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Hurtte delivers a manifesto for distributors' fee-based services

Sept. 24, 2013
Distribution consultant Frank Hurtte, River Heights Consulting, Davenport, Iowa, has put pen to paper and spelled out in detail how distributors can move away from their dependence on "value-added" mark-ups on products and emphasize getting paid for the services they provide to make their customers more successful.
Distribution consultant Frank Hurtte, River Heights Consulting, Davenport, Iowa, has put pen to paper and spelled out in detail how distributors can move away from their dependence on "value-added" mark-ups on products and emphasize getting paid for the services they provide to make their customers more successful. In The Distributor's Fee-Based Services Manifesto, Hurtte carefully spells out why distributors without a plan for recouping the cost of their service will be forced to either unilaterally reduce the quantity of service (sometimes via layoffs) or absorb the cost.  The distributor without a fee plan makes less money during the good times, grows slower in relation to their competitors and over time becomes less resilient in the market space, Hurtte says.

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