www.sparkselectricalnewsmagazine.co.za MAY 2020 ELECTRICAL NEWS REGULARS: CONTRACTORS’ CORNER | BUYERS' GUIDE: ENERGY EFFICIENCY | FEATURES: DBS, SWITCHES, SOCKETS & PROTECTION | ENERGY EFFICIENCY | LIGHTING FAMILY-OWNED AND MANAGED BUSINESS STILL INNOVATING AFTER 72 YEARS The Pratley manufacturing facility in Krugersdorp, Johannesburg. he fact that Pratley celebrates its 72nd anniversary this year is largely it will work. We have absolutely no doubt about that.” Indeed, Kim has a plaque due to it being a successful family-owned and managed business, ac- on his office wall that reads: ‘Impossible is what nobody can do until some- Tcording to CEO Kim Pratley. “This has had a lot to do with our success, body does it’. due to the fact that we have been able to retain so much knowledge and As to tips for success, Pratley’s advice is simple: Do not make decisions experience within the company.” It also forms the basis for the company’s based on anything other than objectivity. This is especially critical in a fam- ethos, which has had a strong R&D focus since its inception, thereby inculcat- ily business, where emotions play a strong role. “One tends to be emotional ing innovation and technical excellence and quality as key values. about the way things are done because you are so close to the business, but The main advantage of being a family business is that it secures manage- you have to guard against that.” ment’s direct and hands-on involvement, not just from a business point of view, but as a personal commitment to ensure the continued success CONTINUED ON PAGE 5 of the company. “The way a family business views itself is totally different to the way a corporate perceives itself as an organisation. Now that can sometimes be a hindrance, as you don’t want to make business decisions based on whimsical factors. You must guard against that. But a family business is 100% committed to its viability,” Pratley adds. Being closer to the day-to-day running of a family business also allows the management to be far more flexible in taking new thinking and ideas on-board. Good ideas that emanate from staff can be com- municated quickly and effectively to the decision-makers, which is a major difference between family businesses and corporates. In terms of unique challenges, Pratley points to succession plan- ning as a major issue, especially in terms of multi-generational family businesses. “The main thing is to recognise this as a potential issue, so it can be managed accordingly. Some family businesses fail to confront the topic, which can become a major problem in the future.” Pratley has been fortunate in that both sons Andrew and Charles expressed an interest in being involved with the family business from an early age. “They grew up almost knowing they would go into the business. I have never pushed them towards that. It was almost a foregone conclusion that they would though.” Both sons also have complementary yet divergent interests, which adds to the overall strength of the company. Charles is a driving force on the engineering side due to his technically proficiency, while An- drew’s focus is more on marketing, strategic thinking, and new busi- ness development. “Although they operate in different spheres of the business, they get on well, which is very fortunate,” Pratley acknowl- edges. Commenting on the values that the original founder established as the cornerstone of the company, Pratley explains that George ‘Monty’ Pratley had a ‘can do’ attitude that did not tolerate ‘no’ as an accept- able answer to any problem. This was critical for the success of the business from a product point of view. “If we make a product, we know 2 CONTRACTORS’ CORNER Building a positive future with Citiq Prepaid lectrical contractors are facing a unique set their bottom line, but will allow for the contractor of pain points introduced by the arrival of to build relationships and be top of mind as the Ethe coronavirus and national shut down. The market revives. impact on the economy and labour is putting pres- “One area where the contractor can re- sure on contractors to fill holes and find new ways ally offer solid advice is in sub-metering,” says of building income and cementing reputations. It’s Scheepers. “Sub-metering takes the guess work been a tough run for most, but this does not have out of utility usage recovery. Sub-metering also to be the defining moment of 2020 for the elec- has the potential to reduce a building’s electric- trical contractor. A recent article published by the ity usage by a significant percentage, not only World Economic Forum showed that those coun- reducing costs but also adding a layer of green tries that implemented early and heavy restrictions to the company’s reputation and service offering. during the Spanish Flu were those that saw