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!”

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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
Enhancing Profitability
In their efforts to ensure profitability, top-performing electrical distributors focus on a Balanced Scorecard when managing their company's performance.
After a decade of easy living in the business lane, many electrical distributors now face the challenges of managing a business in a slowing economy.
Making the Buy-Side Grade
Tougher economic times demand that electrical distributors take action to increase gross margin and reduce operating expenses. Electrical distributors
Keeping Top Talent
Parts one and two of this series of articles (January 1999, p. 37 and February 1999, p. 49), explored creative and proven practices to attract and hire
Splendid Service
You can differentiate yourself from competitors and avoid becoming a "distributor dinosaur" with customer-service guarantees.Chris Robbin of ABC Electrical
Performance Management via Coaching
Are the managers at your organization doing a good job coaching your MVPs? Many managers/coaches could use some coaching themselves especially those at


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