuracy

Opportunities

Threats

T

O

• Deeper contractor relationships
• Target verticals
• Specification efforts
• Design-Build, VE project growth
• Distributor stock and flow

• Competitors investment in West Coast inventory and attractive freight terms
• Continued pricing pressure from

offshore brands

• LED market matured, quality competitors

Open Discussion

• Here goes the first bullet point.

CREE Lighting

Key Initiatives

Deliverables

Metric

Target 2 to 3 large commercial contractors in each market

Sales

• Increased brand awareness
• Increased project sales
• Increased sales in target verticals

Sales

Target 5 to 7 Med/SM commercial contractors in each market

• Increased brand awareness
• Increased project sales
• Increased sales in target verticals

Leverage existing contractor legacy relationships to grow Design-Build and VE

project business

Sales

Category Sales

• Increased sales
• Increased target product sales
• Increased sales in target verticals

Spec Wins

Project Sales

Increase Specification efforts on OSQ area light and wall pack

• Increased specification wins
• Increased project sales

Promote embedded

Lutron controls

Category Sales

• Increased sales
• Minimize conversion from competitors due to control preferences.

CREE Lighting

Weaknesses

Strengths

• New product development
• Marketing of new product updates.
• Lead times
• Cost on market range products

S

W

• Brand awareness
• Existing specifications in the market
• Product quality on new products
• Quality outdoor product specification
• Customer service

Opportunities

Threats

T

O

• Competitors investment in West Coast inventory and attractive freight terms
• Continued pricing pressure from offshore brands
• Return policies are challenging

• Deeper contractor relationships
• OSQ Area light and wall pack
• Specification efforts
• Design-Build, VE project growth
• Leveraging Intelligent lighting products
• Government opportunities

Open Discussion

• Here goes the first bullet point.

LH Dottie

Key Initiatives

Deliverables

Metric

• Increased SKU’s supported
• Increased sales

Leverage Top 150 tools

Category Sales Growth

Platt Initiative

Category Sales Growth

• Continue efforts with Platt purchasing team in Beaverton

• Leverage our improved product back to customers where we lost share

Nail plate and staple initiative

Category Sales Growth

Increase customer use of Dottie customer BI tool & Web Store

• Increased customer satisfaction
• Increased brand awareness

Total Sales

• Pointed feedback on gaps

Customer GAP analysis on top 55 accounts for Categories C, D, & E

Category & SKU Sales Growth

LH Dottie

Strengths

Weaknesses

• Product changes without first vetting samples to contractors – Nail plates, staples
• Removal of into stock volume discount pricing

S

W

• Breadth of product line
• Packaging
• Merchandising racks
• BI is helping us to quickly analyze customer’s purchases
• Customer service support
• Alex’s support

Opportunities

Threats

T

O

• Lippincott Fasteners are gaining share at small independent distributors
• Orbit's expanding offering and pricing on Category "C' products
• Low cost manufactures of Nail plates & Staples

• Dottie Web Store
• Buckles-Smith Conversion
• Conversions with CED Roseville, Concord, Redding, San Rafael and Chico
• Growing business with ACME & Platt
• Ground rods & Threaded rod

Open Discussion

• Here goes the first bullet point.

EATON B-Line

Key Initiatives

Deliverables

Metric

Distribution Expansion

Overall Sales

• Convert targeted bolted framing targets
• Expand footprint at existing distribution

Ruff-IN Initiative

Category Sales

• Sales calls to all Pre-Fab Shops in territory
• 25 Contractor calls in Q1 on Ruff-IN

Spring Steel Conversion

• Convert targeted fastener distributors
• Gain shelf on new SSF products

Category Sales

Cable Tray Initiative

Increase Cable Tray Mix %

• Leverage contractor relationships to grow project opportunities (Data Centers)
• Target industrial projects
• 25 Contractor calls in Q1 on Kwikrail & Kwiksplice Cable Tray

EATON B-Line

Weaknesses

Strengths

S

W

• Lead times on select product categories
• Inaccurate ship date information
• Fill rate out of Fontana, CA
• Pricing flexibility / Tier Structures
• Quote volume & turnaround time
• Eaton customer service schedule

