Q: Considering that you’ve run businesses in
multiple industries, what attracted you to WESCO?
A: In the overall supply chain, distributors are
a critical link, and WESCO is one of the most
progressive. The Company is continuously
uncovering new ways to serve customers with
new products and applications, more efficient
procurement and information systems, and costeffective,
value-added services. It’s a challenging
and exciting business, considering the opportunities
that exist for developing new service models and
supply-chain solutions.
Q: What are the most important components of your
plan to generate continued growth and profitability?
A: We believe our strategy for broad-based
operational excellence is working. We are not
dependent on new breakthroughs or major
investments to achieve incremental performance
gains.We think of this as the “power in the base.”
WESCO has a large and diverse customer, industry,
and geographic base. We have a broad product
portfolio and a well-established sales and service
network. However, our internal benchmarking
clearly shows that some customers and suppliers
are more profitable than others, and some branch
locations and sales teams are more effective. Our
2005 operating plan addresses these opportunities.
We will support and invest in the customers,
suppliers, and branch operations that are most
effective and demonstrate improving sales and
profitability trends. These relationships and internal
operations are the standard-setters for the entire
organization and clearly show all employees what
is possible. We will take a different approach to better
understand and appropriately react to those customers,
suppliers, and organizational units that fall short of
our “best in class” expectations. Regardless of the
needs and unique circumstances, we fully intend to
raise the bar in terms of quality, reliability, and
performance.
Q: What is the status and future for LEAN
implementation across WESCO?
A: All branch operations and support functions
are actively engaged in LEAN methodologies,
which were initiated in 2003 and expanded during
the past year with 17 active initiatives and more
than 1,100 improvement events now completed.
In 2005 and beyond, LEAN will be expanded to
address administrative process streamlining and
simplification and overall supply chain optimization,
contributing to a strong culture of continuous
improvement across WESCO.
Q: What is WESCO doing to further develop
its organization and its people?
A: At the heart of this year’s record performance
is our people and their extraordinary commitment
to delivering results by partnering with suppliers
and providing solutions for customers. We believe
our employees and their “extra effort” attitude
are a clear differentiator for WESCO and a key
determinant of our future success. Recognizing
this, we’ve launched a talent management process
focused on professional development and
organizational effectiveness. We’re committed to
increased investment in training and development,
and we’re confident that this will create value for
our customers and for our shareholders.
Q: What is your outlook on 2005?
A: We have strong momentum as we enter 2005.
Our base business offers excellent opportunities for
organic growth and operating margin expansion.
Our business model is working and our committed,
talented employees and seasoned management
team are establishing a track record of meeting
commitments and satisfying customers. The
future is bright.
Click here for Q&A with Stephen A. Van Oss, Senior Vice President and Chief Financial and Administrative Officer