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.

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.


10 Trends Now Shaking the Electrical Industry Webinar

10 Trends Now Shaking the Electrical Industry Webinar 3

Tuesday, August 20, 2013
The North American electrical wholesaling industry is being rocked by mergers & acquisitions, advances in technology, new competition from offshore and an uncertain economy. In this 60-minute webinar, Electrical Wholesaling Chief Editor Jim Lucy will discuss the changes in the electrical market now having the most impact on electrical distributors, electrical manufacturers and independent manufacturers’ reps....More
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