This year’s campaign, “Electrical Safety for All Ages,” helps at-risk populations indentify and correct home electrical hazards and to provide resources to help encourage electrically safe practices in the workplace.

I would encourage you to consider participating in this campaign. Not only does it help promote awareness of important safety issues, it can also help to educate the public about our industry and what we do as electrical distributors. 

According to ESFI, home electrical fires in the U.S. are responsible for almost 500 deaths, more than 1,400 injuries, and $1.4 billion in property damage.

It’s probably no surprise to you that many electrical hazards are the result of increased use of electrical power combined with aging electrical systems. Every year, electrical failures are a leading cause of home fires. And as homes age, electrical and lighting equipment fires have been shown to increase in frequency. The increased demand for energy to power these devices can overload the electrical systems in older homes causing fires or electrocutions.

The campaign also has resources to help encourage safe electrical practices on the job with materials developed for workplace electrical safety education. Safety in the workplace is important because on the job electrical accidents result in more than 3,500 injuries and 300 deaths each year.

If you are interested in promoting Electrical Safety Month in your business, visit the ESFI website  for more information and resources.

In between those events, I was able to spend some time at the registration desk, where everyone who attends will see that we have launched a brand new tED magazine app.  This is really exciting for us, and it’s available to you on either the Apple or Android platform.  And not to bury the lead, but it’s free.

Now you can take tED magazine with you wherever you go. You can keep connected to what’s going on in the industry even when you’re out of the office.

The app is incredibly user-friendly and innovative.  I decided it was worthwhile to go with one of the best magazine app makers in the country, and they did not disappoint. I think one of the best features is that the app doesn’t ignore the internet.  If you see a web page in a story or on an ad, you can simply touch it, and it will take you right there.  Then with another touch, you are returned to your original location.  Very user friendly!

If you want daily news about the industry, you need to check out tedmag.com.  Every day, we are posting new stories, so every time you come to the website, you will learn new information. And as part of our commitment to you, I have subscribed to the Associated Press. This allows tedmag.com to follow all of the industry news, from the price of copper to the reason why the lights went out at the Super Bowl. We are committed to building and maintaining the best overall news operation in the industry, through the magazine, website, and new app, and we plan to honor that commitment for years to come.

So far, it’s working. Many more of you are checking out our online content.  Just this year alone, we are hitting record-setting numbers of visitors to tedmag.com. If you haven’t checked it out, know that many others have, and they keep coming back for more.

And if that is not enough, we have more improvements planned for the remainder of the year. Two new web pages to help you every day. They are still in development, but like they say, “watch this space” for some announcements very soon. 

But first things first, don’t forget to download the app.  And then let me know what you think of it.

It all started back in 1969 when Sen. Gaylord Nelson, a Wisconsin Democrat, visited the site of an oil spill near Santa Monica, Calif. After seeing the damage, Sen. Nelson set out to start a grassroots movement to raise the profile of environmental issues.

Over the years, environmental groups have tried to make Earth Day into a day of action, which changes both human behavior and public policy. In fact, Earth Day demonstrations helped to create public support to establish the Environmental Protection Agency as well as the passage of the Clean Water, Clean Air and Endangered Species Acts.

This year, it’s estimated that more than one billion people in more than 192 countries will participate in Earth Day activities.

How can we, as an industry, be more environmentally active?

Since companies are realizing the need to be more aware of their carbon footprint, topics such as energy efficiency, alternative energy sources, and recycling are top of mind. It is in the arena of these topics that electrical distributors are uniquely positioned to meet the increasing need for energy efficiency and sustainability technologies.

With so much information available, the NAED Education & Research Foundation has invested in research on ‘Going Green ’ topics to help you identify key opportunities and how to capitalize on them. The ‘Going Green’ topics include ESCO Partnerships, Smart Grid Opportunity, Corporate Sustainability, and Selling Energy Management Solutions.

Additionally, tED  magazine recognizes an NAED distributor member company that has implemented energy-efficiency solutions in their own operations with their annual Greenest of the Green Award. This year, Graybar will be recognized for their efforts at our National Meeting.

Ed Orlet, vice president, Government Affairs

And what a year it was!

• Our Government Affairs  team was hard at work with the Get Out the Vote Campaign to encourage members to become more involved in the political process. We developed several methods of communication including a weekly video blog, website resources and more.

•  We launched two new bootcamp niche conferences.  Bootcamps are two-day training events that are lead by industry experts – a great way to maximize a short amount of time out of the office. We held the first Branch Management Bootcamp  along with two Women in Industry Bootcamps.

• The NAED Strategic Technology Task Force has produced a number of resources to help you make good use of technology in your business. Be sure to check out their series of Executive Guides  covering topics such as Managing Your Company’s Online Presence, Managing Your Company’s E-commerce Capability, and Server Virtualization.

• A series of user enhancements were made to the NAED LearningCenter . Included in the enhancements were a newly designed user interface with customizable pages, dashboard reporting, and streaming video capabilities.

Saying good-bye is always a little bittersweet. This is a great industry; made up of great people that truly care. And, Clarence is one of those great people. He is one of the most genuine and sincere people I’ve had the pleasure to work with. His work ethic and commitment to NAED has helped us accomplish so much more than I’ve listed here.  Listen to what his team members have to say:

Hope to see you in Boston – May 4-7!

One of the things we’re working on at the NAED is gathering the information together for the annual Performance Analysis Report (PAR), the industry’s premier benchmarking survey.

Members consistently rank PAR among the top tools in the industry for driving bottom line results. But, we need your help in order to provide the best data possible. If you haven’t completed your PAR survey, there is still time for our distributor members to participate. The survey deadline is Monday, April 15. 

Last year’s PAR revealed good news. It showed profit margins for the typical distributor increased to 3 percent from 2.4 percent. That was the first time the PAR reached a 3 percent threshold since 2007. The good news continued by showing that distributor sales jumped 16.7 percent.

The surveys our distributor members complete provide data for the NAED’s PAR Highlights and the Personalized PAR. The PAR Highlights will be available free of charge to distributor members that participate in the survey. While the Personalized PAR is a private, company specific report that participating distributors can purchase. This report provides commentary to help interpret the data and suggests a practical profit improvement plan. 

Please know that the company information submitted for the PAR is completely confidential. An outside firm, The Profit Planning Group, administers the survey. 

As I said, the deadline to turn the survey in is April 15, 2013. Download the survey. For more information, contact Member Services at 888-791-2512 or memberservices@naed.org.

Now that the regional meetings have taken place, we can begin to look forward to the National Meeting taking place May 4-7, at the Boston Marriott Copley Place in Boston, Mass. We are excited to have Zanny Minton-Beddoes, editor for The Economist, presenting the keynote. She will speak about the world economy as we emerge from the deepest recession since the 1930s, describe the contours of the new economic reality, and explain some of the challenges that lie ahead.

After Minton-Beddoes, you’ll want to stick around for the panel discussion of the “Future of the Channel.” Michael Marks, principal, Indian River Consulting Group, returns to the National Meeting to moderate a group of experienced industry veterans as they share their perspectives on how they look at challenges. Since they will not be representing their various companies, you can expect them to speak candidly.

An outstanding round of education sessions will also include panel discussions on recruiting strategies, tech talk simplified and manufacturer consolidation. Additional sessions will cover the NAED Foundation’s top five programs and how to use them in your companies and understanding the terms and conditions in agreements.

You’ll want to make sure to attend the Closing Awards Banquet on Monday, May 6 as we celebrate our annual award recipients for the Arthur W. Hooper Achievement Award, the Distributor Distinguished Service Award, the Associate Service Award and the Industry Award of Merit. You’re not going to want to miss our featured entertainment for the evening from The Great Escape  – A Tribute to the Timeless Music of Journey.

Don’t miss out. Register soon. The early bird deadline is March 27, 2013.

1. Elevate your customer service skills
   
2. Stay up-to-date on the latest product knowledge
3. Gain new sales skills  
4. Competitive edge – Your CEP designation differentiates you in the marketplace by giving you credibility in the industry.

This program doesn’t teach you how to be a sales professional. Instead, candidates are tested on the understanding and skills that have been gained through real-life experiences. Watch this short video about the benefits of being a CEP.

The CEP is a leading professional designation for distributors, manufacturers, and others serving the electrical distribution channel. This certification also provides the industry with increased professionalism, performance benchmarks, and associate recognition.

The NAED would also like to congratulate the 82 individuals who earned the Certified Electrical Professional – Inside Sales or Certified Electrical Professional – Outside Sales designation following a test taken in January. View the full list of certificants.

Since it’s first exam in 2009, the CEP has certified 618 professionals nationwide – and continues to grow. Join the CEP ranks by registering for the next exam July 15-26, 2013, and save $100 by registering before the June 1st early-bird deadline.

Those interested can get ready with the CEP Prep Courses and other materials on the CEP web page.

For additional information, contact the NAED member services at 888-791-2512 or certification@naed.org.

I want to take a look at business relationships and how important those relationships are for success. Several years ago, I read an article in the Harvard Business Review about how every major industry was once a growth industry and how some of those industries were in decline. The example used was the railroad industry.

The railroad industry let other businesses take their customers. They assumed they were in the railroad business instead of the transportation business. Because of that assumption, they did not consider the advent of cars, trucks and airplanes to be a threat to their business. The railroad industry was focused on the product not the customer.

For businesses to remain viable we must stop looking at the products we sell or services we provide and begin to look at our customers. When it comes down to it, we are all in the business of relationships. The better we are at developing and maintaining those relationships the more successful we’ll be. People want to do business with those they like and think do a great job.

Here are three tips on how to build better business relationships:

1) Be clear on the value you offer to your customers. Provide more value, more often. Keep in frequent contact with your customers. Return emails and calls promptly. Let them know what you do well. Also, let them know about additional products/services you provide that they may not now about.

2) Get feedback. Two-way communication is important. Contact customers after the deal is completed; ask what their thoughts on what went well and what aspects could be improved.

3) Face-time is important. In this digital age, it’s fast and easy to send an email or schedule a conference call. Don’t underestimate the power of meeting customers in person. Face-to-face communication establishes a personal much faster than electronic communication. Meet on their turf. Don’t overstay your welcome.

Developing business relationships may not be a new idea but it makes sense. Keep in mind this statistic: For each customer that has a bad experience, they will tell on average 10 people. Those with a good experience are likely to tell only three.

Do you have any tips on building better business relationships? Let us know.

I would encourage you to look at training as an investment. And, the benefits received by both the company as a whole and the individual employees make it worthwhile.

Ideally, education and training are life-long activities and not practices people can afford to drop after their formal education has ended. That’s especially true in this day and age where technology is ever-evolving.

Developing education programs and building online learning centers are expensive endeavors and not necessarily something that any but the largest distributors can afford to do alone. Fortunately, the NAED Learning Center has a series of courses and curricula help make the electrical industry employees the best trained in the industry.

The Learning Center recently unveiled some new features and great enhancements to the content. The new features – including a redesigned interface and the addition of streaming video – make your user experience more intuitive and provides some innovative capabilities.

The new resources include:

• Branch Management University – a three-level program that offers in-depth training to help managers meet branch goals and become better leaders
• EPEC Lighting – the first NAED program and EPEC level that focuses on one specific product line
• Selling & Communicating to All Generations – is a unique, mobile device friendly online course that sheds light on the generational differences in communication.

The NAED Learning Center offers more than 600 NAED online courses and manufacturer product training courses for employees.

It is our job to help make distributors more successful, and one of the best ways for us to do that is to provide your people with the tools they need to help them be successful in their jobs. Be sure to check out the courses available at the NAED Learning Center. 

We made a New Year’s resolution of our own at tED magazine.  We are working toward a great 2013 with more online content for all of our members.

Here’s what it means: First, don’t expect to see many changes with the print edition of tED magazine. It’s in great shape, and all of the feedback I get on it has been positive. So every month, you can look forward to the same, high quality publication.

Second, all of us at tED are working on moving and enhancing the content you get in the magazine to our tedmag.com website. It’s important to note that you aren’t going to see the same stories both online and in the magazine. Instead, we are going to provide you additional information on those stories, through follow-up interviews or a videotaped version of it.     

Third, tedmag.com  is also committed to bringing you industry news as it is happening. Every day, you will see new stories as they happen, so you don’t have to wait until your magazine comes in the mail. Try making tedmag.com the place you visit daily for all of your industry news.           

And finally, we are going to build a social community. If you haven’t yet, now is the time to joins us on Facebook, Twitter, and Linkedin.  We think this is important because it allows you the chance to provide immediate feedback. Sometimes, the conversation will be industry related.  Sometimes, it will be about the price of gas, a change in the weather, or who is going to win the Super Bowl. Check us out every day. Share your thoughts. Get to know other members. I am personally inviting you to be a part of this community.    

Those are our New Year’s resolutions. And, we’ll be keeping them through all of 2013 and beyond. 

Scott Costa
Publisher
tED magazine

PS: Don't forget to take the tED reader survey. Your opinion counts!

NAED Education & Research Foundation Chair Christopher Hartman,
EVP and CEO, Rexel Holdings

As 2012 comes to a close, I want to thank you for your support to the NAED Education & Research Foundation.  Your generous contributions have helped with the development of best-in-class training created specifically for our industry.

If you haven’t contributed this year, please consider supporting the NAED Foundation’s Annual Appeal Campaign. Every dollar raised goes directly to education and research and will help foster a stronger workforce that is ready to face the demands of the future.

Your past support has resulted in programs such as Branch Management University, EPEC Lighting  as well as the NAED Learning Center.

It is my hope that you will keep the NAED Foundation in mind as you finalize your end of year charitable giving. Making a tax-deductable charitable contribution is easy. Just download the form and mail it in.

Don’t forget that you can also make a legacy gift to the NAED Foundation. These gifts can be an important part of your overall retirement and estate strategy.

I wish you a happy and healthy holiday season with a New Year filled with peace and prosperity.

Michelle McNamara
NAED Senior Vice President/Executive Director of NAED Foundation

As the East Coast continues to recover from the devastation, the need for help continues in the hardest hit areas. The NAED has been working closely with the Federal Emergency Management Agency (FEMA). One major concern is the need to ensure the availability of electric power and heating components. This is especially important now that the temperature is dropping below freezing.