more This is relevant to both the commercial and the positive economic results in the long term. residential property owner – they want to find As the country looks at what happens next, ways of attracting and retaining tenants right contractors can look at ways of engaging with now so transparency, easily managed utilities new clients to build their business foundations and lower costs are a superb way of doing so.” and prepare for a more positive final stretch this With Citiq Prepaid, contractors get more than year. just sub-metering solutions, they get support “Companies will very likely step into the post- and access to a network of expertise that can restriction market with an eye on finding cost- help them grow their business and their client savings, building efficiencies and driving custom- base. The two Citiq Prepaid call centres provide er engagement,” says Carel Scheepers, General hands-on guidance to customers. The tech sup- Manager: Sales at Citiq Prepaid. “Contractors can port division is available for queries the contrac- provide immense value to the residential and tor might have. Also, the sales support team will them for their loyalty to Citiq Prepaid,” says Scheep- electrical contractors to help them grow their custom- commercial construction markets thanks to an guide property owners on registration and tariff ers. “The club has been giving something back to the er base and expand their market share. innate understanding of their role and the differ- complexities – a huge sell for many property channel for more than two years and many of our “We’ve worked with many different contractors over ent solutions available on the market.” owners. They don’t want to spend their valuable contractors have appreciated the benefits it offers. It the past few years, helping them to grow their busi- Contractors have to keep up with a multitude time resolving tenant sub-metering issues. The recognises the value of electrical contractors by re- ness and enter new markets,” concludes Scheepers. of trends, innovations and developments so call centres can also help contractors in a pinch, warding them with a R500 voucher to spend at their “We are as committed to their growth as we are to our they’re always ready to provide customers with which makes it easy to troubleshoot unexpected selected wholesaler after they’ve reached 20 points, own, and this will remain our focus as we move into insightful and relevant advice. This ability can problems during installation. one point earned per meter installed.” the next half of 2020 with confidence.” be leveraged to provide companies with timely “We’ve also developed the Citiq Installation Along with an accessible support centre and a re- and proactive guidance that will not only benefit Club (CIC) to support contractors and reward wards programme, Citiq Prepaid works closely with Enquiries: www.citiqprepaid.co.za SPARKS MAY 2020 ELECTRICAL NEWS CONTRACTORS’ CORNER 3 PERSONALITY OF THE MONTH – ASHVEER LALLA Proof that age is nothing but a number • R2.2 Million, Botswana Projects – Empire, Sparks: If you could ‘do it all again’, would you change anything? If so, working through a local agent, partnered what would that be? with the Botswana government to supply AL: I do not have any regrets whatsoever and I am thankful for all the on numerous projects. learnings I have gained along this journey. I know and understand that • R1.7 Million, Mozambique Projects – Em- I had to endure both good and tough times because both teach you pire, working through a local agent, part- lessons, not only in business but in life as well. nered with the Mozambique government to supply on numerous projects. CONTINUED ON PAGE 7 As for my greatest accomplishment thus far… not many would know this, but between 2019 and 2020, Empire has contributed and made a differ- ence to the lives of 1201 beautiful souls with finan- cial support, food donations and assistance with daily necessities. This has been made possible by our loyal customer base. With their support they have given Empire the opportunity and platform to give back to the less fortunate community of South Africa. For me this is what being in business is all about, and I will continue to strive to create a better future for my team and the country alike, the only way we know how with hope in our eyes and passion in our hearts. If you want to get in- volved or view our charity work please visit our website. Ashveer Lalla, Sparks: Have you won any awards? shveer Lalla, Managing Director of Empire Electrical Wholesalers AL: It is difficult to choose, but my most cherished award thus far is the 2019 & Cable Distributors, is one of the most driven individuals Sparks Young Black Entrepreneur of the Year from the Global Employers Organisa- AElectrical News has come across over the years.