News

FCG predicts by 2020 Electrical Rep Landscape…

Amid the two (2) Sea Changes: 1) Millennial Workforce taking over customer buying decisions and 2) Digital Sales Technology which is the "Millennial Choice" of transacting business, FCG predicts by 2020 Electrical Rep Landscape will look like this…

1. Electrical Channel Consolidation will result in less NEMRA Rep Total Members by 2020.

2. Many weak NEMRA Reps will wrongly blame their competing reps for poaching both their lines and their talented people. Rather than having performed up to their manufacturers expectations and treating their people well. Electrical Manufacturers want and deserve high-performing rep firms. Talented people want the opportunity to grow in responsibilities and be rewarded accordingly.

3. Mid-size NEMRA Rep Firms will become obsolete. These mid-size rep firms will be forced to grow, shrink, or be acquired/merged into a Super-Regional Rep Agency.

4. NEMRA Rep Mergers/Acquisitions will accelerate. Many NEMRA reps are members of at least seven (7) different networking groups. These networking groups are made up of non-competing reps that get together through semi-annual or annual meetings to share best-practices. Among these networking groups there exists many rep firms seeking to merge, acquire, or be acquired by fellow networking group members. Their missions are to form Super-Regional Rep Agencies.

5. Small Rep Firms will survive to serve Small to Midsize Manufacturers and many will shift their focus on a specific industry or product area.

6. Platform Manufacturers will continue to acquire Mid-Size Manufacturers like Arlington, Bridgeport, ILSCO, Electri-Flex, Leviton, Lutron, etc.


7. Several Platform Manufacturers will continue to seek opportunities to sell directly to customers bypassing the traditional Electrical Distribution Channel.

8. Platform Manufacturers will execute Hybrid Sales Models with Super-Regional Reps and Direct Factory Salespeople.

9. Alternate Channels will continue to threaten the Electrical Distribution Channel.
Recent news:
For 21st Straght Year FCG…
For the 21st consecutive years FCG is conducting a Customer Satisfaction Survey for Consolidated Supply. Consolidated Supply is a distributor of plumbing and waterworks supplies. Consolidated Supply is located throughout Oregon, Washington & Idaho. Consolidated Supply's President, Karla Nuepert wrote the following testimonial on FCG: "We at Consolidated Supply have used FCG for nineteen years for our annual customer survey. We feel very strongly that their experience and commitment to customer service in the wholesale channel has helped Consolidated remain focused on continuous improvement in all areas of our business. The voice of the customer leads us to a better understanding of what they value and where we need to provide. FCG’s ability to compare us to in general terms to our competition and their national cohort of wholesale customers also gives us a beat on where we measure up in the market. We have enjoyed our nearly two decade relationship with the O’Connors and look forward to their help as we continue to raise the bar at CSCO." Karla Neupert Hockley President
View Website
View Full Article
Plumbers Supply Retains FCG to…
FCG is currently conducting a Customer Satisfaction Survey for Plumbers Supply. Plumbers Supply is a plumbing and HVAC distributor headquartered in Louisville, Kentucky. Plumbers Supply has 12 branch locations in Kentucky and Indiana. FCG previously conducted a Customer Satisfaction Survey for Plumbers Supply in 2017 and also helped Plumbers Supply to design and implement a Customer Service Guarantee Program. Jay Johnson, Plumbers Supply's President, provided FCG with the following testimonial: "We engaged Farmington Consulting Group for the first time this year to help facilitate a customer survey. We previously administered customer surveys in-house and had decided to try a fresh approach. Not only was the process a lot easier to administer, but FCG was able to compare our results against a huge group of peer distributors and objective data. This answered a lot of the questions we had in the past about our competitive strengths and areas we needed to address. TJ O’Connor did a great job of presenting the findings to our management teams in a constructive way that effectively communicated the positive and negative feedback from our customers, as well as deliver branch-specific action items." Jay Johnson, President, Plumbers Supply
View Website
View Full Article
FCG Facilitates Strategic Planning…
FCG is conducting market research and facilitating a strategic planning session for the ELUS Company. ELUS is an electric utility rep agency in Ohio, Indiana, Kentucky, Western PA, Michigan, and Tennessee.
View Website
View Full Article
FCG Facilitates Strategic Planning…
FCG recently facilitated a Strategic Planning Session for Stanion Wholesale Electric. Stanion is an electrical distributors and has 17 branch locations throughout the state of Kansas.
View Website
View Full Article
FCG Conducts Customer…
Womack Electric Supply has 17 branch locations throughout North Carolina and Virginia.
View Website