The Circuit by Shealy Electrical Wholesalers

A SHEALY ELECTRICAL WHOLESALERS PUBLICATION

SEGMENT

2015 SPECIAL

Get to know our unique segments

Flip through our year

SPOTLIGHTS

LOOKBOOK

Harris Teeter LIGHTING SOLUTIONS THAT YIELD RESULTS PG 18

FALL & WINTER 2015

in this issue 04 Q&A with National Account Segment (David Littlejohn) 1 0 Thule Air Base Project Profile

1 4 Q&A with Utility Segment (Todd Ferrell) 1 8 Harris Teeter Project Profile 2 2 Q&A with Petroleum Sales (Tim Wallace)

Laurens Electric Cooperative Project Profile

Q&A with International Sales (June Blackmon)

Hot Spot Project Profile

Q&A with International Operations (Mike Pollock) LOOKBOOK

38 42

from the president

“It’s your time, start choosing how you spend it.”

t Shealy Electrical, we understand the importance of “a hard day’s work.” At the same time, we

also understand that there is more to life than work. That’s why we are committed to offering more than products to our customers. We are driven by solutions that make your work easier and faster allowing you to move on to the moments that matter the most.

n college I worked summers for the county highway department. I would describe my first boss Jerry as a

seasoned veteran with a really good wit. He provided me one of those sayings that stick with you for life. Jerry told me “Dave, time is funny, as you get older…. what you’re going to find, is the days get longer and the years get shorter.”

I was tired of being a poor college student and in a big hurry to graduate and start a

and create a good balance between faith,

work, family, and play.

us do the things we’re good at, while you

career. Jerry knew life flies by in the blink of an eye and was trying to encourage me to slow down, enjoy each part of life

e’re asking you to think of us as more than a traditional distributor who just

inventories and supplies products. Let focus on the things in your business that

Thirty some odd years later I’ve repeated

make you the best at what you do. We are

that phrase to several people, because

going to continue to reinvent our business

it’s true. And as I look back, I didn’t

and look for ways to provide value for you

always follow Jerry’s advice. I became

in new shapes, forms and sizes; providing

consumed with the next challenge in my

capabilities that are designed to save

career at the expense of slowing down

labor, reduce waste and provide a positive

and enjoying all the phases of life. Today,

contribution to your bottom line.

I’m getting better at being present in the situation and avoiding the temptation to

By allowing us to take some things off of

allow life’s little distractions to interrupt

your plate; you’ll have additional free time

enjoying that particular moment in time.

to do the things you enjoy the most.

It’s a work in progress. The days are getting longer and the years are getting shorter. It’s your time, start choosing how you spend it.

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I wanted to

BE DIFFERENT than everyone else in the industry and in the company

avid Littlejohn is the Senior SVP of End Users for Shealy Electrical Wholesalers and is also the lead for the National Account Segment. He has been with Shealy Electrical (EDI before that) for 21 years in a variety of roles.

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Q Can you give us an overview of the National Accounts Segment?

There are currently 7 people on the National Accounts team which is comprised of account managers, project managers, lighting specialists and warehouse managers. At Shealy, our national account business is focused predominantly on lighting opportunities and is retail oriented. We look for a regional headquarters located within the Carolinas and a company for whom we can provide customized solutions for their facilities. To qualify as a national account, we look for customers that can do a minimum of $1M annually and we need to establish a strong relationship in order to have a long-term ability to showcase who Shealy is. We’re not looking for a short term RFP type business. Centralized purchasing/decision-making capabilities are also required for our national accounts. The national account business for Shealy got started, really, by accident. We had several vendors that were requesting that we enter this business segment. At that point, we were not interested – we were a small company (this was in 2005) when these conversations were taking place. We did have national account business with Belk in the late 90’s but we didn’t realize at the time that this was a national account. What really pulled us in was vendor influence. We were restructuring our sales teams and their focus, so this came at an opportune time to jump into something new. In this segment, we work on both new construction and renovation projects - roughly 80% renovation and 20% new construction. These projects consist mainly of relighting. 50% of the bank business on one project right now is security lighting upgrades at ATMs across the country. There are not a ton of new stores being built – mostly upgrades to existing locations.

Q Who are your typical customers?

