Welcome to the EDA Scottish Section Regional Business Forum Thursday 11 May 2017
Serving & representing the UK’s electrical wholesale sector Enhancing business performance through: • Networking Events • Education & Training • Business Advice & Information • Initiatives, Campaigns & Projects • Recognition, Visibility & Exposure
Welcome & Introductions Glyn Prestwood Commerical Director Edmundson Electrical & EDA Board Member 3
Today you’ll hear from 1. Cables & the CPR Martin Boorman, UK Sales Manager, Prysmian Group 2. EDA Update Margaret Fitzsimons, EDA Director Simone Fonseca, EDA Education & Training Manager Kristian Van Rensburg, Stearn Electric and Chair of the EDA Scottish Section & EDA Education & Training Award Winner 2017 Anne Vessey, EDA Head of Marketing & Communications Refreshment Break 4
Today you’ll hear from 3. Connected Lighting and the Internet of Things (IoT): Revenue opportunities Craig Allan, New Business Development Implementation Manager – UK, Feilo Sylvania 4. Landlord Safety Checks & 18 th Edition Wiring Regulations – what you need to know Dave Forrester, Head of Technical Services, SELECT Round up and final questions/comments Your feedback 5
An estimated 20% of cable products in the supply chain are non-approved, unsafe or counterfeit: what’s the impact on the wholesaler and what difference will CPR make? Martin Boorman UK Sales Manager, Prysmian Group 6
EDA Update Margaret Fitzsimons EDA Director 7
EDA Update • Latest changes at the EDA • Member Survey 2016 • Introducing ETIM-UK • Education & Training Update • Marketing & Communications Update 8
Introducing the EDA Team Anne Vessey David Bate Head of Marketing & ETIM Project Manager Communications Margaret Fitzsimons Simone Fonseca EDA Director Education & Training Manager Lucy Marks, Marketing & Events Executive 9
EDA Membership Growth: 229 Recent growth • Jan 2016: 50 new AWEBB members • Jan 2017: 73 IBA members • >£4.0 Billion Turnover • Represents 75 - 80% of market • 3 National Chains: CEF, Edmundson Electrical, Rexel UK • • 4 Buying Groups: ANEW, AWEBB, FEGIME, IBA • 8 Independents • 1,800 wholesaler branches • 25,000 employees 10
Affiliated Membership Growth: 69 EDA Affiliate Membership 1999 - May 2017 14 new affiliated members between 80 2015 & Jan 2017 69 68 70 63 • Ansell Lighting 59 60 • Atlantic Heating 55 54 54 Aurora Lighting • 49 48 50 B.E.G. • 45 43 • BT Cables 38 40 • Carl Kammerling Intl (CK T ools) 32 29 • Contactum 30 27 23 Integral LED • 19 Kosnic Ltd 20 • • Lewden 11 8 10 • NVC Lighting • T ermination T echnology 0 Triton Showers • 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 Wiska UK Ltd • 11
EDA Board of Management: March 2017 Andrew Johnson Alan Dunnet Bob Robertson Simon Barkes Chris Ashworth Chris Gibson Vice President Holland House R & B STAR EDA President & Chairman City Electrical Factors Ltd Rexel UK Ltd Lincs Electrical Electrical Co. (Electrical Wholesalers) Ltd March 2017 - 2019 Wholesalers Ltd Dan Poole Dave Huggin David Schofield Glyn Prestwood Margaret Fitzsimons Phase Electrical Distributors Ltd Stearn Electric Co. Ltd E.D.S. Electrical Edmundson Electrical Ltd EDA Director 12
Informing the EDA’s short, medium and long -term direction Key themes emerged EDA Board Improved communications • Strategy Day • Training • Digitisation & product data • Market intelligence December 2015 Information & technology hub • Greater industry voice • 13
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Background and Methodology Consultation with long-standing affiliated New Product Technology • members to inform questionnaire Marketing / Communications / Social media • • Shortening Product life cycle / product • Internet / multichannel distribution obsolescence • Rationalisation of number of outlets • Industry working together EDI • Product Quality / importation • Pricing • Shared Sales information • • Wholesaler services / added value • Consolidation of supply • Loyalty / integrity of trading policy Product data standards - BIM • Recruitment and training of staff • 15
Background and methodology Questionnaire developed with broad categories for launch Summer 2016 • Unprompted concerns • Prompted responses, ranking from Threat (-5 to 0 ) to Opportunity (0 - +5) • Technology of Selling • Supply Side Issues • Sales Side Issues • Sales Staff Issues • Distributor/Manufacturer Benefits • Combination of online and telephone • • 209 individual responses : 58 Wholesaler organisations : 30 manufacturers 16
