Electrical Contracting News (ECN) September 2017 | Page 64

SPECIAL
FEATURE
WHOLESALERS & DISTRIBUTORS
GOOD ADVICE IS PRICELESS
Paul Dawson, commercial manager at Niglon, explains how electrical wholesalers offer
contractors a host of value-added advantages, from time savings to insider tips and advice.
F
or generations, electrical
wholesalers have been
the curators of electrical
components, commodities
and accessories, advising
electrical contractors on
the best fit products to
meet their needs, whether
those needs are driven by price, quality,
performance or brand.
Over the years, however, the electrical
market has seen significant change. One of
the marked shifts in the way the supply chain
operates has been the trend for contractors
64 | September 2017
to shop around and buy direct, bypassing
the wholesale channel to negotiate a
cheaper deal. Unfortunately, although
direct purchases may shave a small
amount off the cost of materials, there is
a hefty price to pay in the loss of unbiased
advice, trusted service and one-stop-shop
economies of procurement and billing.
Time saving
These are challenging times in the
electrical sector. While there’s lots of
electrical installation work out there,
finding the right skills to deliver projects
isn’t always easy, so maximising the
value of time on site is critical. Moreover,
the electrical sector is expected to grow
over the next few years. With a healthy
pipeline of projects on the horizon, the
need to optimise time will increase.
We’re already operating in a sector where
margins are tight and the pressure to
complete projects on time, to shorter
programmes, and within exacting
budgets, is greater than ever. So how can
closer relationships with wholesalers
help ease the strain for contractors?