Approximately 8,100,000 homes and businesses initially lost power and with thousands still in the dark, FEMA created and is funding the Sheltering & Temporary Essential Power  (STEP) program. This program will allow residents to remain or return to their homes until permanent repairs are completed.

The STEP program is creating a great demand for the following items including:

• 8’ electric baseboard heaters (9220V/120V)
• 20 gallon electric water heaters
• power panel (single phase, 110/150/200 amp, 12 breaker or more)
• meter boxes and sockets
• buss bars
• weatherheads
• service cables
• residential electric components

It is very important to have enough of these products in the New York City region because they will allow FEMA and their state and local partners to do their work in getting Sandy survivors back into their homes.

We, the electrical supply manufacturing and distribution industries, can help by providing the materials this program needs. By working to maintain sufficient inventory and by expediting shipments, if needed, to local suppliers and contractors, we can make great contributions that are critical to the success of this mission.

Our thoughts continue to be with those NAED members that were in Sandy’s path. See the list of NAED members in areas affected by the storm.

I encourage you to contact FEMA Private Sector Liaison Bruce Brodoff at bruce.brodoff@fema.dhs.gov for more information about the STEP program and to let them know if you are able to help.

And even though the election is over, that doesn’t mean that we should all just sit back and let the chips fall where they may. We need to continue our advocacy efforts and make our voice heard. Especially since congress will remain a house divided.

The NAED has developed a new document, a Blueprint for Economic Growth, to help our members further develop the relationships that have been created with their legislators and to help keep employees engaged in the political process in between elections.

The Blueprint breaks down the main policies affecting our industry so they are easy to understand. The main policies include:

• Protecting pass-through entities
• Protecting LIFO
• Ending the estate tax
• Overcoming burdensome regulations

I highly encourage you to share this important information with your employees and your elected officials.

Consider inviting your congressman to your facility for a visit. Or, visit your elected official in Washington, D.C. The NAED’s Government Relations team will be happy to help you organize and schedule your advocacy efforts.

Visit the NAED’s Government Action Center at naed.org/tellcongress for additional resources. Another way to keep current on issues as they happen is to subscribe to our Government Interest list. 

Make your voice heard. Set an example of political advocacy for your employees and encourage them to be advocates for our industry.

Why?

Because you know you will receive top-notch education that is specifically geared towards those in the electrical industry. You also know that you will receive guidance by the dedicated NAED Foundation staff that understands your business. NAED is your association!  We exist to provide you tools to educate those individuals responsible for helping you run your business. 

Each year we ask you to donate to the NAED Foundation’s Annual Contribution Campaign and this year is no different. The NAED Foundation counts on your support to continue to provide crucial training to our industry. Please consider donating to this worthwhile cause.

Thanks to past contributions from members, we havebeen able to:

• Launch the Branch Management University 
• Develop enhancements for the NAED Learning Center 
• Expand the EPEC program with a lighting specific module, training intensive bootcamp options and a version that has been translated into French.
  
• Design and implement Certified Electrical Professional  (CEP) program preparatory courses

These accomplishments prove that donations to the Annual Campaign produce results contributors can see. For example, the NAED Learning Center has been used by members to track nearly 100,000 training activities and more than 535 people have received their CEP certification.

Your support enhances these programs that develop a more knowledgeable and effective workforce in all areas of your business. And through these programs, we are helping to ensure that we can maintain a skilled workforce that welcomes future challenges and opportunities.

All contributions to the NAED Education & Research Foundation are tax-deductible and go to important program development.

You can help by downloading a contribution form and mailing it to the Foundation. The campaign runs through June 2013.

Thank you for your generous support.

Last summer, the results from South Central Region Council’s Technology Benchmarking Survey told us that, as an industry, we’re all in different places, but the issues relating to long-term growth were the same.

The Council has chosen to help us again this year by developing the research further and launching the 2^nd annual Technology Benchmarking Survey that will allow individual electrical distributors to evaluate where they are today, develop a roadmap to world-class performance, and benchmark their overall progress with technology.

This short 10-15 minute survey is currently active and I encourage you to participate.
Click here to proceed to survey.

The information collected here will be used to create tools to add more end-customer value, make the supply chain more efficient, and reduce costs for all parties involved.

In addition to collecting additional research, a task force of distributor Chief Information Officers will use the survey results to build an awareness of the industry’s ongoing technology issues so that everyone is up-to-date and current on these issues, while allowing individual distributors to leverage their own unique advantages.

I think you’ll find it beneficial to explore the Strategic Technology website and find ways to take advantage of the new resources that are available. Currently, the site offers the results from the 1^st Technology Benchmarking Survey, which can help you gauge your tech investments, as well as customer assessments, videos and suggestions for connecting with others in the industry.

Technology is always changing, and it’s NAED’s goal to make sure this site is updated as new, relevant information becomes available. This is an important topic that can make a big impact on our operations, relationships and future talent. I urge everyone to stay informed.

NAED can easily alleviate this stress for your branch managers. Earlier this week, we unveiled an enhanced Branch Management University website that truly acts as a one-stop spot for the tools, advice and training that branch managers need to be successful.

As you might remember, we first launched this educational tool in April 2011 as an online portal to equip industry leaders with the knowledge and resources to be successful in four key management areas: customers, operations, financials and employees.

You can watch the following video to learn more about the enhanced university options.

Branch Management University still acts as this online educational portal, but we’ve updated the format to build on these areas. The updated program features:

• Three new online modules on business ethics, sexual harassment, and financial decision-making;
• Two-day Branch Management Bootcamps led by industry experts;
• Access to relevant industry news and features;
  
• Easy online enrollment forms; and
• A formal, position-based curriculum organized into core and elective courses at the 100, 200 and 300 course level that will be available in October 2012.

We will be holding our inaugural Branch Management Bootcamp in Chicago, IL, October 22-23, 2012. Don’t let the name fool you - you don’t have to be a branch manager to attend. We’re encouraging anyone that is involved in managing a branch location with direct reports, including operations managers, sales managers and warehouse managers, to attend.

This intensive training bootcamp will focus on leading employees and managing day-to-day business effectively. Sessions will teach you how to develop leadership skills, coach employees for success and motivate your workforce. You can view additional information on the Bootcamp tab at www.naed.org/BMU.  There are currently only 25 spots available in this first session, so don’t wait to reserve your spot.

I firmly believe that our company’s emerging leaders need to start preparing for their future roles today. You can begin this process yourself by exploring the enhanced Branch Management University format at www.naed.org/BMU.

This year, we’re changing the format just a bit to give everyone the chance to do more of what they love at our conferences – networking and education.

NAED is devoting the entire first day of each event to education so that all attending distributors can get the information they need to do business better. Our sessions will look at key industry issues and trends, including the effects of the Affordable Care Act, talent recruitment and retention, selling LED lighting and motor controls, app technologies, and much more.

The following few days will give attendees the chance to focus on building their relationships with partners via B2B booth sessions, peer networking groups, luncheons and receptions and much more.

Our Eastern Region Conference keynote, Kirsten Powers of Fox News, will also be delivering a hot off-the-press view from Washington just one week after the national election.

I hope all our members will take advantage of the opportunity to connect with partners, industry experts and the latest trends at our regionals. Coming away from these events always leaves a lot of information and business cards to digest. Here are a few tips to help you get the most out of your experience:

• Prepare. Know who will be there and prioritize who you will see according to which issues or opportunities you need to address with them. Reach out to your staff to get suggestions, and be sure to take into account new business relationships, not just ones that may be strained. The attendee list will be available on the event site in mid-September.
  
• Plan. Time is of the essence so make a schedule and stick to it. Don’t wait until the last minute to start scheduling meetings either – many distributors and manufacturers book their time three months before these events. If you can lock down meetings ahead of time, you will stay more organized and focused throughout the conference.
  
• Participate. You can’t reap the benefits of attending if you aren’t involved. NAED is certain you will get more than what you put into the region conferences. From peer networking groups to educations sessions, the things you will learn and the contacts you make will garner results for your company.
  
• Persist. Be ambitious in setting up meetings with suppliers, distributors, or reps. If you don’t hear from someone you would like to meet with, take the initiative and give them a call. Even a 15-minute meeting can be effective at establishing a relationship. If their schedule is already full, they may be willing to accommodate you later on.
  
• Put in place. Use the plane ride home to look over your meeting notes and draw key takeaways. Determine next steps from those takeaways, and organize new contacts and write down key information about them before you forget it. Share new ideas and contacts with the staff upon your return.

Make plans to attend the Eastern Region Conference. Register today or contact NAED Member Services for more information.

This was our second annual event, and I’m pleased to see that participation grew – both in the number of attendees and in the number of meetings – from last year. It shows our industry recognizes the need to form strategic relationships with their elected officials and that those officials want to hear from us.

Right now, you don’t need to go to Washington to drive government change. With elections less than four months away, all you need to do is vote. And urge others to do it too.

Need a reason to vote? Watch this video.

This week, NAED Government Affairs launched a “Get Out The Vote” campaign to encourage the industry to take its voice to the voting booth. At our Government Action Center, you’ll find information for casting an informed ballot in your zip code.

You’ll also find some tools for leading workplace voter education efforts. These initiatives are as simple as:

• Sending an email. Use NAED’s calendar and letter templates to send an all-staff email, reminding them of voter-registration deadlines, early voting dates and Election Day.
• Hanging up a poster. Download a “get out the vote” poster to print and post in a break room or other office common area.
• Holding a meeting. Use an event or staff meeting to discuss political participation. While you can’t tell employees how to vote, you can let them know which issues matter most to your company.
• Providing time off. Help your people get to the polls by allowing some scheduling flexibility on Election Day.

Our registered lobbyist Ed Orlet, vice president of NAED Government Affairs, can also help you arrange onsite candidate meet-and-greets and voter education events. Don’t hesitate to contact him with questions or ideas.

Leading up to Election Day, we’ll be rolling out some new features on the Government Action Center, including voting records from the 112^th Congress and real-time election results. Keep up with the latest developments with our Government Affairs e-newsletter.

Watching the games this weekend, I thought about the 10,000-hour rule identified in Malcolm Gladwell’s book, Outliers: The Story of Success. Through the stories of Bill Gates, The Beatles, and other successful individuals, Gladwell shows us it takes 10,000 hours to master any skill.

Imagine what 10,000 hours looks like to an Olympian. The dedication to perfection, the perseverance to get back up after falling, the discipline to keep practicing after a victory – all for the chance to compete for a “best in the world” title.

It’s a storyline that resonates because we’ve all wanted something and set out to achieve it.

For many of us, this transpires professionally. We commit to a career goal and work hard for it. And in doing so, we accumulate experience and knowledge that helps us improve our game.

An ever-growing number of industry professionals are showing their dedication to our sport by pursing the Certified Electrical Professional designation.

CEP is our industry’s gold standard. It signifies proficiency in the quality, experience and knowledge that help us achieve success and that our customers depend on.

It also signifies a commitment to ongoing professional development, and those of you who invested the time to achieve the CEP designation in August 2009 must now confirm that commitment through recertification.

Don’t worry – unlike the Olympic trials, recertification doesn’t require 10,000 hours of mastery. Just 30. Here are five ways you can earn these credit hours:

• Company training activities. Earn an unlimited number of credits through employer-provided training. Just provide a certificate or letter verifying attendance and any training materials that identify the relevant subject matter.
• Industry training and workshops. Get unlimited CEU credit for your attendance at seminars, workshops or conferences that relate to electrical distribution topics. This counts attendance at all NAED events as well as training through the NAED Learning Center, including EPEC and EDGE. Submit a letter or certificate saying you attended, along with a description of the relevant course material and instructor qualifications.
• College or university courses. Industry-related coursework at an accredited college or university can also count towards CEP recertification. Obtain unlimited credits by providing a course transcript, grade report, or verification form issued by the institution.
• Presentations and development activities. Earn up to five credits for speaking at a professional education seminar or developing a new learning program related to electrical distribution. Provide a copy of the presentation, activity proposal or other documents that demonstrate the subject matter and amount of preparation time.
• Leadership activities. Gain up to five credits for serving in a leadership role within an industry organization. Qualify by providing information about the organization and the role held.

The CEP designation sets our industry’s sales professionals apart from others in the retail space. I encourage everyone who’s earned it to keep it by recertifying. And for those of you who haven’t yet earned it: Go for the gold!

As supply-chain managers, we’re all too familiar with the dynamics of the push-pull relationship. We’ve studied its theories and applied it to marketing strategies. But how many of us recognize its presence in the recruiting sphere?

HR managers are constantly pushing new opportunities out there, working to pull the most qualified people to businesses.  But, as any good distributor knows, you have to create demand.

A recent report in the Harvard Business Review found the job search never ends for most so-called young, “high achievers” – the people you need for future leadership.

In fact, 75 percent of these folks reported participating in job interviews, sending out resumes and contacting search firms at least once in their first year of employment.

What does “demand” look like for these potential candidates? Researchers told the HBR it looks a lot like formal development with training, mentoring, coaching, combined with on-the-job development and access to “big opportunities.”

Nearly 100 emerging industry leaders had the chance to experience much of that more formal development at last week’s 2012 NAED LEAD Conference. Attendance for this event jumped 115 percent from last year, and I think that speaks volumes about what up-and-coming leaders are looking in professional career development.

It also says a lot about the 54 member companies that invested in their employees by sending them to the conference. Clearly, as the channel focuses on recruiting and retaining talent, many are starting to recognize the importance and value of training, mentoring and coaching.

I’ve heard many members express deep concerns about the need to strengthen the industry’s talent pipeline. Managers discussed this in great detail during the LEAD Conference, and HR professionals will be sharing their perspectives at September’s HR & Training Conference. It’s also going to be a big topic at our regional meetings.

Collaboration often drives the best solutions into being, and I’m sure that’s how we’ll arrive at an answer to our industry’s recruiting challenges. But getting there depends on you. Share your ideas with NAED, take advantage of our training resources and sign up for one of our events. The more perspectives in the room, the better.

