Legrand North America, West Hartford, Conn., has restructured its sales and specification management structure for the brands of Wiremold, Pass & Seymour, On-Q and Cablofil.
As part of this restructuring, the company is bulking up its efforts in the specification community for Pass & Seymour/Legrand, Wiremold/Legrand, Ortronics/Legrand and Cablofil products.
Bob Smith, executive vice president of sales for Pass & Seymour/Legrand, Wiremold/Legrand, On-Q/Legrand and Cablofil, said the goal of this new structure is to have the best sales team in the electrical industry and the strongest brand awareness and preference driven by focused specification efforts. John Hoffman, vice president of specification (which will also include
Ortronics/Legrand in the specification effort), will head up the specification effort.
A re-evaluation of the rep salesforce for the Pass & Semour/Wiremold lines is another element of this initiative. Although the company wouldn’t comment on which reps have been terminated or added, Smith said, “Wiremold and Pass & Seymour have decided to go to one sales management structure in an effort to develop sales force synergies and also build a higher specification effort, which has been an ongoing process.”
He said changes were made in markets not necessarily because an agent didn’t perform, but because the fit seemed to be better for that market. Legrand is still interviewing reps in some markets and expects the selection process to be completed over the next 30 to 45 days.