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The other morning we were sitting in our sales meeting, and our Western Regional Manager mentioned something about running a small order through distribution, even though the contractor is huge and is probably used to dealing directly with suppliers. Thad's point was that on a really busy job, it is much more convenient to buy from a distributor that can deliver product directly to your job site, as opposed to depending on a freight company to deliver it from the manufacturer.
To make it simple: a distributor already knows the local job site, the area, the traffic patterns, and the key people to make seamless drop offs.
We have experienced first hand the frustration of trying to get materials to a project address. The logistics, the timing, the limitations of a freight carrier's route and schedule can drive someone mad. Having someone else handle that can be a no brainer.
Spelling Out the Advantages
1. A distributor can serve as a one-stop shop. Not only can they provide other products, tools, and accessories - they save time and freight costs for contractors.
2. Local distributors serve as experts in their area. They have the scoop on new projects, change orders, supplemental materials, and emergency repair needs.They are like a personal reporter on the beat for their specific area at all times.
3. Having a distributor on hand is extremely convenient. Nothing is worse than having to call the factory again to have more product shipped after a mis-calculated estimate. It can be a lot easier to pick up the phone, call the local guys and say, "send me another 8 pails of H100 or AP Seal 500". In the worst case, you run down the road and pick it up yourself. That's a lot better than waiting one or two days.
4. Many distributors actively work to get products specified for local jobs. That in itself can be a huge benefit. The distributor in a sense can sometimes be an extended part of your sales force.
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