It’s already mid-July, and in just a few weeks, we’ll be opening up registration for our first regional conference of the 2012-2013 year. You’ll be hearing more about what’s in store for those events very soon.

Before we get into the future, I’d like to take quick look at the last six months. NAED has made a ton of progress, and it wouldn’t have been possible without your continued involvement.

Here are some of our latest developments.

Expanded Research & Education

Last month brought the close of the NAED Education & Research Foundation’s 2011-2012 Annual Contribution Campaign, raising more than $280,000 from more than 120 member companies to our industry’s ongoing education efforts.

Every dollar that goes into the NAED Foundation’s annual campaign is funneled into course development, and as a result of the channel’s support over the years, we’ll be expanding our training offerings this fall. Stay tuned.

This spring, we released Terms & Conditions: Reading the Fine Print, research commissioned by NAED Foundation’s Channel Advantage Partnership to help distributors protect themselves against unintended contract consequences.

Legal researcher Bernie Heize held a number of webinars on this topic and even joined us at the NAED National Meeting for a special workshop. If you haven’t seen this material already, I urge you to go to the NAED Learning Center  and download the whitepaper and webinar archives.

New Channel Resources

When distributors get involved in NAED, they not only gain access to prime industry networking and relevant education, they also get tools that drive their bottom lines. The last six months has resulted in number of new resources for:

• Energy audits: This spring we launched the motors and drives edition of the NAED Energy Audit Solution powered by ecoInsight. This complements the lighting edition, which today generates efficient lighting proposals for nearly 1,200 subscribers from more than 160 NAED companies.
• Enhancing operations: Last month, we released the 2012 Performance Analysis Report and 2012 Employee Compensation Report, two key industry benchmarks for gauging operational success and compensation and benefits. Get your report today.
• Negotiating contracts: We've worked with ConsensusDocs, a coalition of contractors, suppliers, designers and owners, to simplify contracts by giving members access to more than 90 pre-agreed templates. Our involvement led to development of the 702 Standard Purchase Order for Commodity Goods.
• Credit checks: NAED has teamed up with the Electrical Distributors Credit Bureau to provide easy access to payment and credit information. EDCB’s secure, online portal helps members exchange information about accounts and payment histories anonymously.
  

Increased Industry Participation

In addition to resources, the electrical industry continues to turn to NAED for one-of-a-kind networking, pinpointed education and timely trends. And nowhere do they get more of that then at our events. Attendance at all three regional conferences, along with our National Meeting, was up across the board, and we’re seeing strong demand for our niche events as well.

This spring we expanded our Women in Industry Forum with an intense, one-day boot camp at Panduit’s World Headquarters in Tinley Park, Ill. Response to this event was great – so great we’re adding a second boot camp this fall.

We just wrapped up our second annual Congressional Fly In, which also saw deeper participation. Last week, 40 members headed to Washington D.C., where they advocated for the issues that matter most to our industry in more than 150 meetings with their elected officials.

Next week, we’ll head to Chicago, where current and emerging industry leaders will meet in Chicago for our 2012 LEAD Conference. I look forward to meeting many new faces there, as this event doubled its attendance from last year.

Many more tools and resources are coming this fall, as NAED’s task forces release recommendations on special pricing authorizations, the Supply Chain Score Card, using technology strategically and much more. Keep up with these developments on Newsline and tED.

The tED Think Tank on Linked-In has also received this topic enthusiastically. If you’re not a member of this group, you should be. With more than 2,100 members strong, it’s a great forum for keeping up with trends and thinking within our industry -- and even sound off on your own ideas.

To me, the Think Tank’s lively debate is indicative of a deeper need for the industry to come together, explore ways we can overcome “middle-man misconceptions” and drive home our value assertions.

So let’s have an open discussion. In real time.  At a place that’s convenient for anyone with an Internet connection. Let’s say August 8, at 10 a.m. on Twitter.

We’ve set that date for tEDmag.com’s first Twitter chat, and I hope you use this opportunity to listen and chime in using our hashtag #tEDChat.

Send us your questions on this debate in advance, and we’ll bring them up during the tEDChat. Submit them in the comments below or through any of our social media channels.

Because this is our industry’s first official Twitter chat, questions are expected. Share them with us, read up on Twitter chats, and see the below tips for getting started after you’ve set up your Twitter profile. See you on 8/8!

• Consider Your Tool: Try out a tool like Tweetchat, which helps you see only the tweets with your hashtag. It also automatically includes your hashtag at the end of your tweets. Here’s more about chat tools (along with an extensive list of other chats). Such tools are optional but can make participation easier.

• Plan Ahead: Once the ball gets rolling, a Twitter chat can move pretty fast. Jot down any ideas or questions you have before the discussion so you’re sure to bring them up.

• Follow and Listen: Follow the moderator, @tEDMagazine and click on the hashtag #tEDChat within a tweet to see all the tweets of everyone participating in the discussion. You can also search for “#tEDChat” on Twitter to see everything said during the chat.

• Get involved: Ask questions and share your thoughts, including #tED chat at the end of each tweet so it’s included in the discussion for everyone else to see.

These numbers come from the 2012 NAED Performance Analysis Report and the 2012 NAED Employee Compensation Report – two key benchmarks for distributors looking to strengthen their businesses by gauging their operations against their peers.

Both reports are stocked with valuable electrical industry statistics, such as:

• Typical distributor sales jumped 16 percent between 2010 and 2011 – double the increase seen from 2009 to 2010.
• Median 2011 distributor margins reached 3 percent -- 1.6 percent higher than in 2010.
• Outside sales compensation increased 8 percent from our last comp survey in 2010.

If you haven’t already, I encourage you to order copies of these reports. Then, use the data to:

• Demonstrate progress – Compare your 2011 performance with years past to uncover improvements. Explain to stakeholders how positive steps you took helped deliver those results.
• Set goals – Set your data against that of high performers to set numbers-driven goals for the next five years. The benchmarks will also show you which areas your peers are increasing investments in and where they’re cutting back. 
• Strengthen vendor relationships – When meeting with vendors, use inventory and ROA data as starting points for setting realistic common goals on sales and margins.
• Motivate employees – Recognize your employees for any gains and then give them something to strive for, using unmet benchmarks as targets. Also check the 2012 Employee Compensation Report to be sure you’re still paying them competitively!
• Take it to the bank – or any other business partner that wants to understand how profit is made in a high volume, low margin industry. Industry benchmarks like PAR offer third-party support for showing what’s reasonable and typical.

Earlier this year, more than 200 NAED members took the time to go back through their 2011 operations and respond to our questionnaires for our annual PAR and bi-annual Employee Compensation Report.

I want to thank those distributors for participating. Not only do they get personalized reports that go deeper into these findings, but they’ve also done the industry a huge favor.

We’ll be opening the PAR survey period back up in January 2013. In the meantime, how will you use these benchmarks? Share your ideas with the industry in the comments below.

Raise your voice with the industry at next month’s 2012 NAED Congressional Fly-in. NAED is busy scheduling meetings on Capitol Hill, where members will tell their local elected officials exactly what’s on their mind.

Last year’s inaugural event resulted in more than 100 meetings with lawmakers and staff, and -- judging by the many new faces signed up to attend -- we’re on track to achieve great results again this year. For those planning on joining us, here are a few tips for getting the most out of your meetings with legislators:

• Prepare: Register for this webinar to get advice on making an impact on your legislators. This event covers everything  from the logistics of a Capitol Hill meeting to developing a strong message.
• Think through your story: Be ready to talk about yourself and your business. Remember, your legislators represent you, and they want to know how the policies created in D.C. play out for the folks back home. Your story helps illustrate that.
• Get briefed: You don’t have to be a policy expert. NAED will provide onsite advocacy training and background on the issues to help you speak the language of your elected officials.
• Don’t panic: If you get caught off guard by a question, fall back on your personal story and refer staffers to NAED’s registered lobbyist, Ed Orlet, with specific questions.
• Follow up: Keep the connection going after the Fly-in by sending an email or thank you note when you return home. Use this chance to reiterate any points of significance.

As I’ve mentioned before, the Fly-In, part of the NAED Government Affairs initiative, is an excellence chance for our industry to educate lawmakers about the real-life effects of their policies on business. If that inspires you, it’s not to late to join us. Register before the hotel cutoff on June 18.

Every so often, we hear rumblings in the age-old direct vs. distribution debate. In fact, a member recently pointed out an article in BICSI News Magazine that took the pro-direct view.

It’s always important to remember our manufacturing partners and customers have options, but it’s equally important to remember the vital role distributors play in the supply chain.

Distributors bring value to both sides of the supply chain. They are the pipeline that moves product, allowing customers and manufacturers to focus on the things they do best: Win and complete projects, and craft and make innovative products.

Many contractors buy for reasons beyond price. Timely, local deliveries, inventory management, credit services and third-party advice -- these are just some of the critical services distributors pass on to customers, saving them time, costs and resources they might otherwise burn through.

Likewise, we provide the infrastructure manufacturers need to bring their products to market. Promotional support, custom-order coordination, logistics and returns are among the benefits we offer our supply partners. While there will always be manufacturers that choose the direct selling approach …

We’ll Still Be Here

Hundreds of manufacturers still value the $70-billion-plus electrical distribution industry as the best route for bringing product to market. Here’s why:

• Convenient, one-stop shopping: Distributors stock an array of brands, technologies and supplies to meet the needs of their customers. They package individual supplies into convenient, time-saving kits and store the products until you need them. Imagine the investment you’d need in warehouse space alone if you had to start buying direct.
• Trained and experienced sales professionals: Many have years of experience under their belts and are trained and well versed in electrical products. The Certified Electrical Professional designation helps contractors recognize these individuals. Distributors require hours of annual in-house training, and many manufacturers work with their distribution partners to provide sales training.
• Logistical infrastructure: Electrical distributors understand the needs of the markets they operate in because they’ve spent decades cultivating local contractor relationships. As their customers grew, many also expanded, opening branches in strategic locations to bring the same timely and dependable services to their customers.

What We Can Take From This Debate

For many in the electrical industry, this debate is a no-brainer: Direct buying and selling just isn’t a practical, all-encompassing solution. There are, however, people who continue to like to undermine our channel.

Let these moments be reminders that our industry is operating under fiercely competitive conditions and that demographics, supply-partner concerns and customer needs continue to change.

This debate will continue so long as technology excites and enables the sell-direct crowd. And distributors need to be listening.

Virtually anyone can set up shop online, but can these folks replicate our value-adds? We need to be watching for unseen challenges they recognize first and what other solutions they bring to the table.

Similarly, the debate exposes the necessity of websites and e-commerce capabilities. These are no longer options. If you don’t have a web presence, you don’t exist to a growing rank of customers that turn to Google before anything else. Plain and simple.

NAED is arming its members with the resources and tools they need to take their businesses ahead. Visit the NAED Technology Task Force to obtain strategies and best practices for using technology to effectively engage customers.

One final thought: Lack of product knowledge is a common charge among manufacturers that choose to sell direct. Distributors have a responsibility to ensure their sales teams are familiar and confident in their knowledge of the products they sell.

Professionalism and quality are essential for maintaining the viability of the channel. Encourage your people to participate in programs like EPEC, CEP and other resources on the NAED Learning Center. Investing in ongoing industry training and education shows your customers and supply partners you take these traits seriously, while also strengthening your business.

There, the Forum presented the 2012 Women In Industry Trailblazer award to Nancy Goedecke, chairman and CEO of Mayer Electric Supply. I’d like to extend big congratulations to Nancy, who’s known throughout the industry  for her strong leadership, commitment to excellence, and dedication and support to helping others in and beyond the industry.

The Women in Industry Forum plays an important role in securing a promising future for our industry. With every bootcamp and conference, educational session and luncheon, this active group fosters a supportive and encouraging environment for women serving our channel.

This group is vital for promoting the electrical industry as a welcoming, diverse place for new talent and potential business partners.

Men may make up the majority in today’s channel, but, as demographics indicate, women are quickly filling our pipelines for talent, customers and business colleagues. Consider these stats from Trends Magazine:

• Two-thirds of college degrees granted in the United States and Europe today go to women;
• 40 percent of female college students are studying business, compared to just 2 percent in 1966;
• Woman-founded companies in the last 10 years have increased at twice the speed of businesses founded by men; and
• Women-founded companies employ more people than the 500 largest companies combined.

We can’t leave these figures out as we ask ourselves big-picture questions, such as where will our future employees come from, what direction is our market heading in or what does diversity look like in our industry. We also can’t overlook the impact on men and families and how that affects our approaches to policies like staffing, benefits and career paths.

How will these demographics impact your business? Are you taking steps to prepare for tomorrow’s workforce? Have you considered the different ways men and women process information and communicate, and what this means for engaging customers and business partners?

I’d love to hear other thoughts on how the industry is preparing for these changes. Leave your comments in the form below or connect with us on Facebook and Twitter.

As consolidation reverberates through the supply chain, our definition of “competitor” is shifting. I’m reminded of that when I read articles like this one from CEPro, talking about Home Depot’s efforts to become the distributor for low-voltage products, or this one in MDM, talking about the implications of Amazon Supply .

Electrical distributors have always relied on value-added services to set ourselves apart, but for a new generation of customers, who may not know what that means -- and are used to buying everything online -- we need to do more.

The Certified Electrical Professional designation is one way we can demonstrate our quality, value and expertise.

Today more than 440 sales professionals from 70 manufacturers and electrical distributors hold this elite designation. With it, they prove they have the product knowledge, customer service and sales skills that elevate our industry above the retail channel. A certain amount of industry experience and education is also required – qualities that aren’t always prerequisites at big box stores and online storefronts. 

Help your inside and outside sales people stand out from the crowd by encouraging them to get certified. The next exam takes place July 17-27 at testing centers nationwide, and if you register before June 1, you can save $100.

If you’ve already signed up, you have just over a month to prepare. Here are a few tips to get you CEP ready:

• Attend the next informational webinar on June 6 at 11 a.m. eastern.
• Identify your existing knowledge and uncover any areas of weakness with this self assessment.
• Study up with CEP prep courses and worksheets available on the NAED Learning Center.
• Get familiar with the format by reviewing the Candidate Guide and this sample quiz. Those taking the quiz before June 1 will be entered in the chance to win an HD Flip camcorder.
• Download the Code of Ethics that all CEPs must agree to as part of certification.