We are strongly focused on Fortune 100 companies. Banking, retail, grocery, and the dollar stores have been our strong suit. We have had other retail opportunities, but they didn’t fit our model – they weren’t interested in all of the services that we offer and they also weren’t located within our footprint. That really narrows down our target lists. We have taken a breather on the pursuit of some national accounts due to the other growth and changes within the company. However, in 2016 we will be back on the offense looking for more – perhaps broadening to the Fortune 500 companies.

the autonomy

AND the opportunity to try something

new.

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What is the role of the National Account Manager? A National Accounts Account Manager is more similar to one of our specialists than to a traditional salesperson. It is a sales role, but it is also a supporting role for the customer’s team that offers solutions to their challenges. The wins for a National Account manager come from solving problems, not in making daily sales. The customer makes the decision once on the project and you don’t sell any more for the

Q What is the most difficult part of your job? Not being able to control acquisitions. You can spend two years courting a customer, just to have someone come in and buy the company and all of your work is gone. That is the most disappointing. That goes for both customers and manufacturers. We had a very strong relationship with one vendor that we started

remainder of it. Once the deal is cut, we have the products

out with in the very beginning. We have a 20 year

and the account manager maintains the business. This

relationship with this vendor and now they will be

person manages all of the details of a project. You take a lot

owned by someone that we were not close to. All of

of the selling expense out of the process. The warehousing

this work over the years can be negated very quickly

expense is higher for a national account, but the selling

once an acquisition takes place. You can get very

expense is less. You don’t have a traditional inside project

frustrated, but there’s not much you can do about it.

management model. It’s a hybrid role.

How did you get started in National Accounts? I wanted to be different than everyone else – in the industry and in our company. Everyone around us was traditional

corporate headquarters in your footprint, but once acquired or changed, they can end up moving those headquarters across the country. You start out with a

and I thought that this gave us the ability to jump out

plan, and it changes along the way. There are also times

and try something new. If it failed, it failed. It was easier

we are in competition with national distributors. We

than I expected. Not many people are good at managing

can sometimes get beat because they have hundreds

corporate relationships - you have to relate to everyone from

of locations across the country and the end users

the maintenance person to the people in the boardroom.

express an interest in having local support for their

An average account manager faces some difficulty with

business – whether they ever actually use it or not. You

that scenario. Boardroom presentations and the ability to

have to ask a lot more questions in those instances to

present a concept and put it into process are things that

make them realize their actual versus perceived needs.

I enjoy. I wanted to get into the process early. There is a much longer sales cycle in National Accounts than in typical commercial contractor business. The wins look different – it doesn’t show up in a National Account for a long time. In this business, it’s the little things.

Geography is also a challenge. You can have a

What do you enjoy most about leading National Accounts?

The more questions you ask, the tighter together you put the RFP, or define their needs, the better chance you have. If we highlight our services – our staging and kitting, our specialists, our ability to engineer documents or put together drawings, our ability to do rebates – it becomes easier to show them that Shealy is a great solution for them. Not everyone can do that,

I enjoy the autonomy and the opportunity to try something

especially as well as we can. We’re also not afraid to

new. The ability to be able to make a decision at a very high

walk away from something that we don’t feel we can do

level and see it implemented on the street.

best. continued on next page

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does the National Account segment add value to Shealy Q How customers and their businesses? This segment has brought business to several of our existing customers in the construction segment. In 2015, we have done about 40 National Account projects with existing customers just in Charlotte. We are trying to sell a solution to an end user – they can then buy through an electrical contractor. Our warehousing capabilities bring huge value to our National Account customers. Not everyone can take material from 20 different locations, assemble it and send it back out where it needs to go in a “dummy proof way”. The cost is not just embedded in the material – the cost is in what happens when you ship a pallet of material out and it gets broken. Or the trucking company knocks it over and you need to know what’s missing. As cliché as it may sound, we can deliver the right part, at the right time, to the right place, for the right price. We have an ability to see things that will improve the customer’s project and aren’t even asked for and pride ourselves in finding opportunities for our customers that they might not see.

us about a time that you were able to help a customer out of a Q Tell tough situation?

pride ourselves in finding

OPPORTUNITIES FOR OUR

CUSTOMERS that they might not see.

