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WESCO Distribution Inc WESCO Distribution Inc began in 1922 as the distribution division of Westinghouse It did well enough until the early 1990s when it was sold off to Clayton Dubilier and Rice an investment company in 1994 Roy Haley was brought in as CEO and led the company to become the third largest full-line wholesale electrical equipment and supply distributor in the country In fact WESCOs sales in the United States alone were over 16 billion The company had three main types of customers The first Electrical Contractors who installed lighting and electrical systems for construction projects accounted for 465 million of WESCOs sales These were referred to as bid-and-quote transactions Since contractors had to bid for their contracts they in turn would then solicit bids from their chosen EES distributorships These distributorships would then compete to prove that they had the fastest delivery and more importantly the lowest overall price The second group of customers was the Industrial Customers This group accounted for more than 1 billion of WESCOs 1996 sales Also the Industrial Customers group was expected to keep growing in significance to the company The main EES need that WESCO could meet was with their Maintenance Repair and Operations MRO activities These activities would include such things as replacing a broken switch repairing a worn out motor before it failed or upgrading a lighting or drive system for increased efficiency The Industrial Customers group consisted of businesses like utility manufactured structures pulp paper and lumber mills petrochemical mining and metals facilities and transportation The third group was made up of Commercial Institutional and Government Customers CIG This was the smallest market in 1996 with only about 145000 in sales The companies included in this faction were hotels and motels hospitals universities and government organizations Despite the relatively small sales figures that WESCO realized from the CIG group there was a large market out there particularly government customers and they wanted a
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