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Not Just Another COVID-19 Article

March 27, 2020
As the president of the electrical industry’s leading provider of electrical sales forecasts, DISC’s Christian Sokoll has a unique take on the COVID-10 pandemic.

Trying to understand the economic and social impact following the COVID-19 pandemic is not an easy task – Impossible is a more appropriate term. The media coverage and political environment have been doing a great job obfuscating the facts. Let’s start by looking at the facts we know are true and break down the rest as we go. There are people sick or infected with COVID-19 everywhere. The illness can be dangerous to certain people, especially those with pre-existing conditions and the elderly, and for some unknown reason, men. Extraordinary measures are being taken to contain the spread of the virus, throwing financial markets in turmoil. The longer-term impact of this virus to the economy, the business community, and our social fabric is not yet known.

Media coverage is unavoidable, and it is mostly sensationalized and slanted for political purposes. As an economic industry advisor, I find this incredibly unhelpful to anyone trying to make sense of the situation to make sound business and resource decisions. My view is that we must consider this a short-term problem with longer-term implications. We must protect our primary resource: our health and the heath of those we depend on to make our social and economic construct a viable and stable global community. Any news or political wrangling that is purposely creating fear and dissention is fanning the flames of anxiety and uncertainty, causing near-paralysis for many.

Infections of the new coronavirus are on the rise. The rate of reproduction (R-naught), the number of new transmissions from an infected person, is reported to be between 2 and 3. This is roughly twice as high as seasonal flu with an R-naught of 1.5. This is compounded by the fact that infected people spread the virus without even knowing they are sick. The epidemiological term for the time it takes to infect others is the serial interval, which is the number of days it takes for one infection to lead to another. The serial interval for COVID-19 is currently thought to be 4 days. A non-symptomatic person in an office will infect 2 or 3 people within 4 days, and each of them will infect 2-3 more and so on, often without showing any symptoms. Yes, social distancing and work from home programs are effective measures to help slow this logarithmic progression.

Johns Hopkins University has one of the better dashboards to visualize the spread and of this virus and the current situation. The growth rate is still accelerating. While many “experts” are giving us information on what to expect and when this will be over, the truth is much more complicated. This we know for sure: The virus is here, it is spreading at an increasing rate, and it will continue to do so until something changes. In the United States, and the rest of the world, we don’t have the resources to test enough people to slow the spread, nor do we have a vaccine or effective pharmaceutical therapies to lessen the symptoms proven through clinical trials.

The toll on the financial markets is treacherous as markets bounce around looking for the bottom. The loss of 30% or more of the market value is certainly destructive on long-held 401Ks, IRAs, and other stock-based vehicles. Without knowing the recovery time for the markets, many of us are dispirited, depressed and — dare I say it — devastated. As with any market turbulence, we have clear losers and clear winners. We are seeing a boom for pharmaceuticals and biotechnology, beverages are humming right along and so are telecommunications providers, particularly those offering teleconference services and online learning. The automotive industry is at a near-standstill, consumer, and spending on transportation, food, lodging, entertainment and dining out is off by as much as 90%. Falling oil and industrial commodities prices are creating opportunities for investment and wreaking havoc on those with heavy inventory burdens. The slowing of GDP due to COVID-19 will accelerate unemployment very dramatically and very quickly. Government intervention is clearly now a societal expectation. While getting some help from Uncle Sam today may ease our situation, it will be all of us who cover the tab in the long term.

Looking into the near future we can expect a continuance of these existing conditions. We cannot use China’s recent deceleration of new infections as a marker for a time expectation, as their socio-political environment is built to enforce severe measures such as social distancing of an entire population to much greater degree than a democracy can or is willing to do. Despite reports to the contrary, we just don’t yet have enough information yet to understand how long this will last. Nor do we have a clear view of the longer-term implications. My advice: Shelter in place if you can, wash your hands, practice social distancing, use spare time to plan, clean and organize, and — most importantly — make time for yourself, your family, and your community.