Harris Teeter has 230-240 high-bay fixtures in a new facility that we were working on and they required glass lenses on their high bays. We were buying the fixtures from one of our vendors and they bought the lenses from a foreign supplier. All of the fixtures were installed and the clear glass lenses were yellow. Harris Teeter selected the fixtures they wanted based on the aesthetic, which is very important to them. As soon as we figured out the error, Shealy sourced $80,000 worth of glass lenses from another vendor that would fit on that specific fixture. We never asked anything additional from Harris Teeter and we paid the contractor for the labor. All of this was accomplished before the store ever opened. Within one week of finding out about the problem, we sourced the product and had all of the lenses changed so that they could open their new location with the products that they wanted. It was a $120K issue that we made right without any hassle or questions. The only issue is that we wanted to make it right, and we did. For more information about Shealy Electrical Wholesalers and our National Accounts division, contact David Littlejohn at dlittlejohn@shealyelectrical.com or scan the code to the left to get more info for yourself!

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THULE AIR BASE PITUFFIK, GREENLAND PROJECT PROFILE

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OVERVIEW U.S. Army Corps of Engineers project consisting of the removal and replacement of the center 170 foot keel portion of approximately 10,000 feet of existing asphalt runway pavement. Replacement of materials is through the upper 6 inches of base course of existing runway. The project renovations include the replacement of the runway edge lighting, runway threshold bar, and other associated electrical upgrades. The region is glaciated and the existing soil is generally permafrost, which exists 1 to 6 feet below the surface and to a measured depth of 1,600 feet. The goal is to upgrade the runway every 20 years.

eep within the Artic Circle in Greenland sits one of the United States’ most isolated air bases. At more than 700 miles north of the Artic Circle, Thule Air Base is the halfway point between

Moscow and New York. Thule Air Base was created by an agreement signed 27 April 1951 and covers approximately 254 square miles. It provides security, communications, civil engineering, personnel, services, logistics, and medical support to remote active duty units in a combined US, Canadian, Danish, and Greenlandic environment of 600 military, civilian and contractor personnel. In 2015, Shealy Electrical worked with two Denmark based contractors: Munck Civil Engineering A/S (Primary Contractor) and Intertec A/S (Electrical Sub-Contractor) on a project to reconstruct part of the main air strip on the base.

THE SOLUTION There were many obstacles for Shealy’s International Segment when working on Thule Air Base Project. The most recent project at Thule was the air landing strip reconstruction. • •

Limited Delivery Window Major runway Upgrade

• •

Two Year Project Extreme Temperatures

One of the most important factors on this project was timing. Thule is locked in by ice for 7 to 9 months per year, but during the summer,

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the ice breaks enough around the baseâ&#x20AC;&#x2122;s port to allow for the resupply of food, fuel, construction materials and cargo. This 3 to 5 month period is when Shealy has to have all major supplies sent to Thule on an international ship leaving from Northfolk, VA. To address the temporary issues with plane landings, Shealy and Intertec A/S provided a PAPI (Precision Approach Path Indicators) System while the runway was being reconstructed. The major parts of the project were changing the paint scheme to follow the airfield standards and new inset and elevated Crouse-Hinds runway lighting. An additional issue was the constant breaking in the asphalt of the air strip from the extreme temperatures. The original runway was painted white to prevent thawing of ice-rich soil and with the changes, Thule needed a solution. In the winter, the ice freezes and the air strip rises. When the ice melts, it lowers and creates cracks. The solution to this was installing an Owens Corning XPS Insulation that prevents the rising and lowering of the strip.

THE RESULT Thule Air Base was able to address all of the problems with the air landing strip. The new lighting and painting the runway to airfield standards will provide safer landing conditions. The insulation has made a huge impact in the constant repairs that were previously needed due to the extreme conditions. For more information on our international solutions, contact June Blackmon at jblackmon@shealyelectrical.com

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I AM ALWAYS ASKING MYSELF: am i doing the things

odd Ferrell is the Sales Vice President of Shealy Energy and lead of the Utility and Metering Divisons for Shealy Electrical Wholesalers. He has been with Shealy Electrical for 29 years and serves Electric Utilities throughout North and South Carolina.

Q Can you shed a little light on the Utility segment?

The Utility Division services/sells to Electric Utilities in the Carolinas. We sell traditional pole line hardware, conductor and fittings, meters and lighting. continued on page 16

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Q Who are your typical customers?

