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 01 October 2005
Information is the key to our business
Régis Chouinard, Southern regional sales manager for Lumen a division of Sonepar Canada Inc.
Régis Chouinard began working in the business in 1992, spending one year as a warehouse counterperson.
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A rich and rewarding career
Groomed for a position as internal business and industrial salesman, he was appointed to the industrial sales role 18 months later. In 1996, at the age of 24, he became manager of a Lumen branch in Rimouski with five employees. Two years later, he was asked to run the 16-person Quebec branch, one of Lumen’s largest branches. On the strength of this experience, Régis became regional sales manager and then head of the Eastern region, which counts seven branches, some 60 employees and more than 1,500 customers.
Knowing how to communicate with manufacturers and clients
“I attach a great deal of importance to maintaining excellent relationships with my key suppliers by analyzing results with them on a quarterly basis. We then build our action plans for the next quarter. For this approach to work and to achieve our objectives, we have to adjust our positions with respect to both manufacturers and customers daily.” For Régis Chouinard, information is one of the keys to this business. Consequently, he regularly transmits new instructions to branches and makes sure he gets the answers he’s expecting on time. This allows him to monitor spending in different areas and make sure sales development in his region is on track at all times (oem, b-2-b, industrial, institutional), by analyzing market share and sales segmentation by sales rep and by branch.
Keeping an ear to the ground
Régis Chouinard also spends time every day coaching and managing each of the branch managers who report to him. “Each quarter, we get together with the agency head and all sales staff to assess the situation, by analyzing the amount of business done with each client and by devising strategies for some of them. I love keeping an ear to the ground and supporting the efforts made by our sales people. This allows me to promote the various tools made available by Lumen, ensuring that my sales people understand how to use them, and to visit our clients with each of them.”
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