Last month’s article, “Shifting Markets,” introduced today’s market reality in the electrical construction industry. The national shift of the electrical market characteristics from industrial to commercial/residential, however, does not always reflect the composition of the local markets. Until now, identifying the true characteristics of local markets has been nearly impossible. Due to the lack of an acceptable uniform measuring method for local market size and share, it was impractical to develop national and local tactics needed to improve the market. The market share research, commissioned and granted in 2005 by Electri International—The Foundation for Electrical Construction, was the first scientific method that enabled the local chapters to understand their market composition and draft a strategic and tactical plan for improving the market share.
DANESHGARI is president of MCA Inc. He is a consultant for various electrical and general contracting companies. WILSON, a professor at Franklin University, is the director of research for MCA Inc.