Be Selective When Choosing a Distributor

RCS Influencer Mike Pickel says that the right distributor can be a great resource for your business.  

Distributors are the storefront to all the manufacturer’s products we install. We place the order for what we need, we pick it up or it gets delivered in a few days, in normal times and we install. We may do a little planning, so the materials don’t sit at the house too long or at all before installation.  

Some distributors just want to sell and move on to the next guy. Other distributors want to get in your business and tell you what products you need to be using. We need to use them, so why not pick the right one, not just the closest geographically? The right distributor can be more than a store, they can be a great resource for your business. 

When deciding which one to use, be selective. Make sure they can service your business’ needs. Go to several distributors and interview them. Are they knowledgeable at the front desk? Is the account manager knowledgeable with the products you install? Does their yard have your manufacturer’s products? Do they have strong relationships with the manufacturers you install? Can you get the materials when you need them? It will take you some time and energy, but it will be worth it. 

We look at our distributors as partners in our business. They help us with scheduling, looking beyond their own warehouse to get us the tough orders we need in a hurry when they don’t have it. They give us a heads up when materials start getting tough to get. 

In any partnership you must work hard to keep the relationship working and profitable for both. We talk to our suppliers about materials as soon as we know we need them. This allows them the time to procure the product, so they have it when we need it. DON’T WAIT UNTIL YOU NEED IT TO ORDER IT. This puts them in a bind and makes it hard to provide the service you want. Before a hailstorm hits, meet with them to see how you can work together to get what you need. Come up with a plan that works for both of you. Communication with your partner is huge.  

I encourage you to look at your distributor in a different way. Partners are easier to work with than stores are. 

Mike Pickel is co-founder of Texas Traditions Roofing. See his full bio here.