There were also huge differences of opinion on the green market. While 102 Top 200 distributors are either already stocking LED lamps or plan to do so within the next year, when asked if the green revolution had rolled into their town yet, only half the total respondents had seen growing demand for energy-efficient electrical products. Also, while many companies had not seen end users work on photovoltaic projects or wind farms, a few distributors were already selling photovoltaic panels to customers.

That being said, several respondents said green was becoming a big part of their companies. It's probably not surprising that the distributors who seemed the most excited about the green market were executives from those firms that had studied its sales opportunities and made green a strategic initiative for their firms. Lou Fromm, vice president of marketing, and Kirk Ericsson, vice president of sales, said green sales were very significant for Fromm Electric Supply of Reading, Reading, Pa. “We're building a foundation to become a substantial resource to our customers and end users,” they said. “Our focus on green initiatives and renewable energy solutions — tied to incentives (via the stimulus package, etc.) — has opened new revenue streams.”

Alex Kepley, vice president of operations for CBT Inc., Cincinnati, said green products are creating sales opportunities for his firm. “It provides a great lead-in for appointments and to open the door for new business,” he said, “Duke Energy also provides rebates, so there is much interest and some business in lighting retrofitting and upgrades at this point.”

On the West Coast, several distributors had already moved into the solar market. Bob LaRue, president, Alameda Electrical Distributors Inc., Hayward, Calif., said customers are listening to what his salespeople have to say about the green market and that his firm is now reviewing opportunities to stock solar panels.

Mike Pratt, CEO and president, American Electric Supply, Corona, Calif., said his company has already started selling miscellaneous items for solar installations and that so far the solar panels have been provided by utilities. American Electric Supply is looking at supplying wind farms, too, and considering expanding its presence in the green market in a big way. “We are generating a complete plan on entering the green market through several different platforms,” he said.

Andy Kawamura, vice president, Maltby Electric Supply, San Francisco, is also bullish on the green market. “It has an impact as our customer base is coming to us for ideas, recommendations and products,” he said. “We increased our market share from the alternative energy market — wind power and solar.” Continue reading...

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