Cable Management for procurement.
Stephen continues: “Our team offers technical sales; they are highly experienced electrical professionals who work with M&E consultants to develop the specification and ensure compliance. As a result, we often have the inside track on projects that are coming up and which contractor has been awarded the electrical fit out. By working with a partner like Edmundson’s Blackfriars, we can help them with their business development goals as well as ensuring that we benefit when the project remains true to a CMD specification.
“We know from our close relationship with the Blackfriars team that any project we are working on together will receive excellent service, and that they will work collaboratively with us should any technical support be required. That means we’re confident in giving them the heads up, knowing that it will lead to a smooth supply chain journey and excellent experience of the CMD brand for the contractor.”
Customer benefits
The commercial benefits of the relationship work both ways for CMD and Edmundson’s Blackfriars, with the wholesaler’s team prioritising the CMD product when customers have a generic power distribution request, or where switching to CMD could save the customer time and/or money. Paul explains: “We know the CMD products and the quality and functionality they offer, we also know the level of technical support CMD can provide, and we have a large stockholding so we can offer customers a rapid turnaround on their order, whether they are local to us within the M25 or further afield.
“All of this makes a very compelling case for us to steer the customer towards CMD products and we can often benefit the customer by giving them a sound business case for making the switch. This might involve providing an integrated, single source supply from distribution board to workstation with a complete CMD solution, delivering a five per cent cost saving, and ensuring immediate product supply with reliability of availability.
“Over the past year, availability and lead times have become significant differentiators, so offering high quality standards with rapid supply and cost savings is very compelling. It allows us to increase our sales volumes while benefitting both CMD and our customers, many of whom never switch back once they’ve experienced CMD’s products and service.”
Training & knowledge sharing Alongside the technical support that CMD offers the sales and customer service teams at Edmundson’s Blackfriars branch, the branch has its own CMD specialist, Chris Frampton, who has the technical knowledge required to advise customers.
ewnews.co.uk Stephen Roberts, head of sales at CMD
“Chris has been trained by the CMD team,” Paul continues, “so he can answer most of the questions customers might ask and provide valuable advice, ensuring they purchase the right combination of products for the specification. Indeed, most of our sales team have had some training from CMD and have visited the company’s showroom in Clerkenwell, which ensures they are more engaged with the product range from both a technical and commercial point of view.”
Thanks to COVID restrictions, followed by a busy period as the electrical fit out market
“If we treat wholesalers like a middle man, we are failing the contractors that install our systems and in turn their clients.”
recovers, product demos from CMD have not been as regular as they were in the past at Edmundson’s Blackfriars, but, with a planned move to a new showroom on the horizon, Stephen expects that to change.
“Product demos are one of the ways in which we can help wholesaler partners to add value to their customer relationships and offer an integrated service. We’re looking forward to the opportunity to host joint events in the future.”
A partnership culture
CMD is not the only supplier that Edmundson’s Blackfriars works with in informal partnership, any more than Edmundson’s Blackfriars is CMD’s only wholesaler partner, but the two companies are evangelical about the shared benefits the relationship brings them.
“In a competitive market, we have to give contractors a clear reason to choose us,” Paul adds. “By working closely with suppliers like CMD, we can provide cost savings and a reliable commitment to short lead times, along with technical knowledge, and a solutions-based approach to sales. We have to do more than simply fulfil orders for our customers; we need to be proactive in developing customer relationships, offering innovative solutions and adding value through knowledge and service.” Stephen adds: “We work with both major chains and independent wholesalers in a way that leverages the expertise of our team to complement theirs, both commercially and technically. The goal for both us and our wholesaler partner is to develop sustainable customer relationships that lead to repeat business, and that’s what we’ve achieved with Edmundson’s Blackfriars.”
June 2022 electrical wholesaler | 31
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44