But before you celebrate, be sure to examine the customer’s purchase order to avoid any unexpected liabilities.

Last fall, NAED launched an investigation into the terms and conditions distributors may wittingly or unwittingly be agreeing to by simply accepting an order without reading the fine print at the bottom or on the back.

Some distributors choose to turn away business rather than accept these potential liabilities. Others learned the hard way that seemingly standard fine print has broad and potentially very costly consequences.

No one should miss an opportunity – or put their business in jeopardy – because the terms and conditions are too complex to manage.

Yet that’s exactly what’s happening, and that’s exactly why the NAED Education & Research Foundation’s Channel Advantage Partnership provided the financial support to explore this important issue.

Those results are now available in the “Terms & Conditions: Reading the Fine Print” whitepaper, which offers an array of examples and best practices from our legal researcher Bernie Heinze.

In the whitepaper and video below, Bernie gives us some red flags to watch for. Among them: 

• Consequential damages that compensate for damages beyond the price of equipment, such as lost profits from lost production or workers’ compensation costs for an injured employee;
• Indemnification clauses that call for you to protect and legally defend the other party from liabilities that may be your fault or the other party’s;
• Pay When (or if) Paid provisions that delay payment – or call off payment entirely – until the contractor is paid; and
• Vague “substantially completed” language that postpones enactment of the warranty period until a particular stage in the project.

I want you all to get the most out of this initiative. Download the whitepaper from the NAED Learning Center, and be on the look out in Newsline for expanded resources, including webinars and updated research.

We’re also actively involved in the ConsensusDocs effort, a coalition of contractors, suppliers, designers and owners agreeing on a variety of contract templates that are great first stops when negotiating contracts. Pay special attention to the 702 Standard Purchase Order for Commodity Goods. We helped develop that template for the coalition and think it will be especially valuable to your business.

This is a critical, complex issue for our industry. It impacts our relationships. The way we grow business. And the way we solve problems. Protect yourself by staying informed.

Yet every day, Congress makes decisions that impact our business.

We can all help lawmakers understand the effects of their regulations and policies on our industry by cultivating stronger relationships on Capitol Hill. NAED is making it easy for you to do just that with the 2012 NAED Congressional Fly-In on July 11-12.

The Fly-In is a cost- and time-effective way to gain valuable face time with your representative. We’ll do the legwork for you, in terms of booking meetings with your elected official, gathering background and providing advocacy training. You just need to show up.

We’re making it even better for you by extending the early bird deadline to May 11. Save $75 by registering today.

The voice of our industry grows louder when we join forces – and with dynamic issues like LIFO, the Estate Tax, and EPACT energy incentives all vitally impacting the way we do business, we must make our positions heard. Join us as we rally for the industry.

When distributors think about safety, their minds often turn to counterfeit products. The Consumer Products Safety Council has recalled more than a million of these electrical products in recent years. Yet, despite our growing experience in this area, counterfeits remain extremely difficult to recognize.

Here are a few things you can do help avoid counterfeit hazards:

• Scrutinize the product, the packaging and the labeling. Look for a certification mark from an independent testing organization, such as Underwriters Laboratories, and the manufacturer's label. Trademarked logos that unusual or slightly off may also signal a counterfeit.
• Trust your instincts. If the price is "too good to be true," it could be because the product is an inferior and unsafe counterfeit.
• Be extra vigilant when buying from an unfamiliar source or an online retailer. Know who you’re doing business with and check with the testing labs to ensure they are legitimate. Contact the brand-owner manufacturer if you have any doubts that the product is genuine.
• Finally, report safety-related incidents to the manufacturer or the U.S. Consumer Product Safety Commission.

Counterfeiting is one of the biggest safety challenges our industry faces, but it’s certainly not the only issue. Today’s global economy, paired with emerging technologies in electric vehicles, renewable energy, and smart automation, continues to impact and evolve standards. Stay current on electrical safety with these tools:

• National Electric Code books: NEC revisions came out last year. Are you operating up to code? NAED members can save $29 off the list price by purchasing them through NAED. Get the latest edition today.
• NAED Learning Center: Take a course on OSHA Safety Standards, enroll in our Electric Product Education Course (EPEC) program or revisit our whitepaper on “Theft & Fraud in the Electrical Distribution Industry” all available through this convenient, online training portal.
• ESFI’s “How Do You Know?” resource: This workplace safety initiative from Electrical Safety Foundation International features videos, self-assessments, best-practice tips and more to help employees stay safe on the job.

NAED is committed to providing you with the resources and training you need to operate safely and successfully. Do you have a safety trend you’d like us to explore in more detail? Leave your suggestion in the comments below.

• The chance for face time. B2B booth sessions and peer-networking groups are great venues for catching up with familiar contacts, while getting to know new ones. Clear some afternoon time before sightseeing excursions to attend one of these meetings.
• The colorful name-tag ribbons. This is your chance to mingle with experts and professionals of all different backgrounds. From first-time attendees to counterparts in sister organizations -- and even colleagues from overseas -- this meeting brings together many perspectives. Review our attendee list , and be on the lookout for special ribbons tacked on to attendee name tags.
• The free food and drinks. You come to the National to get smart on the latest trends. But you also come to network! Be sure to stop in the breakfast, cocktail and desert receptions hosted by NAED's allied partners  and associate members. They are not to be missed!
• The moments of tribute. Once a year we take time to celebrate the hard work and contributions of our industry leaders with the bestowing of our NAED Annual Achievement Awards. Join us for this special closing ceremony-turned-bash featuring live entertainment from Bruce In The USA - The World's Number One Tribute to Bruce Springsteen and the E Street Band.
• The possibility of coming back. If the spirit of the nation's capital -- paired with our government affairs education session -- has you charged for change, come back to D.C. with us this July! The 2012 NAED Congressional Fly-In is your ticket to meeting with key lawmakers and their staff on issues that impact your business.
  

Look forward to seeing all of you this week. And be sure to drop me a line afterward, letting me know how your experience went.

According to the Washington Post’s Ezra Klein, there’s a new word in the Capitol Hill lexicon: Taxmageddon. At the end of 2012, a number of tax provisions are scheduled to change, expire or go into effect that could have an unknowable impact on the slowly recovering economy. These provisions include:

• Increase in the top marginal estate tax rate from 35 percent to 55 percent
• Increase in individual tax rates
• Expiration of the payroll-tax holiday
• Increases in tax rates on capital gains and dividend income

A number of these provisions are routinely extended at the last minute. Cuts to Medicare providers have been an issue since they were first enacted in 1997, but they have never happened. Policy makers call this the “doc fix,” which seems to indicate they never actually plan to cut the rates.

Congressional Republicans are working to avoid the cuts to military spending they agreed to in the recent debt ceiling debate. Some are estimating the debt ceiling will need to be raised again before the election, but that’s a crisis unto itself. Take a look at this chart via Klein’s Wonkblog from the Committee for a Responsible Federal Budget.  It details the changes scheduled to lead to Taxmageddon.

If you haven’t noticed, this is an election year. With divided government in DC, any progress towards averting Taxmageddon prior to the election is, let’s say, unlikely. Add to this “budgetary free-for-all” the United States’ recently earned dubious distinction for having the highest corporate tax rate on the planet, and you can see that the stakes of this debate will be very high.

While many policy makers -- including the president -- have called for cuts to the corporate tax rate (and elimination of “loopholes” read: deductions), Profit Planning Group estimates that more than half of NAED member companies function as “pass-through entities.” So cutting the corporate rate, raising the individual rates and limiting deductions will actually amount to a devastatingly large tax increase on pass-throughs.

Another variable for distributors to worry about in tax/budget reform is LIFO repeal. Repeal was once again included in the president’s budget blueprint, and it will be in play during the coming tax fight. Some policy makers paint LIFO as an “oil company tax break” since energy companies hold the greatest amount of LIFO reserves. Unfortunately, electrical distributors must avoid being collateral damage in the war against Big Oil.

Election day is November 6. The U.S. House of Representatives has scheduled 16 legislative days for its lame-duck session before the end of the year and Taxmageddon. That’s not a lot of time. If you thought the debt ceiling debate was the height of hysteria, you ain’t seen nothin’ yet.

Join other NAED members as they take their voices to Washington during the 2012 NAED Congressional Fly-in happening July 11-12. NAED staff will help prepare you with scheduling, training and background information. All you need to do is register and attend.

Ed Orlet is vice president, NAED Government Affairs. Contact him at governmentaffairs@naed.org.

After a winter that seemed focused on the economy and the 2012 election, clean energy is back in the national spotlight. And that’s good news for distributors.

For us, it’s a topic that never quite goes away, but when energy issues are top of mind for everyone, our business opportunities grow stronger. Here are some new developments putting clean energy back on the radar right now:

• Gas prices are back up. Gas prices have been heading towards $4/gallon since January, spurring more discussion about foreign-oil dependency and alternatives.  
• Retrofits and lighting upgrades are the norm. Tax incentives, higher energy costs and the incandescent light-bulb phase out have pushed retrofits into the mainstream.
• Clean-energy standards are coming. The Clean Energy Standards Act of 2012 is the latest proposal. Introduced this month in the U.S. Senate, it calls for 84 percent of power produced by large utilities to come from low-carbon sources by 2035.
• EVs remain a national interest. President Obama announced his goal for 1 million electric vehicles by 2015, the same year Pike Research says the equipment market will grow to $1.8 billion.

Distributors will want to take advantage of these trends, and NAED tools and resources can help.

Consider, for example, how much more effectively your sales teams can make the case for a lighting upgrade with a mobile tool like NAED’s Energy Audit Solution powered by ecoInsight. 

Distributors that have used it say they’ve saved 30 to 40 percent more time during the lighting proposal process, and the response has been so positive, we’re getting ready to expand functionality so that users can take photos in the field and mark them up, record audio notes and calculate deeper savings. We’ll also be launching a motors and drives edition in the coming months. 

EVs and renewable energy present other opportunities. I recently told you about the NAED Electric Vehicle Conference, happening June 20-21 in Dallas. Our industry has an important role to play in helping build out the infrastructure that’s needed to charge electric cars, capture the sun’s rays and move wind power from the turbine to the grid. And distributors must make informed decisions when thinking about these markets.

That’s precisely why we’re continuing to research Going Green topics, offer resource like the Solar & Wind portal and work with third parties like Solar Energy International to provide relevant industry training. I encourage you all to stay informed, get involved and tell us what in clean energy matters most to you.

This is good for the electrical industry, as it means more opportunities, new relationships and new markets. But EVs also have their skeptics who say demand isn’t there or that prices are just too high. This article about the Detroit auto show does a good job of analyzing carmakers’ view on the market.

Skepticism aside, we distributors need to be paying attention. Higher gas prices and fuel-efficiency standards will continue to push EVs into the spotlight. Our industry must use this time of early adoption to get smart on the players and technologies our customers will need in the years to come.

We also need to think about how our unique position benefits the market. We are not alone in this area: Traditional consumer channels like Amazon and Best Buy are jumping into the fray, and we must assert our value if we want to own a piece of the EV pie.

NAED is here to help you do that. This summer, we’re planning to host our first ever Electric Vehicle Charging Conference, bringing distributors and manufacturers together for an inside look at the EV opportunity. Stay tuned to Newsline and our Facebook and Twitter channels for the latest information.

As NAED plans future EV resources, I’d love to hear from you. How are you entering this market? What ideas or questions do you have? Drop me a line in the comments below.

• Branch Manager University, NAED's comprehensive educational platform and online resource giving current and future leaders the skills they need to meet their business, professional and personal goals;
• University of Industrial Distribution, a leading educational program for the industrial market, offered through Purdue University in partnership with the industry;
• NAED's LEAD Conference, a networking and education event for current and emerging leaders in electrical distribution;
• Certified Electrical Professional designation, which gives participants credible recognition for their industry expertise;
• Women in Industry Forum, a venue for women leaders to build connections, share experiences and increase visibility for women in the industry.
  

What opportunities are you giving your employees? NAED is always looking for new ways to help our members keep and cultivate tomorrow's industry leaders. Send me your ideas.

Packed among the dramatic plays, top-notch entertainment and quirky ads, the big game brings to light the latest opportunities in our industry, such as: 

• Alternative Energy: Power generated at a North Dakota wind farm will offset 15,000-megawatt hours of game-time electricity, courtesy of credits from Green Mountain Energy Company, which is also donating a solar array for the city’s neighborhood revitalization project.  This green power will be associated with use at Lucas Oil Stadium, the Indiana Convention Center, media center and surrounding hotels.

• Energy Efficiency: Last year, GE estimated more than 11.3 million kWh of power were consumed when 158.5 million TVs tuned into the big game. Leading up to this year’s game, the NFL took a series of steps to address environmental impact, including investment in 800 home energy audits. The stadium itself also saves energy through a CPI daylighting system and fans that circulate the air efficiently.

• EV Charging Stations: As thousands of fans converge on Indianapolis, they’ll see a city gearing up for the widespread adoption of electric vehicles, with charging stations at the airport and Super Bowl Village, the epicenter of all things football.

• Integrated Technology: CNN declares this year’s game “the most high-tech ever,” and judging by the stats, an enormous amount of cabling and equipment was needed to make it happen. The stadium boasts a massive data center, capable of storing 100 terabytes of data; 3,500 HD screens hanging throughout the stadium; and the world’s largest video board -- 600 tons, 72 feet tall, 160 feet wide and 25,000 square-feet of displays.

• LED Lighting: For those who only tune in for the commercials, be on the lookout for Audi’s use of LEDs. The luxury carmaker plans to use them in its prime advertising slot to promote its 2013 sedan. You may also catch a glimpse of LED technology as the camera pans out to Super Bowl Village’s spectacular lighting display. 

In 20 years, we can look back on this game and see the big trends that drove our industry. Will you be prepared?

