DISTRIBUTORS: A Key Design and Spec Resource That Engineers Overlook
It may have never even crossed your mind, but forming a relationship with local distributors who stock the products you specify might be the single best thing you can do to improve your specifications. Let’s take a quick look at six ways they can add value to your to your projects.
Selling for manufacturers, I’ve often been asked for budgetary pricing from engineers. How do I respond? I give them information for a local distributor because they actually set the market price.
Inventory & Availability
Your spec might be completely updated with only active product manufacturers. Although, times change and so does inventory and availability. Maybe local distribution doesn’t carry a certain product anymore due to a disaster with it in the past? Maybe a leading manufacturer is so far out on lead times that your project would be affected? Maybe a distributor can propose an alternative product that is readily available?
Seasoned distributors know things about delivery obstacles that you could benefit from. Their experience supplying projects all over town might be able to provide insight as to how easy or hard it will be to deliver to your site.
Are you specifying any products that might be fragile? Distributors can be especially helpful cautioning you about products that tend to break in transit. It may even require you to increase your budget when you specify certain materials.
Where do turn when your client asks about your experience with a particular contractor you know little about? If you had a relationship with local distribution, they might be able provide some background. They could also offer testimonials regarding a contractors reputation.
Nobody knows manufacturers better than distributors. The local distributor has a direct relationship that can put you in touch with person you need to speak with immediately.
I highly recommend reaching out to local distributors of the products you specify. This article applies to many different industries, but if you design mechanical insulation systems you can view our listing of insulation distributors and find one in your area.
If you’re a distributor salesperson and support this message, share this article and let engineers know you would welcome their contact.
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