• Breadth of BF - fittings and strut
• Stock in Fontana, CA
• CED program support from a large number of profit center locations
• EDAP Program & BDF Funds
• The support of Jen, Scott, Kathy, & Mike

Opportunities

Threats

T

O

• Haydon Strut & Wesanco BF Pricing
• Unistrut market share at Rexel
• Allied / Atkore continues to offer coloads that has leaked into a few smaller CED locations
• Incomplete NEC 2020 metering offering

• Fastener conversions at OneSource and CED Contractors
• Reclaim BF position at Rexel & CED Contractors
• Local stock at DZ Cook
• Various CED BF conversion opportunities
• Caddy Rep Change to Industrialy Focused Rep

Open Discussion

• Here goes the first bullet point.

EATON Crouse-Hinds

Deliverables

Key Initiatives

Metric

Graybar New Stock Initiative

Graybar sales

• Increased visibility within the sales team
• Product training at the branch level

Large Distributor Conversions on EMT Fittings

• CED Contractors - RT, EMT, & squeeze connectors
• EDGES - EMT & LT connectors

Fittings sales

Expand Steel Box Position at CED & Smaller Independents

Steel box sales

• Convert Orbit
• Focus on EMT & LT Fittings

Platt Commercial Fittings

• Generic stock purchases for hubs
• Streamline quoting process

Platt stock & sales

Fittings Sales

CED and Smaller Independent Distributor Conversions

• Target distributors that were supporting Allied Fittings

EATON Crouse-Hinds

Strengths

Weaknesses

• Competitive pricing only via an SPA
• Breadth of line for BABA compliant products

• Breadth of product line
• Technical sales support team - Michael & Ken
• End user customer focus strategy
• Graybar & CED Contractors relationship

S

W

Opportunities

Threats

T

O

• Orbit and Southwire continuing to offer extremely attractive terms and pricing to distribution – Easy to bundle products and make pre-paid freight
• Orbit prefab offering and engagement

• CED Contractors shelf on EMT fittings
• Market penetration with Graybar OSRs
• Contractor engagement on prefab, focus on Quick-Lok boxes
• Edges LT & EMT stock & flow
• Allied Fittings Distributors

Open Discussion

• Here goes the first bullet point.

EATON Bussmann

Deliverables

Key Initiatives

Metric

LOTO & PPE

• Meet with 10 contractors in each sales territory to introduce the product once launched

Category sales results

Platt Conversion

Increase Sales

• Convert all of the branches in CA territory
• Set-up merchandisers at each branch
• Establish SPA for all key end users & contractors

Buckles-Smith (Rexel) Conversion

Stock Sales

• Engage upper level management for buy in.
• Pull over existing inventory from Rexel locations to Buckles building

Joint calls

Increase Share at Industrial Distributors

• Executive engagement at key distributors
• Meetings with Steven Engineering, Wesco, Graybar, Rexel Sacramento

Category Sales Results

• Contractor focus for quick spec elevator panel
• Industrial focus on cube fuses and SCCP

End User Engagement

EATON Bussmann

Weaknesses

Strengths

• Lead times
• Pricing flexibility

S

W

• Bussmann product innovation
• Breadth of product line
• Technical sales team - Ryan
• Regional support - Rich
• Distribution support - Kevin & Aysun

Opportunities

Threats

• Gray market fuse availability

T

O

• Distributor conversions
• PPE and LOTO
• Industrial end user specs (eg Transportation)
• OEM and Distributor focused factory trainings
• Local application engineer seminars
• QSCP, CCP2, & Cube Fuse

Open Discussion

• Here goes the first bullet point.