• Slight changes can leave a lasting impact. Executive leaders were charged up by keynote speaker Sean Tuohy, who used his inspirational story as seen and heard in The Blind Side  to demonstrate how small, positive changes, like smiling or using first names, can give employees the encouragement they need to aim high.
  
• You are keeping score. Many members are using the Supply Chain Scorecard to benchmark profitability, efficiency and relationships within the channel. If you're not one of them, I encourage you to see what the buzz is all about.
• Special pricing remains an issue. As the NAED continues to look at improving the SPA process, members discussed launching a more in-depth study as well as a calculator tool for determining the true cost of handling SPAs.
• We're tuned into technology. Our technology education session drew some of the largest crowds, as members came out to hear how panelists from the industry were implementing technology strategies. We'll be including this topic in future events, so put this session on your schedule.
• Diversity is critical to our future. Programs promoting women in industry and the multigenerational workplace have us, as an industry, looking inward to discover how we best evolve and grow. I heard members talking frequently about building on these topics with diversity initiatives. Keep an eye out for this emerging area.
  

The event also offered a chance for me to see how broad industry trends and issues play out at the regional level. One such trend that's really resonating throughout the west is renewable energy.

After a year of exploration on the topic, the Western Region Council unveiled a new web resource for NAED members looking to take advantage of new opportunities in wind and solar. Check it out and look for it to expand in the future.

Our education and networking sessions gave attendees an opening for frank discussion on the tactics and tools they need to succeed in the months and years ahead. I look forward to seeing this again in just a few weeks at our South Central Region Conference. Folks in that region are encouraged to sign up and attend!

• All responses remain confidential.
• NAED staff never sees your individual results. The Profit Planning Group, a third-party profitability research firm, conducts these surveys on our behalf.
• The results help our industry operate profitably, productively and efficiently, which benefits our individual businesses and our customers.
  

Make 2012 the year you participate in these surveys. Scope out a sample PAR survey, check out the video below, and revisit survey webinars on the NAED Learning Center. Get familiar with the format, watch for the surveys in the mail and respond. It's that simple.

Then, get your personalized PAR report for $300, along with the PAR Highlights report that's free to participants. The Compensation Survey is also discounted for participants to $95, or $295 for those who chose not to participate.

Have a question? Leave a comment below or contact our Member Services at 888-791-2521 or memberservices@naed.org.

That's why I'm a bit surprised by Congress' recent tweaks to the new energy-efficiency standards for light bulbs set to go into effect January 1, 2012. The industry has spent years preparing for this switch; why change the game at the 11th hour?

Yet that's just what Congress did earlier this month in tacking to a spending bill a measure that defunds the Department of Energy's enforcement of the new efficiency rules for one year.

The move doesn't change much. The standards, requiring a 25 percent efficiency improvement on light bulbs, will still go into effect. Manufacturers will still make more efficient halogen bulbs, CFLs and LEDs. And phase out of the older incandescent bulbs will still occur as electrical distributors work to move these bulbs out of their inventory.

The only change is with enforcement: With no funding to police non-abiding players, the DOE cannot monitor the industry to ensure it follows the standards.

These changes may create some confusion, and customers will likely have questions. They may want to know whether incandescent bulbs are a smart investment. They may wonder whether their availability is illegal.

Well, to be clear, the 2007 Energy Independence and Security Act, which brought the standards into law, was not repealed. It still prohibits introducing older incandescent bulbs into the chain of commerce. (For another take on this issue, check out this enlightening video from CBS News.)

The NAED will continue to watch this topic and bring you any information on legislative or regulatory changes that impact your business. Follow the latest news with the NAED Government Affairs Action Center and its Twitter feed, @NAEDGovtAction. With 2012 an election year, we expect lots of activity. Stay informed and get involved!

• The arrival of the first phase of the Energy Audit Solution powered by ecoInsight, enabling members to track and calculate energy-efficiency savings;  
• The launch of the highly anticipated Branch Manager University for preparing future industry leaders;
• The release of new research projects and webinars focused on trends and opportunities in energy efficiency, the smart grid, and lighting, among others; and
• The expansion into new markets with the introduction of a membership classification for international distributors.
  

But it's not the number of projects that made 2011 a truly remarkable year. It's the people. This year, we saw robust member participation, as more than 300 individuals from across the industry gave their time and talents to serving on NAED boards, committees and task forces.

This year also brought the NAED's first Congressional Fly-In, where more than 25 electrical distributors traveled to Washington, D.C. to meet with more than 100 lawmakers. In addition, members continued to take advantage of learning and networking opportunities offered by our events. The 2011 Women In Industry Forum drew a 30 percent increase in participation, while this year's AdVenture Electrical Marketing Conference experienced a 43 percent jump.

To me, this participation speaks volumes. NAED is your organization. And when you participate -- be it in time on boards and committees, in resources for the Annual Contribution Campaign or with annual dues -- it's because you see value in paying yourself back with NAED's industry-focused training, one-of-a-kind research, networking opportunities and other experiences you just can't get anywhere else.
 
I have always said the NAED is a listening organization, and it's true. Our accomplishments, focus areas and initiatives reflect what matters most to our members. As we look to 2012, I encourage all of you to keep bringing your ideas and knowledge to our events, boards and committees, and research studys. 2011 was a banner year; let's do it again in the months to come!

• Part 1 introduces viewers to the panel and offers insight and advice for adapting technology to your business;
• Part 2 focuses on how the panelists are using mobile apps, online ordering and Twitter for interacting with customers;
• Part 3 looks at how the panelists keep up with new technologies and transition from traditional to digital marketing and cataloguing formats;
• Part 4 examines email relationships and the situations where personal contact and digital contact are most effective; and
• Part 5 discusses the rise of tablet and cloud computing and the implications for doing business.
  

We'll be continuing this discussion on our Facebook page, and your colleagues will also be talking about it at the upcoming Western and South Central Region Conferences. Register for those events and join in the conversation!

• Retain Gen Y with strong immediate managers, who operate with the best interest of their employees;
• Overcome Gen Y's aversion to "grunt work" by explaining how seemingly menial tasks fit in with the big picture;
• Build a relationship with Gen Y by offering feedback and providing support;
• Play into Gen Y's immediate-gratification needs with flexible schedules and career maps with realistic dates for potential opportunities; and
• Don't assume Gen Y likes online training or technology just because they use the latest gadget.
  

As the generation gap widens, the NAED is here to help our members navigate through the myths and facts about today's dynamic workforce. Check out this two-part webinar, courtesy of the Eastern Region Council, for a closer look at the multigenerational workforce.

This is an important issue for our members, and it's not going away. Next month, the NAED's Western Region Conference will feature a seminar by leading workplace strategist Diane Thielfoldt with in-depth insights and tips for attracting, engaging and retaining today's multigenerational workforce. Register for not-to-be-missed event here.

What they do expect you to be is an expert in your own business. And while they are good at creating bills and legislation, they don’t necessarily understand how that legislation impacts your business. They need you – and other voters like you – to clarify those impacts. It doesn’t have to be written or said in legalese either, explain in plain English how that legislation will impact your ability to do business. 

Take LIFO for instance. Many people in Washington, D.C. characterize LIFO as a “tax break for oil companies.” During the fly-in, many legislators and their staff people were shocked to learn about the importance of LIFO to small businesses like electrical distributors. Their ears perked up when distributors explained how changing the LIFO laws would prevent many companies from hiring new employees and maybe force some to close their doors. The distributors weren’t talking in acronyms or jargon, they were explaining – from the heart – how actions done in Washington, D.C. could impact their businesses.

There are other bills, legislation, and regulation that can impact your business besides LIFO. NAED can help you stay on top of those. Visit the NAED government affairs website. We’ll sort through the myriad of bills and legislation and boil it down to the ones that impact your distribution business immediately. We’ll even provide you the background information. It will be up to you to decide how it will impact your business. After that, find your elected officials contact information on the website – or better yet call the Washington, D.C. or local offices – and explain its impact on your business. Believe it or not, they will welcome candid input from a business leader or constituent from their district or state. 

Let me give you a few facts –you probably know this from experience – on why speaking up is important.

According to Trends Magazine, federal agencies issued 3,573 final rules in 2010. The same article pointed out that regulatory compliance cost for U.S. businesses in 2010 totaled $1.75 trillion. That is almost 12% of the U.S. GDP and twice the total of all the income taxes paid in 2010. To bring it closer to home, the magazine says that that averages out to about $11,000 per employee for a company with 20 or fewer employees. If you as a businessperson are not asking your elected officials to get a handle on U.S. regulators, expect those costs to go up soon. 

The keynote speaker is going to be Wes Moore, a youth advocate, Army combat veteran, and author who rose above a troubled childhood to receive the Rhodes Scholarship and work in the White House. Moore spoke at the 2011 Western Region Conference earlier this year, and did such a great job that we wanted to bring him back so the Eastern Region could hear his story too. Moore’s presentation focuses on how people can make an impact in the world around them and the qualities that make a good leader.

Are you looking to make business connections that count? There will be plenty of networking opportunities, including the All-Industry Networking Group, the Women in Industry Luncheon, Distributor and Manufacturer Peer Networking Groups, and the Distributor Hosted B2B Booth Sessions. From maximizing marketing efforts to engaging employees to making sure you get paid for what you sell, you’ll also find plenty of value in the education sessions.

Check out the full schedule of events. The theme of this year’s region conferences is “Go Beyond” and I challenge all of our members to do just that. These conferences provide all of the tools necessary to take your business to the next level. Register today and please contact me or Eastern Region Membership Manager Brian Peters at 888-791-2512 if you have questions or would like more information on how this meeting can grow your business.

I am happy to report that we exceeded our goal for attendees for the first time we hosted a fly-in and the people who attended walked away empowered and enthused. You can hear directly from your peers about their experiences in Washington by watching this quick video.

There was a good range in the attendees too, from CEOs to those who deal specifically with government at their companies. A lot of ground was covered too – all in all, NAED members had about 100 meetings total with either legislators or their staff on Capitol Hill. We were also glad to have representatives from HARDI, Electro-Fed, and the Illuminating Engineering Society join us for this event.

The message was heard about the impact that issues like electric vehicles and regulations have on the electrical distribution industry. And moving that message forward does not end with the fly-in. Participants made valuable connections in their senators and representatives’ offices and they will keep on building that relationship in their home districts and states.

We represented the industry well in D.C. and will continue to keep all NAED members up to date on the legislation and regulations that could help or harm business. If you missed out this year, please reach out to a fellow NAED member to find out about their individual experiences. I look forward to the benefits this year’s participants will receive and anticipate that their testimonials will increase our presence on the hill in 2012.

NAED had to meet specific criteria in order to become an authorized IACET CEU provider, which included an intensive application and site visit. Those criteria mean that NAED has to ensure high-quality education and training content in order to keep this status.

From Bottom Line Basics to the Certified Electrical Professional (CEP), there are a variety of ways for individuals to earn CEUs through the NAED Learning Center. View a complete listing of available courses. The CEUs are important to enhancing your company’s training program and benchmarking your associates’ educational progress.

Don’t forget that the NAED Learning Center is an exclusive resource for NAED members. The NAED Member Services team will provide a free consultation to help you figure out a customized training program that will work for your associates. VIP Access to the NAED Learning Center is also available in a variety of ways to fit with your company’s training needs: VIP Access Core, VIP Access Sales, and VIP Access Leadership. Contact NAED Member Services today at 888-791-2512 to get started.

One great example of the need for establishing relationships with our senators and representatives has been the recent discussions of the federal debt limit and the resurgence of the talks about LIFO repeal. Many of our NAED members rely on LIFO, so the push to do away with it is a big deal for our industry. If LIFO is something you are passionate about, imagine the impact you could have if you had already made a personal connection with your legislators’ offices before this issue came to the forefront.  

That’s not saying that the calls you’ve made and the letters you’ve sent to Congress aren’t important, because they definitely are. But just as face-to-face meetings are important to have with your customers, face-to-face meetings are also important to have with elected officials and their staff. There is no better way to make your voice heard than by attending our fly-in and having those in-person meetings with your lawmakers. You don’t need to be a policy expert either; your knowledge of your company and the industry is going to be the most significant thing in these meetings. Our consultant, Stephanie Vance of Advocacy Associates, will set up all of the meetings and NAED Government Affairs will provide all of the materials you need to prepare.

I encourage you to register online now and contact us with any questions. Also, we recently interviewed Talbot Gee with HARDI about their experiences with hosting fly-ins for their members. Please take a moment to watch all three of these short videos; I think you’ll find Talbot’s insight and tips to be very helpful.

AdVenture is designed specifically for those who work in marketing, public relations, communications, or advertising agencies that are in the electrical industry. Whether it’s for a distributor, manufacturer, or manufacturers’ rep firm, everyone is welcome to attend. The conference will take place August 15-17 at the InterContinental Chicago.

As always, there is a great line up of speakers and sessions that marketing professionals in the electrical industry won’t want to miss. This year’s keynote speaker is Ken Schmidt, the former communications director for Harley Davidson. Ken’s address will cover how the rules of customer engagement are changing, and how to use them to your competitive advantage to dominate your marketplace.

tED magazine’s Best of the Best Awards, which recognize marketing excellence and creativity, will also be presented during AdVenture. View the full schedule of events. From green solutions to social media, there is something at AdVenture for everyone to learn and apply on the job. Register online or contact the NAED Conference Department at 888-791-2512 for more information.

NAED’s Manufacturers’ Council recently re-examined the scorecard that manufacturers use to evaluate distributors. Their recommendations were presented during the Manufacturers’ Forum at the 2011 NAED Leadership Summit in San Diego. Check out the updated Scorecard Manufacturers Use to Evaluate Distributors, Recommended Best Practices, and Recommended Industry Vocabulary. This video also explains the updates.

We want to hear what you think should be done to improve the scorecard. Please send your feedback to NAED Member Services by July 25. All comments received by that time will be reviewed by the task force for incorporation into the final documents.

Schneider Electric recently recognized four of their employees for the work they have done on the scorecard. The “2010 People Who Make a Difference” award was given to: Teresa Barnhill, channel program and process manager; Lisa Barger, customer service manager; Dave Konerman, premier program manager; andMelinda Walega, former director of channel operations. Schneider’s citation said that these individuals, “expanded the areas measured by the NAED Scorecard to include electronic ordering, EDI usage, and online usage.” Further, the work “helped 1,746 Schneider Electric distributors improve performance in these key areas.”        

