IMARK Group is pleased to introduce our new chairman of the board. Bob Powers is the president and managing partner of Edges Electrical Group, which is based in San Jose, California. Bob recently started his three-year term as chairman. Many exciting and interesting things will occur for IMARK in the coming years and Bob is up to the challenges that leadership requires. As is our custom when introducing a new chairman, IMARK Now asked Bob some questions so we can get to know him better.
Tell us a little about Edges Electrical Group:
Edges Electrical Group was formed by two companies—Granite Electrical Supply Inc. in Sacramento, California and Electrical Distributors in San Jose, California. The two companies merged in January 2014. Both companies wanted growth. Together, our footprint, headcount and sales doubled overnight. This allowed Edges to begin utilizing its new size to serve our current customers more efficiently, add more customers and offer more loyalty to our suppliers. Since then, we have added 80 employees (increasing our current total head count to 300) and sales reached more than $200 million in 2017.
How did you get started in the electrical distribution business?
I had a high school friend whose dad was my baseball coach. He owned a rep agency representing electrical products, such as PVC conduit, wire and cable and lighting. I worked part-time while attending college, starting in the warehouse.
How would you describe some of your key personal traits?
Positive: I made the decision long ago to always look at things optimistically. It has allowed me to expand my thinking and try new things. It also keeps me positive during the day.
- Leader by example: I have the willingness to take on any project I ask others to do.
- Balanced: Sleep, diet, exercise, work (still working on taking time off).
- Listener: My mom told me years ago that God gave me two ears and one mouth, so I should listen twice as much as I speak.
What were some of the most important things you learned during the merger of Granite and Electrical Distributors?
First, we needed to make sure that the two cultures respected one another. We prioritized spending as much time as necessary answering employee questions or concerns.
Also, it took longer than anticipated to merge the operating systems, even though both had the same system. Finally, the experience reminded me that there are no shortcuts anywhere in life, and merging our two companies was no exception.
What are you most passionate about when it comes to your company, employees and customers?
- All: Responsiveness and accountability.
- Edges: We need to grow market share. The alternative is not an option in today’s/tomorrow’s business environment.
- Employees: Training, setting and achieving annual goals, listening, having a willingness to change and identifying those employees who are all-in and growing with our company.
- Customers: We need to give them the right reasons to trust our company with their business. Edges defines itself as a service-oriented company, constantly striving to improve all solutions we offer to our customers.
What do you see as some of the biggest challenges facing IMARK members (or your company in particular) today?
I think IMARK has some of the very best companies in electrical distribution. The challenge that we all face is how to compete, grow and remain relevant moving forward. All IMARK members need to clearly define who they are and what they really want. So, be clear with the direction you want to take your company, be realistic with your goals and what it will take to achieve them. Yes, we all hear about Amazon and big-box companies moving into our space.…but we first need to define who we are before we can start attacking the markets with good results.
What do you see as some of the biggest growth opportunities for IMARK members today?
People are our most important asset. It’s necessary to keep your “A” people challenged and motivated day in and day out. Have a system in place to seek out those who have the DNA, drive and desire to grow with the company. We need to identify these key people early and give them the tools to win.
If we are discussing growth by percentages, e-commerce is growing by leaps and bounds. It’s not for all of our customers, but you might be surprised by how many want to know about your company’s presence in this space. Don’t leave it up to your sales reps to tell you if their customers are ready or not. I strongly urge IMARK members to conduct a customer survey. The younger employees coming in to our markets all want the ability to click and go. IMARK has a great starter kit for those companies that would like to learn more about e-commerce.
What would you say to a young person who is considering a career in the electrical distribution industry?
This is a great business that offers challenges, rewards, growth and teamwork.
What can IMARK do to support the growth prospects of IMARK members?
I think IMARK is doing a nice job showing members areas where they can utilize IMARK tools, such as the eBranch webstore development kit and the Quickbuy ePad, the business plan, all of the training and additional rebate opportunities, such as Gainshare. Also, the networking opportunities at our annual meetings and showcase events offer needle-moving discussions with top manufacturers who can make key decisions very quickly.
How much emphasis does your company place on working closely and growing with IMARK suppliers?
Edges is a big advocate of reviewing non-IMARK purchases and shifting business where it makes sense. With that said, I feel our company and many other IMARK members could do a much better job.
What are your favorite things to do when you are not working?
I enjoy fly fishing in remote areas, running, open water swimming, water skiing and other venues that provide a competitive atmosphere.
Tell us a little about your family:
My wife of 33 years, Debbie, is an amateur equestrian jumper. We have a 29-year-old son, Dillon, who also likes the outdoors. Our family lives in Auburn, California (70 miles west of Lake Tahoe at the base of the Sierra Foothills).