Frank Hurtte

River Heights Consulting

Frank Hurtte is founder of River Heights Consulting, Davenport, Iowa, a firm specializing in “knowledge based distribution.” He has 28 years of distribution industry experience and a lifetime in sales. During his career, Frank has gone through nearly every aspect of the wholesale business. You may have met Frank in one of his previous lives — he worked in sales management for Allen-Bradley and at several senior executive posts with Van Meter Industrial. He is the author of The Distributor Specialist: Customer Champion, Profit Generator!and the newly released The Distributor’s Fee Based Services Manifesto.

A Journey to Reality with IIOT 
Today, in spite of the current industrial slowdown, the experts remain bullish. With this massive potential for growth, one can only wonder why more companies haven’t positioned themselves as early adopters in the IIoT movement.
Enter the Attack CFO 
As a group, CFOs have stepped into a new power position impacting their organization’s behavior in every department. And, often driving profits to whole new levels.
Speaking Out: The Wrong Kind of Culture 
In electrical wholesaling, timing can be everything. If involving others slows down your decision process, you lose some of the advantage. Innovative new product lines are scooped up by competitive distributors. Customers find new alternatives elsewhere. Highly qualified prospective employees get a job down the street. Carefully review your ability to pull the trigger quickly.
Control Systems at a Crossroads
The automation space historically was held by a combination of electrical distributors and high-tech specialty houses. Over the past few years there has been an increasing push from power transmission and fluid power distributors — especially in the motion control space.
Automation at a Tipping Point
Power transmission distributors are moving toward a system solution that includes technologies electrical distributors have historically supplied. Part of a series on the changing channels of distribution.
Time Travel and Timeless Tips
A rediscovered note on distributor best practices from almost 20 years ago reveals some missed opportunities and unfinished evolution.
Visions of Recovery
Electrical distributors need to be ready to compete in a market that's been reshaped by the recession.


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