Cable Management
Collaborative working Serving the customer and benefitting the bottom line
Stephen Roberts from CMD, the specialist in power distribution systems and Paul Conneely, business manager at Edmundson Electrical, discuss the advantages of working collaboratively as a wholesaler/manufacturer partnership for both customers and the commercial benefits of each business.
F
or manufacturers like CMD Ltd, the company behind the Betatrak range of powertrack power distribution systems and Rotasoc modular power system, electrical wholesalers distribute our products into the market and onto key projects. That’s why, investing in nurturing those relationships is so important to both parties.
“If we treat wholesalers like a middle man,” explains Stephen Roberts, head of sales at CMD, “we are failing the contractors that install our systems and in turn their clients.” CMD has become the largest supplier for Edmundson Electrical’s Blackfriars branch in London, accounting for a significant proportion of the business’s £20M turnover last year. “There is a strong element of solid personal relationships with the CMD team,” explains Paul
30 | electrical wholesaler June 2022
Conneely, business manager at Edmundson’s Blackfriars. “I have been dealing with the company’s Power Distribution sales manager, Paul Allen for about the past five years, along with area sales managers John Archer and Jason Broughton, I also maintain regular contact with Stephen since he joined CMD five years ago. “They are very proactive about keeping in touch, whether for a specific project or just to touch base. We have an open dialogue that has developed into a partnership based on trust and, just as colleagues often do, we have become friends as well as business contacts.”
Business development
One of the ways in which CMD and Blackfriars add value to the supplier/wholesaler relationship is the close collaboration on large projects that have been specified and will be going to market
Paul Conneely
ewnews.co.uk
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