Our customers are Municipal Electric Systems, REA-Electric Coops, Investor Owned Utilities, Utility Contractors and Military Bases that maintain their own Electric distribution systems.

Q What is your background?

I have a BSEET from Clemson University received in 1986. I have been with Shealy and the Utility Segment since the Spring of 1986. I started in outside sales and became the leader of the Utility Segment in 1994. I have served in that role since that time.

What do you enjoy most about leading this segment? The relationships that I have developed with customers, vendor allies and associates alike. I also enjoy the challenge of bringing solutions to customers when presented with a challenge or a problem. How can my team make it easier, safer or more efficient?

the

rapid

pace of change

IN TECHONOLOGIES IN OUR INDUSTRY,

Q How many people are on your team? Are any of them specialists?

We have 8 full time associates and 2 part time associates. Metering and Lighting have been key cogs in our success for many years. Ken Hause serves as our Meter Specialist; primarily supporting our Itron and Brooks UPG efforts. Terry Weaver, Jeremy Howard and I have all achieved our Lighting Certification through NCQLP and work diligently to stay abreast of the most current lighting solutions available in the Utility market. This helps us act as a resource for our customers when they encounter lighting and metering challenges. They are able to worry about other tasks and assignments they are responsible for while allowing us to help them vet the best metering and lighting solutions for their specific needs.

Q What is the most difficult part of your job?

The most difficult part of my job is achieving balance while determining where my time is best spent. The rapid pace of change in technologies in our industry, the daily rigors of all things sales related and the capricious dynamics of vendor relationships all demand my attention. Discerning the acute from the chronic as they relate to opportunities or problems with all of these is a challenge. At the end of the day, I ask myself, â&#x20AC;&#x153;have I done the things that will help us best serve our customers both today and long term and subsequently make my team successful? â&#x20AC;&#x153;

and the

dynamics

OF VENDOR RELATIONSHIPS

demand my attention

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Q How does your segment add value to customers and their businesses?

Unlike Invester Owned Utilities whom assign very specific responsibilities to very specific departments or staff, the personnel at the majority of Utilities we do business with are called on to serve in many roles. We offer expertise in lighting, metering and underground applications and we are able to help them focus a smaller scope of â&#x20AC;&#x153;issuesâ&#x20AC;?. We can be a resource to those who will let us.

Q How are you able to help customers out of tough situations?

Utility emergencies are typically weather related. Ice, snow, hurricanes and high winds are usually the culprits. Any weather that can topple trees or tree limbs over a widespread area can wreak havoc on an overhead electric distribution system. When Utility distribution systems experience these outages it is all hands on deck until all of the power is back on. Nobody wants to be without power. We send out an updated Shealy contact list each year. We are here and ready with storm related inventory. We will find a way to get that material to our customers. We want to help and are available as long as your emergency lasts. For more information about the Shealy Electrical Wholesalers and Utility division, contact Todd Ferrell at tferrell@shealyelectrical.com!

1 PRODUCT 160 WATT CREE CXB LED HIGHBAYS

2 MATERIAL COST $56,153

HARRIS TEETER CHARLOTTE, NC PROJECT PROFILE

3 NET PROJECT COST $92,000

4 NUMBER OF FIXTURES 157

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arris Teeter , a

survey of the store.

an excellent replacement for what

wholly owned

There were four main reasons for

Harris Teeter had in place.

subsidiary of The

this project:

provides the additional benefits of

Kroger Co. operates

It also

energy savings and significantly

over 230 locations

Energy Savings

and two fuel centers

Maintenance Costs

reduces relamp maintenance costs.

in seven states and the district of

Better lighting

Harris Teeter Operations were so

Columbia. Harris Teeter has been

Uniform light distribution

pleased with the new lighting that

a National Account customer of Shealy Electrical since 2007.

they have changed their new store Shealy worked with Harris Teeter on

specification to this fixture. They

selecting new fixtures to replace the

are also putting a plan in place to

A service opportunity arose initially

157 400 watt metal halide fixtures

retrofit their existing stores.

back in 2007 and Shealy went

that were currently being used in

above and beyond Harris Teeterâ&#x20AC;&#x2122;s

the store. The selected new fixture

expectations. They have been a

is the Cree CXB series LED High-Bay

loyal customer ever since. Shealy

luminaire.

