Thomas O'Connor

President & Founder

Tom O’Connor started Farmington Consulting Group, Farmington, Conn., for the distribution channel in 1982. He is nationally recognized in the distribution industry as a strategy consultant. O’Connor is also a contributing writer for Electrical Wholesaling and a best-selling author for the National Association of Wholesaler-Distributors (NAW) with his book, “Strategic Planning for Distributors: Execution Isn’t Everything – It’s the Only Thing!”

Top 10 Reasons Your Business Strategy Could Fail 
We have consistently found 10 major reasons why these companies fail to execute their business strategies. The electrical distribution channel is not alone when it comes to flawed strategy execution.
Sea Changes in the Electrical Channel, Part III: Changing of the guard 
In research by Farmington Consulting Group, many electrical distributors, manufacturers, and independent manufacturers’ representatives said one of their greatest challenges is acquiring and retaining talent.
Sea Changes in the Electrical Channel, Part II: Distributor consolidation and direct sales 
Electrical distributor consolidation will accelerate and plenty of opportunities will exist for large or mid-size independent electrical distributors to sell over the next five years.
Sea Changes in the Electrical Channel 
A new study by Farmington Consulting Group found the electrical market is now operating with an inefficient channel structure that will undergo five significant sea changes within the next five years.
Measuring Service: Electric Supply Inc.

In a market that was once full of local independent electrical distributors, now only one remains — Electric Supply Inc. The Tampa-based company is a single-location electrical distributor that services the contractor/industrial, data communications, utility and international markets. Founded in 1970 by the late George Adams, Sr., Electric Supply Inc. is now the only locally owned independent electrical distributor remaining in the Tampa Bay market. All other independents in the market have either gone out of business or been bought out. Electric Supply Inc.

Making Strategic Planning Matter
Poor execution is the top reason why distribution strategies fail. Strategic planning is not only about the planning just as importantly, it's about the
The Rep of the Future
A recent study suggests that more electrical product reps will need to evolve from peddlers to market-driven strategists.
Relating to Reps
Astudy our firm conducted recently or the National Electrical Manufacturers Representatives Association (NEMRA), Portsmouth, N.H., was intended to help
Guaranteeing Service
Here's how you can use customer service guarantees as a competitive advantage
Call to Action
It sounds like a pretty simple equation: Electrical distributors help manufacturers grow their market share, and manufacturers help distributors earn
Making Sure Customers Love You
When the economy turns sour, it's more important than ever to make sure you are satisfying your customers. Here's how you can measure customer satisfaction and grow sales during this recession
The Art of War with Your Competitors
You can use Sun Tzu's ancient strategies for winning battles in today's competitive marketplace.
Classic Coaching
In today's tough distribution industry environment, manufacturers, manufacturers' representatives and distributors can't afford anything less than outstanding
10 Survival Tips for this Economy
Manufacturers, manufacturers' representatives and distributors all wrestle with the development and execution of winning business strategies in this uncertain economy.
Driving High Performance
Creating a strategy to put your company on the road to becoming a high-performance distributor requires commitment and drive. A three-step performance-scorecard


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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