What is CAP?
- The Channel Advantage Partnership (CAP) is the endowment fund for the NAED Education & Research Foundation
- 31 NAED electrical distributors and 15 NAED manufacturers have pledged more than $7.9 million to CAP
- CAP Council Distributors - $100,000 or more
- CAP Council Manufacturers - $250,000 or more
- CAP Associate Distributors - $50,000 or more
What are we trying to do?
- Build a better future for the electrical distribution industry
- Fund, select, coordinate, and monitor critical research
- Develop education and training programs
Click here to see a list of CAP partners
Green Research Benefits all NAED Member Companies
Read the following Q & A with Steve & Joe (need more info explaining them here) to see why research on this subject is valuable to our channel.
Why is it important to fund research projects examining these topics?
Steve: More than ever we as distributors need to differentiate ourselves through consultative selling. No topics in our industry are emerging more prominently or quickly than addressing environmental concerns and reducing energy consumption. Understanding customers’ needs and how electrical products are used and sold in this regard is an absolute necessity.
Joe: We bring value every day with the knowledge we offer, particularly with switch gear and lighting, as well as local stock of all electrical products for every market. We now have an opportunity to build on our core businesses by getting more involved in the alternative energy/sustainability/energy management markets. Doing so puts us in an even stronger position with our present customers and helps to develop new customers.
What are your thoughts about the usefulness of these projects?
Steve: NAED members will benefit from the quick and easy formats used to convey the research findings. Whether it's an article in TED magazine, the very popular webinars, or the simple user guides and reports, every member can access useful tips and detailed information to get an edge in gaining customer confidence when it comes to selling energy management products.
Joe: All NAED members can benefit from the myriad of deliverables being offered and at a cost you can’t beat—it’s free! Trying to create the research alone would be too costly for most companies. Delivering findings in white paper format, webinars, case studies, magazine articles, green room emails, etc. certainly covers all the bases.
What project take-aways have you already implemented/do you plan to implement at your company?
Steve: Already we’re training customer service employees on energy issues so they can to help customers navigate the many new product alternatives just becoming available. In addition, the NAED research gives us a roadmap to pursue those customer segments already actively buying energy related products.
Joe: The findings from these studies reaffirm the need to become more involved with suppliers in alternative channels, i.e. solar and wind power; to conduct extensive training in core electrical energy management products and in other channel's products; to attend major energy management counter days and evening seminars; and to do sales calls with our customers to their customers to mutually sell energy management solutions.
What surprises did you encounter throughout the course of these projects?
Steve: Of great surprise were the drivers behind corporate sustainability and energy management initiatives. While energy cost-cutting is still the top driver, establishing an environmentally responsible image and creating a desirable working environment for employees new to the workforce were also found to be of significant importance.
Joe: While not a surprise, I find the lack of knowledge our market channel has to suppliers in the other channels to be an obstacle. We often have to start at ground zero to explain our industry and the role we play. Also, the decision maker in most cases for sustainability and major energy management projects is often not the person with whom we have a relationship. Calling on CEO's and CFO's is not unusual.