EATON Wiring Devices

Key Initiatives

Deliverables

Metric

EZ Link Contractor Initiative

Category Sales

• Field product demonstrations
• Prefab facility push

• Increase sales with small independent distributors in San Francisco and Oakland

Small Independent Distributor Initiative

Sales

• Review needs and set up stocking profile
• Marketing push to contractors

CED Contractors Conversion

Sales

New Product Sales

New Product Focus

• EZ Link
• USB Power Delivery
• Slim AFCI/AFGF/GFCI
• LEDim
• Wi-Fi Eaton Platform with App

EATON Wiring Devices

Strengths

Weaknesses

• Current distributor shelf space
• Turnaround for stock and flow pricing
• Brand awareness at contractor level
• Industrial distributor partners

S

W

• Breadth of product
• Regional support - Gerald, Chuck, Melissa
• Digital marketing collateral
• Co-branded giveaways
• Product innovation

Opportunities

Threats

• Pricing pressure from P&S, Leviton
• Strength of competitors home builder relationships

T

O

• CED Conversion
• Small Bay Area Independent Distributors
• New Products
• High density residential contractors
• Leverage legacy Eaton relationships

Open Discussion

• Here goes the first bullet point.

Federal Pacific

Key Initiatives

Deliverables

Metric

Shift Will Call Sales away

from MGM

Track Opportunities in TradeTech Solutions

• Inventory promotional flyer

Aggressively promote App tool

Track Opportunities in TradeTech Solutions

• Increased brand awareness

Leverage local inventory

• Increase sales

Project orders placed

Convert Existing Hammond Distributors

Track Opportunities in TradeTech Solutions

• Increased Sales

Federal Pacific

Strengths

Weaknesses

S

W

• Lack of shelf space at distribution
• We need to stock up to 500KVA in Hayward and at main distribution center
• Lack of Inventory at Factory on

Larger Sizes

• Breadth of product line.
• Inventory in Hayward
• Ability to back feed transformers
• Fast Program
• Online tools and specification sheets
• Great Customer Support Department

Opportunities

Threats

T

O

• Continue to grow stock positions

with distribution

• Improve Min/Max in Hayward
• CED Incentive program
• Grow project wins

• Overall 2023 Pricing Strategy
• Competitiveness on larger size transformers
• Hammond in Reno & MGM in Hayward
• Hammond Online Tools

Open Discussion

• Here goes the first bullet point.

Honeywell E-Mon

Key Initiatives

Deliverables

Metric

• Re-engage engineering community as commercial zero net energy mandates near

Zero net energy initiative

Sales

Distribution Initiative

Sales

• Request our key distributors to increase their inventory of Honeywell E-Mon product on their shelf

• Identify the contractors that we have not provided training and schedule calls

Track Opportunities in TradeTech Solutions

Contractor lunch and learns to teach them how to deal with Title 24 requirements

Honeywell E-Mon

Weaknesses

Strengths

• Brand awareness amongst the contractor and building owner community
• Product quality

S

W

• Customer service does not provide accurate information to DZ Cook and our distributor partners regarding order status - Communication!
• RGA processing is taking 2-3 months
• Technical support has diminished in the last

two years

Opportunities

Threats

T

O

• Follow opportunities at municipalities and universities as they prepare for zero net energy requirements
• Regain stock position at distribution
• Closing quotes over $10,000

• Leviton & Shark gaining market position
• Antiquated energy software
• Credit holds
• PG&E limits residential submetering and where it allowed E-Mon does not meet test & mesaurements

Open Discussion

• Here goes the first bullet point.

Intermatic

Key Initiatives

Deliverables

Metric

Sales Growth in Product Categories

Arista Initiative

• Visit 10 end users in each territory showcasing expanded Arista pffering
• Travel with Wayne once a quarter

Gap analysis &

Merchandising Strategy

Measure success

• Complete a gap analysis of our top 20 distributor partners by the close of Q2 and walk them through various merchandising options

New Product Introduction to Contractor Partners

Sales Growth in

Product Categories

• Visit with top 10 contractors in each territory showcasing ETW Series Wi-Fi Timers, PANELGUARD® Industrial Surge Protection, IP66 Photocontrols, Lighting Contactor Box, Power Pedestals & ABRA Smart Lighting

Convert Competitor Products at Stocking Distribution

Sales Growth in

Product Categories

• Convert SKU’s on Distributor Shelf:
• Taymac – Expandable In-Use WP
• Leviton - 7-Day Programmable In-Wall Timer
• Offshore - Extra-Duty Plastic In-Use WP Cover

Intermatic

Strengths

Weaknesses

• More product promo deals to help get shelf buy-in for new product launches
• Pricing & lead times on in ST01 wall timers

S

W

• Breadth of product line.
• Communication from customer service is great!
• The support of Chad, Wayne and John
• Innovative new products
• Online tools allowing us to dig in and measure gaps in our customer’s buying

Opportunities

Threats

• Potential of NSI / Bridgeport / Tork putting a sales strategy together to leverage the platform.