Congrats to Schneider’s award winners and thanks to the NAED Manufacturers’ Council for all of their efforts on this project. For our distributor members, please let us know if you would like to be on a task force that will re-examine the scorecard that distributors use to evaluate manufacturers this fall.

Reinforcing the role of the electrical distributor is extremely important, and that’s why NAED has been working on that issue for a while. Take a look at the research we have done through the Channel Advantage Partnership (CAP), such as Selling Energy Management Solutions and Green Goes Mainstream. We’ve also been able to provide numerous resources like the Selling Green 101 course series through the tED GreenRoom. NAED’s Energy Audit Solution powered by ecoInsight is another great example of the steps we are taking to promote our channel.

Over the last few years we have invited the solar, wind and new manufacturers to our National Electrical Leadership Summit to educate them on the ins and outs of distribution. The value of the Summit is the networking opportunities and people who haven’t attended before can have a harder time because they don’t understand the system. When distributors are at the Summit, they should look for those “First Time Attendee” badges, introduce themselves and set aside some time to talk with the new manufacturers. It is crucial for those manufacturers to understand how distribution works, just as it’s key for us to understand how manufacturers work so we can keep developing a successful relationship.

If you hear of a new manufacturer that is interested in attending the Summit, have them contact Frank Dantona, NAED’s manufacturer liaison. Do you have a question for NAED? Leave it on the comment section below, e-mail us or tweet it for a future “Ask NAED” segment. 

The 2011 LEAD Conference will take place July 21-24 at the InterContinental Chicago. This meeting offers the perfect opportunity for networking, learning and interacting with industry experts. It’s a high-energy conference that strives to get NAED members and affiliates ready for active participation, growth, and leadership within their own organizations and the electrical industry as a whole.

The keynote speaker is going to be Rulon Gardner, American Olympian Gold Medalist, who will share his personal experiences about how persistence leads to success. Also during the event, attendees will hear about ways to understand manufacturer and distributors relations, what contractors want from their trading partners and strategies for being a successful leader.

A special thanks goes to our 2011 LEAD sponsors: Encore Wire Corporation and IDEAL Industries. View the full event schedule. Enhance your emerging leaders’ skills and their place in your company, register now to attend LEAD.

During the general sessions, we heard about the major trends that will define the advance or retreat of globalization and how leaders should go about merging new technologies into their company culture. The valuable education sessions covered everything from the smart grid to the process of business exit planning. There were also several great group discussions via the Alternative Energy Solutions Panel, the U.S. Economic Forecast Panel Discussion, and the Manufacturers Annual Forum.

Everyone enjoyed a lot of great opportunities to catch up with old friends and build new business contacts. During the Reception & Closing Awards Dinner, several of our industry’s leaders were recognized for their service, including John Duda of Butler Supply Company, who was presented with the 2011 Arthur W. Hooper Achievement Award.

Additionally, 2010-2011 NAED Chair Jack Henderson of Hunzicker Brothers passed the gavel to Bob Reynolds of Graybar, who officially began his term as 2011-2012 NAED Chair. I want to thank Jack for all of his efforts over the last year; the association has really benefitted from Jack’s enthusiasm and vision for the future of electrical distribution. We are excited to have Bob as our new chair; he truly has a passion for the people in the industry and a tremendous business sense.

For those who attended this year’s Summit, we would like to hear about what you enjoyed and where you thought we could make improvements, so feel free to leave a comment on this blog. I invite everyone to save the date for next year’s Summit, April 25-28, 2012, in Washington, D.C. In the meantime, watch this video to see more of what you missed in San Diego.

We would love to see more of our NAED member companies supporting the Women In Industry group. The industry’s future success is based on bringing in a younger and more diverse workforce. While women may start with a company, they may not stay in the industry for the long haul without a solid support system. That support system can be established through the Women In Industry group.

Women In Industry hosts networking luncheons during all three of the NAED regional conferences, as well as during the National Electrical Leadership Summit. We are also getting ready for the 2011 Women In Industry Forum, which will take place June 5-8 at the Hyatt Regency Newport in Newport, R.I. The Forum expands on the group’s other networking opportunities, and everyone who attends is sure to walk away with new connections for personal and professional growth, tips for success and a strong support group.

Some of our members have also taken steps to encourage support systems for the women at their companies. Graybar has Women Influencing Graybar’s Success or “WINGS” and Cooper B-Line has established a mentoring program. We hope to see more companies put forth efforts like these as well as participate in Women In Industry.

To find out more about the Women In Industry group, contact Becky Burgess, director of meetings and conferences, at 888-791-2512. Or sign up to receive Women In Industry’s electronic newsletters and information about the luncheons and the annual forum.

Last week, President Obama signed H.R. 4 into law, revoking the expansion of IRS Form 1099 reporting requirements in the new healthcare reform law. NAED, along with many other organizations, including the National Association of Manufacturers (NAM), pushed for the repeal of the 1099 provision.

Last summer rumblings began about the 1099 reporting provision that would affect businesses starting in 2012. After everyone started taking a closer look, they realized that companies would have to file a Form 1099 for every individual or company from whom they purchased more than $600 worth of goods or services in a year. Talk about a big burden for many businesses.

That’s when NAED began asking you to reach out to your elected officials, and send letters letting them know the impacts that this new requirement would have. And you responded – so many of you took the time to send letters on this important issue. You made a difference; the voice of the business community was heard. Take a moment to see if your senator or representative voted for the 1099 repeal, and then personalize and send this letter thanking them for doing so.

This is a perfect example of what can happen when you speak out on the issues that matter. If you have not gotten involved with NAED Government Affairs yet, get familiar with all of the resources available on our website and be sure to join us for the first-ever NAED Congressional Fly-In, September 7-8, 2011, in Washington, D.C. Whether or not you know a lot about the issues, the fly-in is a great way to learn about the political process and help promote electrical distribution on Capitol Hill.

NAED recently launched the new Branch Manager University. This educational resource focuses on the importance of the role of the branch manager and caters specifically to advancing their success. It was created for our members with funds from the NAED Education & Research Foundation’s Annual Campaign, because so many of you approached us about the need to develop your branch managers.

The Branch Manager University portal provides tools that branch managers can use to run their operations in a profitable way. There is a skills assessment, training tips, a forum, branch manager curriculums, and a variety of related resources. Branch Manager University was made as relevant to the real world as possible because we used the input of actual branch managers to create all of the materials.

The different skill areas of branch management have been divided into four categories: Customers, Operations, Financials, and Employees. By strengthening skills in those areas, branch managers will be able to better strategize plans for profitability, growing market share, operational effectiveness and productivity, and maintaining a skilled and accountable staff. This is just phase one of this ongoing project.

Branch Manager University was created by branch managers for branch managers. The industry leaders of tomorrow need to start preparing for those roles today; I encourage everyone to check out this valuable resource.

Enter Branch Manager University. For more information on the branch manager curriculum on the NAED Learning Center, contact NAED Member Services at 888-791-2512 or memberservices@naed.org.

As we continue to receive your questions for “Ask NAED,” the latest question posed by one of our members is what is the biggest challenge facing the association this year. Even though some people the economy is looking up, things still are not where they were a few years ago, so I think it definitely qualifies as the biggest hurdle.

So how do we address the challenge the economy has presented so many of us with? Education is critical to our economy in good times and in bad. Education better prepares your workforce to deal with a variety of business scenarios and prepares them for when the marketplace does finally bounce back.

That’s where NAED can really help your company. Our educational offerings include some of the most respected courses in the industry, EPEC and CEP. We also have the best custom education programs around, offering hundreds of courses through the NAED Learning Center. Our Member Services team can help you design a custom curriculum to meet your specific training needs. Contact them today at 888-791-2512 for a free consultation.

Do you have a question for NAED? Leave it on the comment section below, e-mail us , tweet it, or find us at the Summit so we can video your question for a future “Ask NAED” segment.

NAED’s government affairs efforts have really taken shape during the last year, but this fly-in is going to take things to the next level. Do you have a working relationship with your senator or representative? If not, this fly-in is the perfect opportunity to open the lines of communication by having NAED arrange a meeting for you. From taxes to regulations, there are so many issues being discussed in Washington that affect your business and the industry. That’s why it’s so important to have the voice of electrical distribution heard by our lawmakers.

Our friends over at HARDI have hosted fly-ins for several years now and they tell us that the impacts these events have are invaluable. Not just on the day-of either; they said after one of their fly-ins, an issue came up that was important to them and they were able to get through to their elected officials much more effectively.

You will see a great return on your investment by attending the NAED Congressional Fly-In. We need you to participate in order to help electrical distribution make a strong impression on Capitol Hill. Watch this video for more reasons to attend or check out all of our NAED Government Affairs resources.

If you have not already signed up to attend the 2011 National Electrical Leadership Summit, now is the time to register. The Summit will take place April 30 – May 3 at the Hilton San Diego Bayfront in San Diego.

The 2011 South Central Region Conference, the last of this year’s region meetings, recently took place in San Antonio. Overall, attendance was up almost 10 percent from last year. I heard from many of you about the effective experiences you had with networking with your peers and the gains you made from attending the education sessions.

We heard some great NAED updates from our Chair, Jack Henderson, and South Central Region VP, Ray Womack. Also during the general session, political analyst Stuart Rothenberg gave an in-depth look at the current political climate and what to expect with election year strategies. For those who were not at the South Central, check out this video to see more of what you missed.

I want to thank all of our sponsors and everyone who attended the Eastern, Western and South Central Region Conferences. We really would like to hear about your experiences at the region meetings. Feel free to post in the comments section of this blog about what you liked and where you think we can improve, or even pick up the phone and call me. NAED is your association and we are always looking for ways to increase the benefits you get from attending our conferences.

One final note - you will save $200 if you register for the Summit before the March 25 early bird deadline. We look forward to seeing you in San Diego!

We’ve all returned to the office after last week’s very successful South Central Region Conference in San Antonio. Thanks to all of the sponsors and members who attended for making this meeting a great one.

Overall, attendance was up almost 10 percent from last year. Like at all NAED meetings, there were plenty of opportunities to network and when more people come to the region meetings, those opportunities quickly multiply.

Recently one of our members inquired in the “Ask NAED” video segment about whether we could expand the peer networking groups and possibly have the same distributors meet together each year. We are always looking for ways to increase what you get out of attending our meetings. For example, check out the new, more concise schedule we have initiated for the 2011 NAED National Electrical Leadership Summit. That means you’ll still gain all of the benefits of attending while spending less time out of the office.

We will definitely take a look at possibly revising the peer networking groups and see how our members feel about it. Building and maintaining long-term relationships is key to your success. These are your conferences and we want to make them more valuable for you. Feel free to leave your suggestions on how to do that on this blog.

Do you have a question for NAED? Leave it on the comment section below, e-mail us, tweet it, or find us at the upcoming conferences so we can video your question for a future “Ask NAED” segment.

The goal of the “Ask NAED” videos is to hear what’s on your mind and get answers to your questions and concerns. We want you to communicate your needs to us so that we can work with you to create the tools that best address the challenges faced by your business and the industry as a whole.

The insight and involvement of our members is the cornerstone to our success. We are grateful for everyone who participates in the various councils, committees, boards and task forces. If you are not already serving, there are a variety of ways you can contribute.

Keep in mind that some of our greatest projects have begun simply as a thought from one of these groups. The Energy Audit Solution powered by ecoInsight is a perfect example of this; it started as an idea by the South Central Region Council and has become an initiative that so many of our members are excited about because they see a real need for it. Schedule a demonstration of this software now or experience it in person at the South Central Region Conference or the National Electrical Leadership Summit. With the green wave that’s hitting the electrical industry, the energy audit software really is another service NAED can offer to help your company thrive in the future.

Do you have a question for NAED? Feel free to leave it on the comment section of this blog, e-mail us, tweet it, or find us at the upcoming conferences so we can video your question for a future “Ask NAED” segment.

It’s time to take networking to the next level and broaden your audience; register now for the NAED 2011 National Electrical Leadership Summit. The length of the Summit has been condensed to reduce your time out of the office while still giving you all of the benefits of attending. Take a moment to check out the schedule.

As always, we have a great line-up of keynote speakers that will have you thinking business forward. We’ll hear from Dr. Thomas P. M. Barnett about the major trends that will define globalization’s advance or retreat in the coming decade and Scott Klososky will fill us in on what it takes for today’s leaders to lead effectively in the information age.

You also don’t want to miss out on the valuable education sessions that are offered this year, including two that focus on NAED research projects. One of these covers smart grid opportunities and best practices, and the other is all about how to increase sales efficiency. Other education session topics include business ownership transition and sustainability and energy solutions.

Of course one of the biggest benefits of attending are the networking opportunities. The strategic planning booth sessions, networking groups and the reception and closing awards dinner each offer different ways to connect.

Now that you are ready to register, be sure to make the most out of your time and money – read these tips on how to maximize your NAED conference experience.

The NAED Government Affairs Policy Committee met last week in Washington, D.C., while everyone was in town for NAW’s 2011 Executive Summit. It is definitely an interesting time on Capitol Hill, which is all the more reason why NAED will stay up to date on all of the issues that matter to the industry.

This meeting marked one year since the formation of the NAED Government Affairs Policy Committee. During that time, a website has been created, communications have been sent in the form of action alerts and a quarterly e-newsletter, our members and staff have had meetings with Congress, and everyone was encouraged to take part in the democratic process through the 2010 “Get Out the Vote” effort.

I want to thank the following people for speaking to our committee at the meeting: Jeff Genzer, NASEO; Paul Molitor and Jim Creevy, NEMA; Talbot Gee and Jon Melchi, HARDI. We heard from them about energy incentives, labor issues, smart grid and grassroots advocacy. NAED’s legislative agenda was also addressed, including the importance of focusing efforts on looming regulatory issues.

