The industrial distributor is sometimes called the “middleman.”
We think that’s selling their role short.
A good industrial distributor is the critical connection between manufacturers, products, and the people using those products every day.
At E.H. & Associates, LLC, our goal isn’t to replace that relationship. It’s to make the distributor more valuable to the customer.
You Can’t Be an Expert on Everything
Distributor salespeople may represent thousands of products across dozens—or hundreds—of categories.
It’s impossible to know everything about every product.
But you don’t have to.
You need to know who to call when an opportunity develops.
That’s where we want E.H. to help.
Have an abrasive application you aren’t sure about? Bring us in.
Customer complaining about product life? Let’s go look at it.
Trying to convert a competitive abrasive? Let’s test it.
Have an operation taking too much time? Let’s see if there’s a better way.
We Help You Sell Through
We don’t want to simply sell products to our distributors.
We want to help our distributors sell products through to their customers.
That means product and application training, joint end-user sales calls, demonstrations and competitive testing, samples and recommendations, new product introductions, application support, and follow-up.
With industrial abrasives, this can be especially valuable.
Instead of simply asking what the customer pays for a disc, we can help ask better questions.
How long does it last? How quickly does it cut? How many changeovers are required? How much labor is involved? What’s the cost per finished part?
Put Us to Work
The distributor owns the customer relationship.
We respect that.
Our job is to help you strengthen it by bringing additional manufacturer, product, and application resources to the table.
You bring the relationship. We bring additional expertise. Together, we work to win the business.
Michigan distributors: when you have an opportunity involving one of our product categories, don’t hesitate to call.