Frank Hurtte, of River Heights Consulting, spoke at this week’s FPDA/ISD Joint Industry Summit at the Westin Savannah on the state of the world of fluid power distribution—and what the future holds. Hurtte kept the audience engaged, noting that experts have told some pretty scary stories over the years. These so-called experts, he said, have incorrectly predicted the demise of fluid power distributors many times. Examples include:
1995年：Dimintermiation.—the Internet will eliminate the need for distributors!
1996年：综合供应—Unless you can sell everything, you will be blocked out of customers!
1999: The Y2K threat- 从1999年到2000年的翻转将关闭每个人的企业！
2008: Private equity threats- 私募股权正在推出分销商，他们将窃取商业价格并造成卷积！
2014: Millennials—The next generation sees no value in the distribution model!
2016年：亚马逊接管了世界—Everyone wants to buy in an Amazon-like environment!
But he noted that the industry has a pretty resilient business model, as well as a track record of adoption. Some examples he presented include dealing with logistics changes (UPS and FedEx’s growth) in the 1970s, computers, consolidation and the idea of value-add in the 1980s, the birth of logistics and email in the 1990s, recession, mega-consolidation and eCommerce in the 2000s, and vending machines, private equity and remote monitoring/troubleshooting in the 2010s.
今天的经销商具有有效的担忧，包括老龄化销售队伍，继承计划，更多竞争景观中的竞争，萎缩的客户群，并获得电子商务。与会者表示电子商务绝对是一个滞后的区域。事实上，一场现场民意调查显示，38％的与会者公司做了零电子商务。另外50％，电子商务代表不到5％的业务。只有12％的参加者表示，电子商务代表其销售额的11-20％。
Hurtte对他们认为他们的增长的地方进行了调查。大多数（35％）表示，这将是通过收购和兼并，而26％的人表示现有客户的有机增长将是它们的主要优势。其他人表示，在同一领域的新型客户（22％），扩大地理等客户（13％）和扩展产品（4％），有机增长。
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