Chances are we will see a lot of regulatory action over the next two years, so NAED government affairs will keep track of which ones affect our members the most. Congress wants to hear from businesses on regulatory issues; making that happen will include letter writing campaigns and personalizing those letters by including the cost that implementing such regulations would have on your business. Keep in the loop on these matters through our website and leave your comments here about your legislative concerns for this year.

The four-page PAR survey gathers industry performance data on gross margin, return on investment, employee productivity, inventory turns, and other operations data. The surveys are used to provide data for NAED’s PAR Highlights and the Personalized PAR, a private, company-specific report that can be purchased by participating distributors.

The Personalized PAR also provides commentary to help interpret data and suggests a practical profit improvement plan. The compiled report provides distributor members with statistics to increase profitability. Company information is completely confidential and is administered by an outside firm, The Profit Planning Group.

Participate in PAR and you will get in-depth information about the industry’s financial benchmarks and a five-year trend analysis of key financial ratios. It’s truly one of the best ways to figure out how your company compares to the rest in the industry.

The deadline for participation is March 31, 2011. The surveys are also available at www.naed.org/PAR. For more information, contact Member Services at 888-791-2512 or memberservices@naed.org.

Overall, attendance at this year’s conference was up 11 percent from last year. This made for a lot of effective networking opportunities, not only because there were more people, but also because there were all-industry and peer networking groups, receptions, and B2B booth sessions.

During the general session, NAED Chair Jack Henderson and Western Region VP Rocky Lawrence provided us with updates on the association and the industry. The keynote speaker was Wes Moore, a youth advocate, Army combat veteran, and author who rose above a troubled childhood to receive the Rhodes Scholarship and even work in the White House. Moore’s engaging presentation focused on how people can make an impact in the world around them, as well as what it takes to be a good leader.

The education sessions covered everything from green energy solutions to theft and fraud in the industry. Our vendor on the Energy Audit Solution, ecoInsight, had a booth set up so that our members could ask questions about the product and get a demonstration of the software. They will also have a booth set up at the South Central Region Conference and at the National Electrical Leadership Summit in May.

If you live in the South Central Region, be sure to register now for that conference, which is taking place February 23-25 in San Antonio. If you attended this year’s Western Region Conference, we would like to hear about your experiences there, so feel free to leave a comment on this blog.

How do we ensure that we continue to have distributors, manufacturers and customers in the future? I think one way we can all go about doing this is by getting people interested in the industry at a young age. Besides business knowledge, technology and science skills are critical to being successful in the electrical distribution industry.

For example, there is a group called FIRST (For Inspiration and Recognition of Science and Technology), which says their organization’s goal is to inspire young people to be science and technology leaders while engaging them in mentor-based programs. FIRST hosts regional events across North America for youth in grades K-12 and many of those are happening in March. Find out how you can volunteer for one of these events in your area.

Those of us who are attending the NAED Western Region Conference have learned more about making a difference in our communities. The keynote speaker is Wes Moore, a youth advocate, Army combat veteran, and author who rose above a troubled childhood to receive the Rhodes Scholarship and even work in the White House. Moore’s presentation focused on social innovation and corporate citizenship.

Whether it is reaching out to the community to increase awareness about electrical distribution, or educating your workforce; we can all do our part to secure a strong future for the electrical channel. NAED has all of the tools necessary to train your associates to meet the needs of our evolving industry. Please leave us a comment on this blog and tell us about the volunteer activities your company participates in where you live.

2010 was yet another very busy year around NAED. If you missed it in the December issue of tED, you can take a look at our annual progress report to see everything your association is doing for you and the electrical distribution industry. NAED members have a lot to be proud of and excited about. Many of the accomplishments could not have happened without the participation and ideas of NAED members and those who serve on our boards, committees and task forces.

As we dive into 2011, think about what you have to offer the industry. What can you bring to the table to improve electrical distribution and secure its place in the future? There is room for everyone to get involved in NAED. Contact your membership manager today at 888-791-2512 to find out how you can apply your knowledge, ideas or talents to bettering our trade as a whole. I’m certain you will find out that it will also better your business. Happy New Year to all of our NAED members!

What if you already had a connection with someone who was voted out of office? What if you had a relationship built with the head of one of the various House committees? If you are wondering how to go about starting over - or just starting from scratch - on connecting with your lawmakers, NAED has an upcoming webinar you don’t want to miss. “Election Update and Connecting with the New Congress” was designed specifically for NAED members and is hosted by Stephanie Vance of Advocacy Associates, LLC.

Stephanie is known as the “Advocacy Guru,” and with more than 20 years experience on the hill; she is full of great tips and strategies. By taking this webinar, you’ll get a look at election trends, what’s going on with important issues relating to small business and energy, and how to make an impact with your legislators in the coming year.

This webinar is open to all NAED members for free on Thursday, January 6, 2011 at 2 p.m. EST. Making your voice heard is key to the success of your business. Register now and you’ll find out how your role as a constituent in the legislative process can be most effective.

One way to go about making business easier for the distributors and manufacturers in our industry is by using IDEA’s Electrical Industry Attribute Schema. IDEA’s mission is to drive costs out of the supply chain, and they help you do just that through solutions and services such as the data synchronization platform, Industry Data Warehouse (IDW). Data synchronization is key to the efficiency aspect of our channel, and needs to remain a top priority.

Anyone who knows the history of IDEA knows that creating the Electrical Attribute Schema has not been an easy process. It could not have been done without the commitment of numerous industry leaders and the members of the IDEA Industry Standards Committee. IDEA’s Synchronization and Standards Adoption solutions and services can be used to help eliminate channel costs and ensure the distribution channel is the most economic way to go to market. The standards help distributors and manufacturers work together so that product information can be given in a consistent manner.

IDEA’s Electrical Industry Attribute Schema provides a global standard that is based around the global product categorization standard called the United Nations Standard Products and Services Code® (UNSPSC®) list. This eight-digit UNSPSC® is a required field for all products that are synchronized through IDEA’s IDW. The Attribute Schema standard drills down beyond the UNSPSC product category levels with product descriptors.

Having the UNSPSC standards gives an advantage to all sides of the supply chain. By reducing redundancy errors and streamlining transactions, companies are given the opportunity to become more profitable. In order to take the standardization process to the next level, we need all of our distributors to insist that their suppliers use the attribute schema. To find out more about IDEA’s schema, visit www.idea-esolutions.com.

The demand for energy in the United States is on the rise and change is necessary for the country to be able to meet the growing need. An infrastructure secure enough to meet that demand is also necessary. Though securing our energy future is of great importance, the logistics of actually making it happen are no easy task.

That’s why NEMA has begun an awareness campaign about the issue of Smart Grid. To help paint a picture of how complex getting such legislation through the regulatory process can be, NEMA came up with a game called “Siting Transmission Corridors.” They say it is loosely based on Hasbro’s popular “Chutes and Ladders” board game. NEMA states that in their game, “renewable sources, technology, and load growth might be seen as opportunities, or ladders. Chutes, on the other hand, are aging infrastructures, rates, regulations, and litigation.”

With all of the hurdles that are out there, it will take years to get everything in place. Smart Grid depends upon the process being conducted properly and cooperation on the federal level. Ask yourself how increased energy needs and an improved electricity supply chain might impact your business.

As an industry, this is something electrical distributors need to support. We know the benefits of energy efficiency and have a wide variety of products that actually decrease energy usage while responsibly conserving resources. The time to plan for new transmission corridors is now. You can view NEMA’s Siting Transmission Corridors game here. 

We just wrapped up the 2010 Eastern Region Conference in Orlando, Florida. I’d like to thank all of our sponsors and our members who attended for truly making this conference a successful event. If you weren’t there, I’ll tell you a little bit about what you missed out on.

As always, networking was a huge benefit – and this year we had a great turnout at the conference, so there were even more people to meet with. Overall, attendance was up 22 percent from last year, with distributor attendance up 32 percent and manufacturer attendance up 14 percent. A lot of attendees told me how much they gained from attending the all-industry and peer networking groups, receptions, and B2B booth sessions.

Our many education sessions were a big hit too, covering everything from theft and fraud in the industry to exploiting technology during a recession. We heard some great NAED updates from our Chair, Jack Henderson, and Eastern Region VP, Fil Cerminara. Also during the general session, political analyst Charlie Cook gave an in-depth look at the results from last week’s midterm elections.

Those who were at the conference were able to learn more about NAED’s Energy Audit Solution powered by ecoInsight. Our partner on this software, ecoInsight, had a booth set up right next to the registration desk so our members could ask questions about the product and get a demonstration of the software in-person. They will also have a booth set up at the Western and South Central Region Conferences, as well as at the National Electrical Leadership Summit in May. 

For our NAED members in the other regions, be sure to register now for the Western Region Conference, January 10-12, in Palm Desert California; and registration will open soon for the South Central Region Conference, which is taking place February 23-25 in San Antonio, Texas. If you were at the 2010 Eastern Region Conference, we would like to hear about your experiences there, so feel free to leave a comment on this blog. 

NAED members are gaining recognition from some of the other groups involved with the electrical distribution industry. I would like to congratulate Hunzicker Brothers, Inc. and BJ Electric Supply, Inc. on being the latest NAED members to win awards from the A-D Distinguished Affiliates Program. These awards recognize affiliates and suppliers who have excelled in exceptional growth, increased market share, and enhanced profitability.

Hunzicker Brothers won the 2010 A-D Spirit of Independence Award for Affiliate of the Year, Performance. Hunzicker’s executive vice president is Jack Henderson, who also happens to serve as the chair of NAED. The 2010 A-D Spirit of Independence Award for Affiliate of the Year, Leadership was won by BJ Electric Supply and their vice president and CFO, Maureen Barsema. Maureen is currently the vice president-elect for NAED’s South Central Region.

Jack and Maureen join a long list of NAED members and member companies that have won these awards from A-D in previous years. In fact, 100 percent of the winners of these awards in both the performance and leadership categories have been NAED members since 2004.

It’s not just with A-D either; 93 percent of IMARK Member of the Year award winners from 2004-2009 were also NAED members. This year, Stoneway Electric Supply, Alameda Electrical Distributors and Republic Companies were added to the list of NAED members who have won the Member of the Year award. I’d like to congratulate Clifton Kelly, president and CEO of Stoneway Electric; Robert LaRue, president of Alameda Electrical Distributors; and Mark Kilmer, president and CEO of Republic Companies on this achievement.

NAED members stand out from the rest. The accomplishments and recognition of our members is proof of the distinction others give to our organization. I encourage each of you to maximize your return on the investment you have made in NAED; take an active role and others will take notice.

Saying you can see results for the future of the industry may seem like a stretch, but it’s really not. All of the contributions the Foundation receives through its annual campaign are used for research and the development of new products, as well as enhancing existing offerings. Keeping educational products on the cutting edge is what advances the industry and prepares your business for the future.

A good example of this is the Branch Manager University project. Branch Manager University is designed to help the industry leaders of tomorrow achieve success now and in the years to come. In years past, your contributions have also helped create “Selling Green 101.” The entire Selling Green 101 series is all about helping the industry find its niche in the growing energy efficiency and green building markets, which really are the way of the future. Beyond that, contributions have supported the creation of the online NAED Learning Center, and we all know it is the best way to keep your workforce up to date on the latest industry trends and products.

A donation to the Foundation’s annual campaign is one way to ensure you can maintain a skilled workforce that welcomes any challenges and opportunities the future may hold. All contributions are tax-deductible and can even be made online. I personally want to thank you for your continuing support.

Early voting is just about over in nearly every state, but many are still allowing absentee voting for those who are eligible. By visiting our GOTV web page you can find a link to your state’s election office, which will give you details on how to cast an absentee ballot. Additionally, if you are not yet registered to vote, there are a few states that will let you sign up on Election Day.

As I have said before, voter turnout is historically low during a midterm election. The 2010 election season has been unlike anything we’ve seen before and many of the outcomes are still unpredictable at this point. Some of these races are so close that every vote really will count. The GOTV web page can provide you with a complete list of the offices and candidates that will appear on your ballot; all you have to do is type your address into the “Find Your Candidates” feature. 

From paper ballots to electronic machines, the physical act of voting may be different across the nation, but we are all doing the same thing – making our voices heard. Local, state and federal elected officials make decisions that impact us every day. November 2 is your chance to be a part of the decision-making process. Don’t let this opportunity pass you by.

Not too long ago we started offering what we call “VIP Access” to the NAED Learning Center. This option is really catching on, so if you haven’t taken advantage of it yet, I’d like to tell you more about what your company is missing out on.

VIP access gives associates access to 90 training courses, including NAED’s EDGE program, Counter Pro, ASSET, Maximize Your Profit Power, and the entire Selling Green 101 series. Nine libraries of general business skills are also available. These topics include customer service, sales training, management, communications, ethics, finance, human resources, leadership, and personal development.

If all of these options seem a little overwhelming to you, keep in mind that NAED has experts available to build curriculums to specifically address your training objectives. With VIP Access, we’ll tailor a course of study to fit a particular position. Some of our members even give their associates the freedom to pick some elective courses that they are especially interested in taking. 

The bottom line is that VIP Access gives you a variety of courses to build a training program that makes sense for your company. Here’s how it works: you purchase VIP Access on a yearly basis for each associate that is ready to train, while NAED keeps the content updated and fresh. This way, your associates can take on new topics to improve in a variety of areas each year.

Find out for yourself how VIP Access can work best with your company’s training plans. Call NAED Customer Service at 888-791-2512 or send them an e-mail for a training consultation.

To give you an idea of just how far the green market is going, I recently saw in the New York Times that the United States military is moving to decrease its fossil fuel usage. The article stated that they want “50 percent of the power for the Navy and Marines to come from renewable energy sources by 2020.” The story also mentions that the military has received items like portable solar panels and energy-conserving lights overseas.

Our industry really should embrace energy efficiency and take advantage of the opportunities it has to offer. If you are haven’t tapped into the green market yet or are trying to figure out ways to better utilize it, NAED has several different ways to help guide you through the process. One of the first resources you may want to utilize is the Selling Green 101 Toolkit, which is available through the NAED Learning Center. These courses provide an overview of the green market and its driving factors to help you present the value of green solutions to your customers.

