A strong dealer base benefits distributors and manufacturers as well as dealers. Contractors that are financially solid, have a core of well-trained personnel and are knowledgeable in applying marketing and sales principles to their business contribute efficiencies to the supply chain. Jim Booth of Grandy & Associates, a business consulting company for HVAC, plumbing, electrical and burglar/fire alarm contractors, discussed this topic at the Northamerican Heating, Refrigerating and Airconditioning Wholesalers Association convention held December in Washington.
"The distributor places a lot of faith in the dealer knowing how to market and sell equipment and accessories to the general public," Booth said. "So distributors need to provide marketing and customer-service training to contractors in addition to technical training."