Frank Hurtte's September/October piece in Industrial Supply Magazine challenges distributors to think beyond yesterday's catalog. In "Wired for Sales," he explores why the real competitive advantage isn't in what you carry; it's in how quickly you help customers adopt what's new. Read the full article HERE . Frank Hurtte is Founding Partner at River Heights Consulting and a 40+ year veteran of the distribution industry. He specializes in helping distributors commercialize innovation and build competitive advantage through strategic sales development. His work appears regularly in Industrial Supply Magazine.

Since the launch of Industrial Supply Magazine nearly 14 years ago, I have had the privilege of authoring nearly 150 articles for their readers.   I love the publications because they serve the markets that I find most interesting.   I also know that many of my long-time friends read and find value in the messages contained on their pages.   Last year I was offered to host an ongoing column devoted to sales in our business and I accepted the new challenge.  Here is the good news, the bad news , and the great news . The good news – Quoting one of my heroes, Teddy Roosevelt, this column gives me a “Bully Pulpit” for talking about issues that I feel strongly about.  The Pulpit part implies preaching, which I promise to tone down.  But still, things like the sales process, getting paid for our knowledge, and fee-based services have been part of my lexicon since long before starting River Heights Consulting.  I guarantee I will constantly remind peo...