TED Magazine - February 2017

+ALSO IN THIS ISSUE 6 President’s Note | 8 Chair’s Column | 10 What’s on tEDmag.com | 18 Project Spotlight | 20 Lighting Update
21 Contractor Q&A | 22 Government Watch | 30 Happenings | 38 Contractor Corner | 42 Millennial Minute | 44 Tech Watch | 60 Marketing 101
64 On the Bookshelf | 66 Best of the Best Coverage | 94 People | 95 Ad Index | 96 Education Profile
CURRENT
13 Region Outlook
The states in the NAED South
Central Region—and those
that sell there—have a lot at
stake under the new regime
in Washington.
24 Commodities
Energy prices will affect just
how heated the environmental
battlefield becomes in the
wake of oil and gas lease
cancellations in the West.
26 Channel Issues
How much does it matter if
your manufacturers consider
you a customer vs. a partner?
BUSINESS
33 Market Focus
As EV sales go, and they are
continuously accelerating, so
go EVSE sales—one of the
easier markets for electrical
distributors to shift into.
40 Training Tactics
While technical skills often
determine hiring decisions, soft
skills—or the lack thereof—drive
employment terminations.
46 From the Top
The Hite Company uses EPEC
to help address the challenge
of increased competition for
customers and employees.
SELLING
55 Selling Spotlight
In sales, it’s not about doing
things right, but also about
doing the right things—but how
does one know which “right
things” should take priority?
58 Management
How to achieve more sales—
and get accurate projections.
62 Lighting Lessons
Generally considered more an
art than a science, residential
lighting still has rules of thumb
to use as a starting point.
PRODUCT KNOWLEDGE
86 By the Numbers:
Wire and cable
88 Lighting: Retail lighting
90 Electrical: Wire and cable
91 Product Watch: Cable
92 What’s New
24
An environmental
battlefield
38
Stock what
they need
58
Close more
sales
88
FEB. 17
CONTENTS / DEPARTMENTS