first proposed this project at The

With exceptional rated lifetime,

Shops at Blakeney when they

zero restrike time and a compact

completed a walk through and

lightweight construction, this was

For a full list of our Project Profiles, visit www.shealyelectrical.com/project-profiles For more information on how Shealy Electrical can help you, or how you can submit your latest project for a profile, contact Jana Case at jcase@shealyelectrical.com

BEFORE

AFTER

BEFORE

AFTER

BEFORE

AFTER

I PRIDE MYS

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YSELF

in bringing THE BEST SOLUTION

to our customers

im Wallace is the Director of Petroleum Sales for Shealy Electrical Wholesalers. He has been in the petroleum lighting industry for over 24 years and serves the industry throughout the 48 continental states.

Q Can you shed a little light on your segment?

There are currently over 8,000 Petroleum Jobbers in the US that operate 152,000+ convenient stores. The Petroleum industry has its own set of requirements and needs. There are very few specialists in the Petroleum lighting industry and even less that know what the needs are and how to service this particular segment. This is the reason why I chose this particular niche to service.

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Q Who are your typical customers?

The Petroleum Lighting Industry/Convenience Stores are my customers and my specialty. My customer base is large servicing all of the Continental US. That is a lot of light sockets that need to be filled and has kept me busy for many years.

Q What is your background?

When I first started in lighting 24 years ago I was looking to find a segment I could focus on and master. I quickly discovered that no one was servicing the Petroleum Industry/C-Stores and with the large customer base available, that was the green light I was looking for. This was the beginning of my career and has kept me busy to-date.

Q What do you enjoy most about leading this segment?

Coming from a family involved in the construction market, I like seeing a project through from beginning to end and having a happy customer at the end of the project. Over the years in this Industry I have seen a little bit of everything inside and out. When a customer calls and says… “I have no idea what I have or what I need,” that makes my day. I know the process from beginning to end that will help bring their store into the 21st century in the lighting industry as well as making it more aesthetically pleasing to their customers.

Q How many people are on your team? Are any of them specialists?

There are 3 people on my team. They have worked with me 10 years or more so they know the needs of our customers well and have been in the working in the industry long enough to qualify as a specialist.

Q What is the most difficult part of your job?

My clients range from 10 stores or less up to the Speedways of the world that have in excess of 1000 locations. They are located all over the country so traveling is the most difficult part of my job.

Q How does your segment add value to Shealy customers and their businesses?

Our customers know that with the knowledge I have in the Industry that they can trust me to provide them with the best solution, quality products and services in the Petroleum segment.

Q Can you tell me about a time when you were really able to help a customer out of a tough situation?

We do this quiet often. We have had several instances where the customer had to have their upgrade project and fixtures in within a very short window and our relationships with the vendors allowed us to provide these expedited services to our customers.

For more information about the Shealy Electrical Wholesalers and Petroleum division, contact Tim Wallace at twallace@shealyelectrical.com!

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LAURENS ELECTRIC COOPERATIVE

GREENVILLE, SC PROJECT PROFILE

UTILITY PROJECT

CT PROFILE HERE

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t is common practice for electric utilities to offer a leased lighting program to minimize the initial financial impact and long term maintenance costs for their end customers.

They allow customers to select from a list of lighting options based on appearance, functionality and price. A customer of LEC began development of an upscale cottage style community in the

Greenville, South Carolina metropolitan area. The developer wanted state of the art technology with a traditional look for lighting the premises and creating an atmosphere appealing to prospective families and residents.

THE SOLUTION LEC serves as a lighting solutions provider based on a long term relationship between themselves and the developer. Subsequently LEC often

partners with Shealy Electrical for their lighting needs (and has for many years). Shealy assists in selecting and recommending the correct lighting for specific project requirements. Working with the local Holophane representative (Tom Haberstock) LEC and Shealy, the developer chose a Holophane post top LED decorative luminaire to be mounted on a round tapered fiberglass pole.

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This group also worked in harmony to design a layout for the developer that delivered the aesthetic and functional characteristics required for this project.