Members’ Greatest Business Concerns (wholesalers unprompted) GROWTH OF ONLINE SALES • Online pricing and online proliferation • Growth of competition from on-line sales and erosion of • Online sales platforms growth like Amazon margin • Online sales platforms like Amazon. They are threat to • Growth of online sales platforms every business in the UK. They don't pay tax and allow • Internet drop shipping • Internet + unrealistic pricing e.g. extremely low margin • Payment and online pricing sales • New Web Based business coming to market • Internet pricing • My greatest concern is not having a online sales channel • Internet Purchasing, DIY Stores targeting Trade • The rise of unrecognised internet retailers • Internet Sales • Threat from internet retailers/sheds • Internet selling via Amazon etc. • New competitors, ecommerce and non-electrical delivery • Internet Trade and more suppliers going direct to the End methods Users • Internet traders • Online competition 17
Members’ greatest business concerns (unprompted) 22
Technology of Selling 23
Building Information Modelling (BIM) 28
Key Findings Wholesaler and Manufacturer have similar concerns • Developing online sales, supported by EDI, is an opportunity • Not acting will make it a serious threat • Building Information Modelling (BIM) • Need to facilitate understanding • Help those who wish to adopt • Help demonstrate lifetime value and deliver product data • Response strategy for low cost imports demonstrating the benefit of value • required Staff can be an important differentiator • 29
• Training & Education • Improved Communication • Digitisation & Product Data 30
ETIM Enhancing digital data and its use in the UK electrical installation supply chain
Digital Transformation B2B eCommerce (£700bn) is double B2C 89% of B2B research uses Internet 5.5 million new “things” connected to Internet daily 2016 – digital tipping point for sales via mobile devices.
Digital Transformation – Government ‘encouragement’ McKinsey Global Institute analysis identified construction as least digitised of all industry sectors
EDA role to encourage and facilitate digitisation within the wholesale channel Structured and classified Product Data is key!
Flow of Products and Product Data
UK Data situation - manufacturers • Majority of EDA affiliates >1,000 – 10,000 SKUs • ‘Containerised’ data • 93% of manufacturers see an increased need for digital data • ‘Richer’ / more formats / more delivery pools • New ‘Data - Cradle to grave strategy’ • Investment in ‘BIM’ andcentral ‘PIMs’ & ‘DAMs’ • New Data roles: Chief Data Officer
UK Data situation - Wholesalers 5 – 7% sales through UK wholesaler via internet If you do not currently trade on-line, Do you hold and maintain Do you think that readily available do you have you any plans to do so 'enhanced' or 'enriched' product 'enhanced' product information within the next 2 years? information would be a positive factor in helping your business develop its e- commerce capabilities? 5% Yes 21% No No 32% 35% Yes Yes Don't 65% 68% know 74% No Product Data for websites or ecommerce sites must be re-input by wholesaler Wholesalers are now investing in ‘PIMs’ an ‘DAMs’ that are ETIM ready
Data transfer Data for websites, catalogues & Ecommerce Manufacturers Formats 1. Look at website 2. Hard Copy 3. .txt 4. .docs 5. PDFs 6. CSV 7. Excel 8. XML Wholesalers
£ Inefficient Sale No Sale £ The Wrong Sale £
What the UK industry needs 1. Single, 1. gle, Simple, ple, 3. Ind ndustr ustry 2. Stand andar ard for Stan andar dard d for creati ating ng commitment mitment to transf ansferr erring ing data rich data a in the promo mote e and bet betwee een n sup upply ly Elect ectric ical al Sup upply ply highlight hlight chain n partner tners Chain in impor ortanc tance e of data
ETIM ET M – a gr growing wing netw etwor ork k of NFP FP orga ganisation nisations Netherlands Germany Belgium Switzerland Spain Sweden Norway/2014 Denmark/2014 Finland/2015 Austria/2010 Poland/2010 France/2012 Lithuania/2017 UK/2016 IDEA/2015 (USA/Canada) Italy/2015 43
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