T

O

• Co-Branded Marketing Campaigns
• Growing Distribution Merch Racks & Adding SKUs thru Gap Analysis
• New Products: Expanded All-Purpose Contractor Box, ARISTA Lighting Control System, & PanelGuard
• Expand product breadth to include EV Charging.

Open Discussion

• Here goes the first bullet point.

Keystone Technologies

Key Initiatives

Deliverables

Metric

• Increased stock sales

Stock Sales

CED conversions

Platt Initiative

Category Sales

• Lamp & Fixture order into Patterson to support N. Cal branches – Shaun Hermo supports this initiative

Project Order Conversions

Increase share in Design-Build/Value-Engineering projects

• Increased project sales

Category Sales

New product promotion

• Increase customer awareness of The Loop control system, Selectable lamps, and Linta linear fixtures

Create stock program consisting of all selectable products for target distributors: CED, EDGES and Platt

• Increased stock sales

Category Sales

Keystone Technologies

Strengths

Weaknesses

• Housings for residential inserts
• Spec grade product
• Designer product

S

W

• Brand recognition
• Ryan & John's Support
• Growing breadth of products
• Color & power selectable offering
• Sample program
• Customer service support
• Local Stock

Opportunities

Threats

• Satco: inventory and pricing
• Offshore competition on fixtures
• RAB has been aggressive with $0 freight
• EDGES moving to AD

T

• New Products
• Design-Build/VE projects
• Targeted distributor conversions
• RAB paying CED investment charges is ending
• Increased National Programs

O

Open Discussion

• Here goes the first bullet point.

Kraloy

Key Initiatives

Deliverables

Metric

• Increase stock sales

Growth in Conduit Fittings

Focus on Distributors with down sales on molded fittings

Promote ENT project program

ENT category sales

• Increased ENT sales
• Gain back share lost due to inventory outaages

Leverage Regional Manager to targeted distributor partners

• Increased executive engagement

Joint sales calls

Track Opportunities in TTS

Identify select projects to target

• Increase targeted project business

Kraloy

Weaknesses

Strengths

• Pricing on larger diameter elbows is precluding us from some project business
• ENT inventory

S

W

• Brent’s support
• Breadth of product line
• Growing contractor base utilizing ENT product.
• PG&E approval
• Participation in buying groups and distributor incentive programs

Opportunities

Threats

• Economic slow down on large projects
• Customer service not entering orders

T

O

• Continue to grow ENT business at the contractor level
• Focus on renewable energy groups and industrial groups within distribution for our JBX enclosures
• Leverage our recent PG&E approval

Open Discussion

• Here goes the first bullet point.

Penn Union

Key Initiatives

Deliverables

Metric

Leverage CED conversion program

• Gain participation from more than 50% of profit centers

Review success quarterly

Create gap analysis with each branch manager

Leverage Tier 1 status at Platt

• Increase sales

Measure the number of distributors that we are reviewing the tool via our opportunity pipeline

Promote cross-reference tool to targeted distributors

• Increased brand awareness

Review success monthly in sales meetings with team

• Gain needed market share

Earn one contractor and industrial distributor conversion in every market

Penn Union

Strengths

Weaknesses

• Breadth of product line
• Regional manager’s support
• CED Conversion program
• Tier 1 status at Platt

• Brand recognition
• Time required to provide a custom quotation
• Inability to pursue project business because of lack of stock position with a major distributor
• Inventory in Hayward

S

W

Opportunities

Threats

• IEM opportunity with Rexel
• Continue to grow position with Platt

T

O

• NSI has been very aggressive from a pricing standpoint. 7% incentive
• Lack of relationship with National Distributors
• At the small distributors, Morris has a very aggressive freight program - $100 prepaid

Open Discussion

• Here goes the first bullet point.