THE RESULT In the end, Laurens Electric Cooperative installed 29 Holophane LED luminaires and Shakespeare fiberglass poles, completing the first phase of the project. Moving forward, LEC and the developer plan to duplicate this solution on future expansions of this development using the same Holophane LED luminaire and Shakespeare fiberglass pole. This will ensure they maintain a classic consistent appearance throughout the community. For more information about tour Utility solutions and how we can help you, contact Jeremy Howard at jhoward@shealyelectrical.com

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our service

AND THE WAY WE

we handle problems

quickly and efficiently

SEPARATES US FROM THE COMPETITION

une Blackmon is the International Sales Manager for Shealy Electrical Wholesalers. She has been with Shealy Electrical for 9 years and serves International customers throughout the world. continued on next page

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you give us an overview is the most difficult part does your segment add Q Can Q What Q How of the International Segment? of your job? value to Shealy customers and In the international segment we deal mostly with U.S. electrical products, but we also provide mechanical, plumbing & civil products to many contractors. The contractors trust us to handle their business with great care. We have supplied products to 27 countries and we were the 10th largest government shipper with DHL during the Afghanistan build-out. Shealy qualifies as a Small Business for U.S. Government and U.S. Military projects. We ship by Air and Ocean to our customer’s jobsites all over the world and we also ship domestically.

How many people are on your team? Are any of them specialists?

We have a team of three on our International Team: Myself, Laura Ellis and Ron Conyers. Laura is an Inside Sales Support Specialist and her job starts after an order is granted. Laura enters, tracks and coordinates the orders, and also ships material and prepares shipping documents. Ron Conyers is an Inside Account Manager who has 30+ years in the electrical business. We also use our Switchgear Specialist, Kevin Bowman, on large electrical orders.

When we get inquiries for an order, we can get as little as a picture of an item. A typical order is an item with no specifications that we have to find and make sure it works in the application. We spend quite a bit of time trying to help the customer figure out what they need for a project.

are your typical Q Who customers? We have two types of customers: foreign contractors that have projects that require U.S. products (electrical, mechanical and architectural) and Base Operating Services Support (BOSS) Contractors (maintenance on base).

Tell me about a time when you were really able to help a customer out of a tough situation.

We helped a contractor based in Denmark with a very complicated air strip reconstruction. There were many obstacles we had to deal with including extreme temperatures, 3 month shipping window for a two year project and differences in material terminology.

their businesses?

We provide a service to international customers that a lot of companies do not provide, and that is the way that we handle their material shipments and orders from start to finish. It’s not always our price, it’s our service, and the way that we handle problems: quickly and efficiently. Everything we ship out is in a clear, distinctive format that matches item numbers to a description. We are extremely organized and go the extra mile to make sure all items are matched to customer’s project list. Our team receives material, identifying it correctly so that the contractor can receive it correctly and know they have the right parts. A foreign contractor’s receiving team may not speak English so we offer templates that cross a language barrier and we do everything in our power to eliminate any damages or surprises. We take the extra time to make sure that everything is shipped out of Shealy in the easiest way for the contractor to complete their job. For more information about the International division, contact June Blackmon at jblackmon@shealyelectrical.com!

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OVERVIEW Handy Mart is a division of E.J. Pope & Son, Inc. and has owned and operated 40 convenience stores in the eastern part of North Carolina since 1919. They are very well known in the Petroleum and Convenience Store Industry in North Carolina. Handy Mart likes to stay on the cutting edge of products and services while keeping a traditional feel.

HANDY MART E.J. POPE & SON, INC. PROJECT PROFILE

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healy was thrilled with the opportunity to bring Handy Mart into the 21st century and knew the benefits they could obtain by moving to LED. LED lighting is visually more appealing and the energy saving

benefits just make sense!

THE SOLUTION After meeting with Handy Mart and gaining an understanding of their business objectives and scope of the project, Shealy recommended Cree LED Lighting systems which offered: Significant energy savings High-quality dependable fixtures

THE IMPACT Since the installation of LEDs, Handy Mart has reduced its annual energy consumption by an average of $11,270 per store equating to $250,000 across Handy Martâ&#x20AC;&#x2122;s 22 store upgrade project. In addition to enhancing the visual appeal of their stores, the company will experience a project payback after only 24-26 months.

THE SHEALY ELECTRICAL ADVANTAGE Shealyâ&#x20AC;&#x2122;s Advantage approach gave Handy Mart uniquely suited support and resources, balancing four key strengths to help Handy Mart reach their energy saving goals. DISCOVERY AND DESIGN:

100,000 hour rated life

We provided a complimentary lighting audit and custom energy

10 year warranty on all fixtures

savings analysis and solution from a team who truly identified

High impact uniform lighting for convenience stores

Handy Marts specific goals.

