UNDER PRESSURE FROM OWNERS AND TIGHT JOB schedules, electrical contractors often apply in- tense demands on distributors to promptly supply them with materials needed for projects. But are distributors delivering to the highest of expectations? Ac- cording to at least a few in purchasing departments at elec- trical contractor com- panies, some distribu- tors would be wise to bolster their inventory to better keep up with demands. “A lot of the distrib- utors are not carrying a full line of stock in- house, which means we have to shop at dif- ferent places to get everything needed,” said Allen Stoddard, purchasing manager at Electrical Dynam- ics, Boston and North Reading, Mass. In some instances, dis- tributors will have the items but, accord- ing to Stoddard, “they are carrying limited supplies.” Brendan Doyle, pur- chasing manager at Ferguson Electric, based in Buffalo, N. Y., agreed. “It’s becoming increas- ingly difficult to rely solely on one distribu- torship, even if that’s preferred,” he said. “It’s common to have a bill of materials with a few items not in stock. If those items are time sensitive, then we have no choice but to split the order.” With tens of thousands of potential SKUs, however, keeping every item on the shelves is challenging. And many architects require contractors to hold to the specs, meaning substitutions for similar products are not acceptable. “It’s impossible for a distributor to stock every item and every manufacturer,” said Mathew Albert, vice president of Brain- tree, Massachusetts- based Forest Hills Electrical Supply. “There are so many different lines of prod- ucts that there’s no way we can have good relationships and opti- mal pricing with all of them.” A major issue dis- tributors wrestle with is the tendency of some electrical contractors to wait until the last minute to place an order. For example, project managers and on-site foremen will at times contact inside salespeople at distribu- tors very late in the afternoon, send a bill of materials, and then demand that the items be at a jobsite early the next morning. “In most instances, there’s no need to wait so long and then apply a lot of pressure on the inside salespeople and warehouse personnel to get the materials out
BUSINESS / CONTRACTOR CORNER
TAKING STOCK
Bolster inventory to keep up with the needs of contractor customers. by Racheal Seitz
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