Another great mechanism for showing your customers the value of green is NAED’s Energy Audit Solution powered by ecoInsight. This new software will simplify the audit process, and reduce the time it takes to conduct the audit by 20 to 30 percent.

Lastly, you can learn more about energy efficiency upgrades and the best way to include them into your business strategy at the Eastern Region Conference. You won’t want to miss the panel discussion, “New Opportunities in Energy Efficiency – Working With ESCOs,” led by Jerry Yudelson. Branching out into the energy efficiency world can seem overwhelming, but NAED has the solutions to help you enter the market effectively.

Vista for distributors provides quarterly reports containing product category sales trends and market shares within their business operating area on the national, regional and local market level. Participating distributors are able to track and analyze their market share across a variety of product categories as well as their business as a whole. Vista’s application features make it easy to create, format and navigate reports. Reports are available from the total category down to the product type within individual markets.

Currently data is being drawn from 900 distributor locations, representing 20% of annual sales. The goal of NAED’s partnership with Vista is to help boost the effectiveness of the data by expanding the pool, therefore providing more valuable insights to channel partners. With participation from your company, more localized reports can be provided. Having this type of information at your fingertips improves forecasting accuracy and helps you recognize both opportunities and weaknesses.

I strongly encourage our distributor members to participate in data collection. Vista’s Industry Market Intelligence is the best way to garner competitive benchmarks and understand marketplace opportunities.

Basic distributor reports are provided to participating distributors free of charge. More advanced Vista services will be available for purchase by distributors and manufacturers. For more information call 847-768-3122 or e-mail: VistaIMI@activant.com.

From taxes to health care, I just can’t stress enough the importance of every election and every vote. Voter turnout is historically pretty low for a midterm election when compared to the turnout during a presidential election. Just because there isn’t a presidential race on the ticket doesn’t mean that it won’t affect you. Don’t forget that representatives and senators write, sponsor and ultimately vote on the issues that matter most to your business.

The goal of NAED’s 2010 Get Out the Vote (GOTV) program is to arm our members with all of the information they need about the issues, the candidates, and when and where they can cast their ballot. These are all things you will find on the GOTV page of our government affairs website. One of the best tools on this site is a state-by-state calendar that gives you the dates of when early voting begins and ends, and when the deadline is to register to vote in the General Election.

Lastly, I want to ask you to encourage others at your company to register to vote and show up at the polls on Tuesday, November 2. The GOTV toolkit includes pre-written messages that you can customize and e-mail to your associates about GOTV, early voting and reminding them to vote on Election Day. We also have GOTV posters that we can provide you with to hang up in your company’s break room or other prevalent location as a reminder.

Please take a moment to review the materials in our GOTV toolkit. You might be surprised to find out how easy it can be to get others involved in the democratic process. The impact that involvement can have on the industry is more than worth the effort.

By now I am sure you have heard about NAED’s Energy Audit Solution powered by ecoInsight, but have you taken a few minutes to figure out the benefits it has to offer your business?

NAED’s Energy Audit Solution powered by ecoInsight gives you the ability to audit a customer’s energy usage; demonstrate the energy and cost savings of installing energy efficient equipment; and provide project-wide financial analysis including payback, return on investment, and cost of waiting. This project began as an idea by your NAED peers that serve on the NAED Energy Audit Task Force, so you can rest assured that they know first hand what the software needs to do to be beneficial to our members.

NAED’s Energy Audit Solution powered by ecoInsight will give you a competitive advantage by reducing the time it takes to conduct an audit and increase sales. It’s a great tool to have in your arsenal for success. When it comes to growth in our industry, energy efficiency can really be used to our advantage.

The software encompasses everything you need for a complete energy audit – that includes all of the energy efficiency products that distributors sell. Basically, it enables your company the ability to quickly and efficiently give everyone from building owners to CFOs a financial analysis regarding things like energy savings, the value of building upgrades, and the cost of waiting.

Please take a moment to schedule a demo of the ecoInsight software by visiting ecoinsight.com/naedpreview .

So what makes the NAED Learning Center so easy to use? Well, whether you are a manufacturer or a distributor, the learning center gives you a simple way to put everything in one place. There’s no need to store your online courses, training activities, and other resources in several different places when you can store everything you need on the learning center.

With courses like ASSET and Selling Green 101, and training on everything from OSHA safety to communication, the learning center truly is a one-stop shop for your training needs. Managing your company’s educational materials should be about quality, not quantity. The only place you’ll ever need to go for the highest quality courses and an easy to navigate learning management system is the NAED Learning Center.

Time and money are both valuable in this business, and you can save some of both by utilizing the NAED Learning Center. Along with free access to the learning center, you also get free access to our training experts who can assist you with figuring out which courses will help you achieve your training goals. And, through our learning management system, you only pay for the courses and services you choose to purchase. You can also customize your learning center home page to fit right in with your company’s web format.

Why would anyone want to have to visit a variety of different learning management systems and have their resources scattered all over the place, when you can keep everything you need under one roof? The NAED Learning Center is your learning management system and we want you to take full advantage of it. For more information, or to get started, contact NAED Customer Service at 888-791-2512 or customerservice@naed.org.

NAED wants to provide you with all of the latest industry information in a variety of ways. We joined Facebook and Twitter for that reason - because they are great communication tools that we can use to reach our members.

Through both of these outlets, NAED is able to tell you about things in a quick and concise method. Here we will let you know when the early bird deadline is for conferences and remind you of when registration will end. It’s really an easy way to keep up with the latest news and happenings around NAED. And if you didn’t already know, we also have a YouTube channel. Right now we have featured testimonials from your peers about the value of attending NAED conferences.

You can also find NAED’s government affairs on Twitter. It’s a good place to find details about what’s going on with the legislation that matters most to you. Along with calls to action and letting you know whether a bill passes or fails, you’ll find interesting news articles about issues impacting the industry.

Among this year’s networking opportunities are: All-Industry Networking Group, the Women in Industry Luncheon, receptions, and the expanded B2B Booth Sessions. Topics covered during the educational sessions will include: theft and fraud in the industry, working with ESCO representatives, online training strategies, and technology. Our keynote speaker, Charlie Cook, will give us an insider’s view of the outcome of the 2010 mid-term elections and the rising heat of today’s political climate. If you aren’t familiar with Cook, he is the editor and publisher of The Cook Political Report and a political analyst for NBC News.

Think of it this way – while you may not be handling the day-to-day business operations of the office while you are at a region conference; you are definitely still handling business. These are networking and educational opportunities that you will never be able to take advantage of by sitting in the office. Rest assured you will receive quite a return on your investment.

Registration is now open for the Eastern Region Conference. The conference will take place November 8-10 at the Omni Orlando Resort at ChampionsGate in Orlando, Florida. If you live in one of our other regions, be sure to mark your calendars and plan to attend the Western or South Central Region Conference. The region conferences are designed to fit the needs of NAED members, so make sure you don’t miss out on all of the great benefits these conferences have to offer.

That’s exactly why the NAED Education & Research Foundation decided to take the Electrical Products Education Course (EPEC) to the next level by offering it online. Many of our members were reaching out and asking for an online edition, and the Foundation answered those requests by making EPEC Bronze, Silver, and Gold available online earlier this year.

To many, the option of taking courses online equals convenience. For those who prefer an interactive method of learning instead of using the workbook version, EPEC online also equals a more engaging educational experience.

This great course provides information about individual products and their applications, while taking a top-notch approach to showing how they are interrelated with other products in electrical systems. And EPEC includes the most up to date information regarding the products used and sold in the electrical industry. All three courses were completely updated just last year.

If you haven’t used EPEC as a teaching method at your company in the past, there’s no better time to begin. I encourage you to learn more about EPEC or order it today.

“Zappos stands for one thing, the absolute best customer service. We started out selling just shoes online, but today we sell handbags and apparel and even housewares and pots and pans, and hopefully 10 years from now people won't even realize we started out selling shoes. They will just think about Zappos as a place to get the best customer service.”

If you aren’t familiar with Zappos (and believe me, I wasn’t either until I came across Hsieh’s interview), according to their website, the online retailer’s gross merchandise sales exceed $1 billion annually. The company touts its customer service reputation as the main driver behind its business. Zappos seems to know that solid customer service can mean greater profitability and customer loyalty.

Counter sale associates and drivers are many times the first people your customers or potential customers come across. Think about this: are those frontline employees making a good first impression? First impressions are important, last for years, and can make or break someone’s decision about whether or not to do business with your company.

If you’re thinking it couldn’t hurt to have some of your associates brush up on their customer service skills, NAED has an easy way to make that happen through our Achieving Superior Service Every Time (ASSET) course. ASSET covers all of the important elements to providing superior service and gives students an interactive learning experience through role play situations.

Curious about what ASSET can do for your business? Check out an online demo. Contact Customer Service at 888-791-2512 or customerservice@naed.org to order.

I recently read an interesting article in the New York Times about how some manufacturers struggling to find workers they can hire that have the proper skill set. The story focuses on how some factories are adding jobs, but are having trouble filling these openings with qualified workers.

The article states, "Plenty of people are applying for the jobs. The problem, companies say, is a mismatch between the kind of skilled workers needed and the ranks of the unemployed." The problem isn't going to be unique to the manufacturing industry either.

As the economy continues to slowly bounce back, and those with the necessary work experience retire, many other companies will face this same issue. According to the article, some manufacturers in Ohio "project that about 30 percent of the state's manufacturing workers will be eligible for retirement by 2016."

To put it in perspective for you, one manufacturing educator is quoted in the story as saying that "the new worker of tomorrow is in about sixth grade." With the technological advancements and changes happening in all of the trade industries, it's going to be more important than ever for them to have the training and skills to keep the industry's workforce thriving.

So how can electrical distributors be proactive about this problem? Simply put, education is the best way to go. Ensure that your current employees have the educational tools they need to keep learning and growing; and in turn, keeping your company relevant to the industry.

Distributors with a well-trained staff can offer the best ideas and solutions to customers. By stepping up the level of knowledge and help your associates can provide customers, not only are you securing skilled workers, you are also giving your company a competitive advantage.

Read the entire article.  

I think a more appropriate question is, "Why wouldn't I train my employees?" Rapid changes in work-related technologies will require increased training for almost every employee. To survive and prosper in this modern world, organizations will need to be more flexible and better educated than before. Providing training for employees not only helps them develop their skills and knowledge, but it is also motivational and a building block to organizational success.

We understand the obstacles your company faces. Whether training a diverse employee population; having limited staff to administer personalized development plans; combating a limited budget and time restraints; or not having a means to measure effectiveness...NAED has solutions.

We have over 450 companies with 9300 unique users currently active on our NAED Learning Center. The NAED Learning Center is a web-based learning management system that provides a central clearinghouse for employee training and development in the electrical distribution industry. Featuring online NAED courses and manufacturer product training courses, the Learning Center is designed to enhance members’ productivity and help them gain a competitive edge in the marketplace.

Our Customer Service team will guide you every step of the way. We make the process easy.

Step 1 - Consult:  During your free training consultation, our helpful staff will discuss the current state of your training program, your improvement goals, and how NAED can help you meet your goals.

Step 2 - Recommend:  Based on your consult, NAED will provide a customized recommendation for your company. This will include how you can best use the NAED Learning Center and will include the courses and curriculums that target the development needs of your employees.

Step 3 – Execute:  The NAED staff will assist you in all aspects of launching and supporting your training program. We will provide technical support for your online university site, provide user and manager training, and offer online chat and help desk services for all your employees.

Step 4 – Evaluate:  The NAED Learning Center offers a wide range of reports and tools which enable you to easily gauge employee progress. Based on this, you can identify new areas for development, returning you to Step 1 where the partnership continues in a cycle of ongoing improvements and success.

Get started today, contact Customer Service at (888) 791-2512 or email customerservice@naed.org. 

We reacted by sending out a notification to our members reminding them to exercise vigilance when buying from/selling to an unfamiliar source. Our goal was to create awareness and prevent this from happening to more of our members. Shortly after hitting send, the phone started to ring.

As it turned out, some of our other members had experienced a similar situation. Other distributors received product orders from the reseller and are currently owed money, which is overdue.

Remember, certain practices in the purchase and sale of copper wire might be indicative of fraudulent activity. If you encounter situations like the ones below, please take extra caution.

• Copper-wire is offered by resellers at up to half the market price.
• The resellers demand cash in advance.
• The same resellers appear as out-of-state buyers who seek delivery of lots of copper cable/wire to a variety of job sites.
• These resellers seek drop shipments to electrical contractors in a variety of locations.
• The resellers are not buying locally.
• The copper orders involve quick or rush orders.
• The resellers' credentials are uncertain. (e.g., they do not have long track records, their web sites are under construction or have only a home page, their references are thin, etc.)

Know whom you're doing business with. Be certain to ask for references and check those references to ensure they are legitimate. Trust your instincts; if the prices seem too good to be true, they most probably are. If you have questions or have experienced a similar situation, please contact me at 314-812-5312.

You can make things happen at NAED. Because of one phone call we were able to warn members about this situation and prevent it from happening to others. We’re here for you. Contact any one of our staff members with your questions, comments and concerns.

Updated Visual Experience and Site Structure
It's been awhile since we've touched the design of our website. Our traditional NAED branding is still here, but you'll also find sleek design changes and more modern controls. Finding the information you need is now easier, faster, and much more interactive.

Our homepage has been completely reorganized to feature our most popular products and services. We’ve included new interactive content such as polls and video to keep things interesting. Plus, the entire site’s content has been restructured to create a better overall user experience.

Improved Search Experience
We've revamped our search engine to help you browse for and find information faster. Search NAED.org and tED magazine websites for content. Still not finding what you need? Use our live chat feature to talk to a customer service rep.

New Website Features
We've added some small "goodies" along with the bigger website changes. We've added special buttons so you can easily bookmark our pages to Google, Yahoo, Facebook, LinkedIn, and more.

Here are some other new features to check out:

• Interactive industry calendar
• Government action center
• Subscribe to our RSS feeds

There's a lot more to uncover in the new NAED.org website, but we'll leave it to you to discover for yourself. Enjoy!