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We provided a choice from a broad portfolio of the latest LED lighting technologies designed specifically for the petroleum industry. SEAMLESS INSTALLATION: We coordinated and provided installation teams that specialize in LED upgrades in the petroleum industry. ROI OPTIMIZATION: We helped Handy Mart receive attractive financial benefits with a plan built to deliver exceptional energy savings.

“

We don’t make decisions at Handy Mart unless there’s a clear benefit and a firm financial rationale behind it. Brand reputation was a also very important to us. Shealy was the right partner with the best solution who we knew would stand behind its products.

Shealy also filed and assisted with the proper rebates format required for Handy Mart to receive $154,248 in utility rebates incentives.

“

INNOVATIVE SYSTEMS:

- Scott Driscoll

For more information on how Shealy Electrical can help you, or how you can submit your latest project for a profile, contact Jana Case at jcase@shealyelectrical.com

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our team is able to get

ANY ITEM TO ANY PLACE

in the world

ike Pollock is the Vice President of International Operations for Shealy Electrical Wholesalers. He has been with Shealy for 17 years and serves a variety of commercial, industrial, and utility customers throughout the world.

Q What is your background?

A major career change led me to Shealy. I had been a minister before that â&#x20AC;&#x201C; quite a jump from there to Electrical Distribution! But God moves in mysterious ways, so here I am. I actually started at Shealy in the warehouse, moved to Inside Sales (Utility), then to Outside Sales (Utility) and eventually started our International Segment.

is the most difficult part of your Q Who are your typical customers? Q What job? Our customers typically fall into 1 of 3 categories: the U.S. Government, contractors to U.S. Government, and U.S. based companies with foreign projects.

Trying to solve problems on a different continent has its challenges. Unique time zones, technical standards, and languages are just some of the barriers that need to be overcome.

THE CIRCUIT FALL & WINTER 2015

Q Can you give us an overview of your segment?

The International Segment started shortly after the U.S. entered the first Afghanistan war in 2002. We worked closely with a US company that had a contract with the U.S. Army to supply power to our troops there in Afghanistan. Then when we entered into the Iraq war we began working with several other military contractors. The lessons we learned from all of this has been transferred into the broader market so that now we are able to serve a variety of customers with all kinds of products all over the world.

Q What do you enjoy most about leading this segment?

What I enjoy most is the fast pace. Like the domestic contractor market everything seems to be a crisis, but multiplied in urgency because of the longer delivery times overseas. There was a lot of satisfaction in helping our troops during the wars and I still take pride in getting material to different parts of the world in time to avert a crisis.

Q When was a time when you were really able to help a customer out of a tough situation.

There was a time in the middle of the last Afghanistan war when the perimeter lighting of a major U.S. Army base kept failing. The contractor on base didnâ&#x20AC;&#x2122;t know why and security was a huge issue. We were able to work with the contractor to design and supply a custom solution. Most of the situations we deal with now are not life and death in nature, but experiences like that have taught us how to react quickly to urgent needs.

Q How many people are on your team? Are any of them specialists?

There are 4 of us on our team. Kirk Layton is an Inside Account Manager, has been with Shealy for 18 years and is an expert across many fields. He has extensive knowledge of both product and customer needs. Elizabeth Broome is also an Inside Account Manager and an expert in logistics, documentation, customer service, and anything related to processes and the computer. She works at the speed of light! Jeff Johnson is our Logistics Coordinator. He stages, packs for export, and ships all material to meet U.S. export standards. Together they are as good a team as Shealy has.

Q How does your segment add value to Shealy customers and their businesses?

Everything Shealy does to assist the contractor, utility, and industrial plant down the street can now be done for the contractor, utility, and industrial plant across the ocean. We resolve technical questions, assist with engineering of design/build projects, prepare technical proposals, coordinate and manage delivery schedules, and source / consolidate / stage / package / ship material world-wide. And with vendor relationships across multiple industries (Electrical, Mechanical, Architectural, etc.) we deliver complete MRO solutions anywhere in the world. For more information about the International division, contact Mike Pollock at mpollock@shealyelectrical.com!

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OH WHAT A

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