Cable Management
The whole is greater than the sum of its parts
Alfie Rowe, managing director at Armorduct Systems, explains how by working closely together a manufacturer and wholesaler can become an integral part of an overall project team and why, in the current climate, this is vital in ensuring the prompt and accurate delivery of cable management solutions.
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onstruction output remains strong and this is continuing to drive demand for cable management products that can meet customers’ needs – whatever they might be. The ability to react quickly to specific requirements relies on close cooperation between a manufacturer and wholesaler, and this relationship can provide peace of mind that the right products will get to an electrical contractor on time and to the right specifications.
Sense check
On the face of it, manufacturers and wholesalers should be a match made in heaven. Without distributors, manufacturers would struggle to get their products to customers and without manufacturers, wholesalers would have nothing to sell. Given that they are mutually reliant upon one another, it makes sense for both parties to forge a relationship that is as close and cooperative as possible. This is especially the case since getting the right products and solutions to contractors quickly and efficiently will ensure repeat custom. In short,
28 | electrical wholesaler February 2023 everyone’s a winner!
It is therefore a mystery why some manufacturers and wholesalers continue to operate in separate silos, don’t support each other, decline to strategise together and fail to provide a better customer experience. While every company has its own unique corporate ethos, objectives and goals, it is the responsibility of both parties to work together to understand their respective needs and overcome any challenges in their trading relationship. At the end of the day, a strong relationship improves performance for both partners through providing a better customer experience and more successful support for projects.
Two-way street
A key part in ensuring a more productive relationship is to understand how the roles of manufacturers and wholesalers differ but also how they can complement each other. Far from being the ‘middle men’, wholesalers are the customer-facing experts, while manufacturers are focused on designing, developing and producing products that meet the needs of end users.
There is no substitute for a genuine, responsive and personal service. Effective communication between suppliers, wholesalers and contractors has never been more important and being able to contact design engineers, technical experts and sales teams who can promptly answer questions and address any issues helps ensure that a project is completed on time.
Manufacturers and wholesalers should adopt an inclusive approach toward each other, exchanging knowledge and information wherever and whenever possible. By sharing mutual goals, they are more likely to be motivated to help each other and create a lasting collaboration that will be mutually beneficial for both parties. Ultimately, the goal should be to transform a purely transactional relationship into one of trusted partnership, which reduces risk for the parties involved and gives them peace of mind that they won’t be let down or have any unwelcome surprises.
ewnews.co.uk
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