Eaton Brings LaSalle to New England

Last summer Yusen and ABB initiated change in the New England market that sent ripples across the market. The two parted ways. This then created line-up changes for a number of agencies as Yusen picked up lines to replace ABB, ABB researched the market and decided to go with CC Pierce, who then needed to make their own line changes, culminating in Flynn-Reynolds picking up NSI.

And then the market “settled.” Presumably everyone has been satisfied with their decisions and the market moved on.

Since then, two new agencies have formed in the New England market – New England Solutions Group which build its agency organically and LNE Associates, which started with the Cerro Wire line and has now represents eight lines. LNE was reportedly launched / supported by Lex & Associates, another NY/NJ agency.

Now another agency … more New Yorkers … are heading north.

LaSalle Reps, a leading northern NJ / metro NY rep, is expanding its push into New England.

I say “expanding” as it has had a salesperson in the Boston market since May and represented one line (ESL Power).

Their big play … they are moving to New England and will be representing the Eaton package.

Eaton is aggregating Crouse Hinds, B-Line, and Wiring Devices under one roof.

In New York Lasalle represents Eaton B-Line, Eaton Wiring Devices, Eaton Crouse Hinds (Commercial Products), Eaton Crouse Hinds (Industrial Products), Eaton Edison Fuses, Eaton Power Distribution, Eaton Power Quality, Eaton Cooper Power Systems, and Eaton Chargepoint.

As of October 1^st, LaSalle will be representing the Eaton offerings that David Role & Company (Crouse’s Commercial offering and B-Line) and Eaton Wiring Devices from Flynn-Reynolds offered. It is unknown if they have been authorized for other Eaton lines but, it can be assumed, looking at other reps around the country, that Eaton would like to bring more under one rep so that there is stronger alignment within a rep agency, message to distribution, and a comprehensive offering to present to contractors and industrial end-users.

Reportedly the business will be led by a former Eaton district sales manager who has roots in the New England area and desires to be in New England long term (which is always a challenge when working for a large manufacturer and seeking increased responsibility … moving to a distributor or rep firm can be a wise career / family move.)

Given LaSalle’s experience, and expertise, with Eaton it is presumed that their New York resources will be able to support a New England sales team with quotations and customer service, providing some synergy to the operations, enabling them to “not miss a beat” operationally. With the Eaton volume, there are the resources to hire a sales team to cover distribution and contractors / end-users and they will / have presumably been making outreaches but, this could be a unique opportunity to bring in talent new to the industry and then have someone mentor relationships.

According to sources, other lines that LaSalle represent have expressed interest in “supporting / following” LaSalle into the New England market.

Both Role and Flynn-Reynolds recognized the trend of large, multi-line manufacturers who had fragmented representation, desiring to consolidate their brands. The goal, by reps and manufacturers, is to have “true partners”, albeit the parties should define, and agree, on the deliverables of this definition, perhaps with the NEMRA Rep of the Future pillars providing a framework.

I spoke with both Role and Flynn-Reynolds ownerships, and they shared their perspectives and both essentially commented, “live will go on.” While Eaton was more important to Role due to volume, the agency has 20+ other lines, receives strong support from distribution with deep relationships, recently underwent an ownership transition that stayed within the agency with Jason Snyder now as the Managing Partner, and the firm is positioning for “live without Eaton.

For Flynn-Reynolds, there are some exciting things going on with new young talent joining the firm, utilization of analytics and AI to drive new insights, and continuing to focus on their existing lines, and strengths, which are enabling them to take share for their manufacturing partners.

The world of manufacturer agency representation continues to turn as manufacturers seek to improve their performance, reps are better defining their value proposition and what they want in a “true partner” and distribution sometimes just “needing support, needing material.”

But bringing New York to Boston? We have the Red Sox vs Yankees. The Patriots vs Jets (yes, there are the Giants and they stole two Super Bowls but, not as emotional as a Jets rivalry), Bruins vs Rangers (they have a time on the Island?), and Celtics vs Knicks (although the Nets moved from NJ to NY, but they were good for a trade.) New York and Boston have “history” … Beantown vs Broadway (or Wall Street).

Good luck to all parties. Frequently, change” ends up being positive, in the long run, for all and, if there was friction, or dissatisfaction in performance, the good thing is that change creates opportunities.

The question becomes, what is the next change? And what is “a true partner?”