Success Stories

Kentucky-based Distributor Discovers a New Sales Partner in Trading Partner Connect

For four generations, Henry A. Petter Supply Co., a family-owned and operated industrial distributor in Kentucky, has had to evolve its business to stay competitive. When Petter Supply started, its primary focus was the marine industry. Since that time, it has grown into a full line industrial distributor that focuses on marine supplies, MRO supplies, and supplies for various industrial and manufacturing industries.

Owner Robert Petter knows that in today's technology-driven marketplace, distributors need a solution that provides speed and convenience: "The traditional customer does not want to hear an answer that amounts to 'I'll find out and call you back.'"

In order to avoid the sluggish method of phoning and faxing distributor partners to source product, the executives at Petter Supply invested in Trading Partner Connect, the fastest growing Internet trading network for distributors. With Trading Partner Connect, they have increased their collaborative opportunities and streamlined processes, both of which have helped foster a healthier bottom line.

A Network of Inventories

Rick Farlee, vice president of operations for Petter Supply, knows that customer service begins and ends with getting the product in the customers' hands. "Maybe our competition has told a customer that they can't get a particular item. Call Petter," says Farlee. "We have one more chance at it, and that chance is Trading Partner Connect."

By allowing distributors and manufacturers to establish trading relationships and electronically exchange data in a secure environment, Trading Partner Connect creates a network of inventories for distributors to shop. So, if a customer asks for an item that is out of stock, the employees at Petter Supply can browse a partner's inventory to quickly secure the item and satisfy the customer's need.

The Bottom Line

Trading Partner Connect's powerful networking features have helped the executives at Petter Supply keep an eye on the bottom line. "Trading Partner Connect has provided us with a good return on investment," says Petter. "It reduces some of our EDI charges and allows us to procure dead inventory from another manufacturer below our cost."

And, by flagging inventory as dead, Petter Supply has been moving stock that previously collected dust. Ron Overton, marketing manager for Petter, says it's like having another salesman on the team: "But this is a sales rep that doesn't require commission."

With Trading Partner Connect, Petter Supply has grown its sales, improved customer service, and reduced operational costs. Farlee boils it down: "Trading Partner Connect has just enabled us to make better - and more effective - use of our time. And, after all, what is time? It's money."

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