Christian Sokoll, is president of DISC Corp., Houston, TX, the electrical market's leading provider of sales forecasts and related market data. He can be reached at [email protected]  or 346-339-7528.

Click here to check out Electrical Wholesaling's other coverage of the impact of the coronavirus on the electrical market.

About the Author

Christian Sokoll

Christian Sokoll Bio

Chris began his career in the electrical industry 30 years ago in Spokane, WA, in the way so many in the electrical wholesaling space have – working the counter and the phones. He relocated to Phoenix, Arizona, and continued his career progression in an inside sales role with King Wire covering the Southwest. His next stop was Atlanta, where he continued to learn the business and worked the Southeast region. Little did Chris know that a move back to Washington state would start a career with Houston Wire & Cable that would span nearly three decades.

Chris was named “New Salesperson of the Year” in 1991 for his outstanding results and won additional awards for sales growth by supporting oil and gas exploration in the North Slope and managing a joint contract with Boeing. He progressed in his career taking an outside sales position in Lexington, KY, working with electrical distribution business development on major corporate accounts such as Mead Paper, DOW / Dupont, and the Savannah River Project. Chris was promoted to Regional Manager over the Southeast and again proved himself by significantly growing both sales and profitability.

Chris was asked to take on a turnaround project for Houston Wire & Cable’s Midwest Region, headquartered in the Chicago metro area, where he nearly tripled the region’s sales – from $24 million to $74 million. During his tenure in Chicago, Chris won numerous management and vendor awards for new product rollouts, sales growth, and national account management. His team won more “President’s Circle” sales awards than any of the other 11 Houston Wire & Cable locations. This high level of performance resulted in Chris earning a position as Regional Vice President.

Chris’s next stop was as Division President for Southern Wire, a heavy lift equipment wholesale subsidiary of Houston Wire & Cable based near Memphis, TN. He took this position post-acquisition and integrated the division, managed a transition of computer systems, and developed a segmented market plan while retaining all employees. Chris was able to buy out a competitor’s inventory, resulting in their exit from the market, and then hired their VP of Sales to step in as President of Southern Wire. This facilitated Chris’s next role as Corporate VP of National Business Development based in Houston, where his first responsibilities included continued oversight of Southern Wire, managing the Cable Management Services Project Group, and directing the National Service Center, a training and development group for new sales professionals entering the industry.

During this time overseeing so many critical divisions, Chris became more immersed in business intelligence and market data analysis – leading to innovative internal changes at Houston Wire & Cable. Chris learned to use and blend data from multiple sources such as DISCCORP, Industrial Information Resources (“IIR”), and ERP and CRM data to aid the company in embracing data and visualization tools in a completely new and unprecedented fashion. Chris deployed industry-leading corporate analytics and business intelligence tools such as Tableau, Power BI, Alteryx, Access, and Excel to inform and improve decisions and track KPIs. Likewise, he provided reporting for the board of directors and senior management team both in spreadsheets and in various advanced visual presentation formats. Chris also designed, tracked and approved compensation programs for sales reps and agents, and was also instrumental in the design and tracking of customer rebate programs.

In 2019, after working closely with DISC Corp. as a customer for five years and thus seeing the ongoing need for quality market intelligence data for the industry, Chris left Houston Wire & Cable to purchase DISC Corp. from its founder, Herm Isenstein. Along with being the leading economist in the electrical market for more than 30 years through his work at DISC, Herm was also a prolific author for Electrical Wholesaling magazine.

Herm passed away in Sept. 2019, but Chris continues to grow DISC’s vision while maintaining its leadership position as a trusted data source. By diligently working alongside  DISC Corp.'s economists, programmers, and marketers, Chris embraces his passion to ensure that DISC continues delivering high-quality business intelligence and forecasting to further the future of the electrical wholesaling industry.

Chris holds a bachelor’s degree in organizational leadership from Roosevelt University in Chicago and a graduate certificate in finance from the University of Chicago. Chris has completed various Microsoft training programs in Excel and Access in addition to data science theory, and he has written college-level course material on Microsoft Power BI and Excel.

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