Bob Garand of Fall River has been named lead salesperson for Rhode Island as Fall River-based Columbia Electric Supply Inc. looks to expand its services into the state. Garand says he will focus on establishing business throughout the Ocean State, concentrating on Newport, Jamestown, Portsmouth and Bristol.
PBN: As a wholesale electrical supply distributor, who does Columbia Electric serve?
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GARAND: We provide electrical products to electrical contractors, commercial and residential; commercial businesses; health care; government, city and state; utilities; and educational facilities in southeastern Massachusetts and Rhode Island.
PBN: What prompted the expansion into Rhode Island?
GARAND: Our company’s Fall River location is ideal to service the Rhode Island market, and I have experience in Rhode Island – quite a few of my friends work there. The needs of electricians and businesses for products and services are similar in both states, and I feel we can cover sections of Rhode Island better than some of our competitors. One of my year-end goals was to develop a plan to expand our territory into Rhode Island by adding trucks and personnel, so we would be able to handle the new business.
PBN: How big a share of your business would you like to come from Rhode Island?
GARAND: I would like to see 12 percent, but I would settle for 5 percent.
PBN: What will be your role as lead salesperson?
GARAND: I will hopefully establish a client list in Rhode Island – just as I have in Massachusetts – that I will call on and support.
PBN: What is your background?
GARAND: I started working in electrical distribution in 1966, when I was in high school. People [still] enter at all levels, and the opportunity I had is still available today.
PBN: What’s your strategy for capturing a share of the Rhode Island market?
GARAND: We will use the same strategy that has worked for Columbia in Massachusetts: find a fit for our company, by promoting quality products and services at competitive prices. Our inside sales people and shipping department are ready to handle – day and night – calls for orders, price quotations and deliveries.
