Practical Guidance,

Real Results

We believe consulting should feel like a partnership, not a lecture. That’s why we listen first, share clear recommendations, and stay by your side while you put ideas into action by utilizing technology-oriented project management software and solutions to track progress, goals and quantify partnership ROI.

Industrial distribution is rarely a straight line. It is an interconnected ecosystem involving the Manufacturer - IMR - Distributor - Buying Group - End-User (Customer). Each participant has different objectives, economics and ways they measure success. Growth happens when those interests are understood and aligned.

At Hardin Channel Advisory we focus on a suite of services uniquely aligned around each - developing channel strategies, strengthening distributor relationships, identifying whitespace, building commercial programs, supporting national-account opportunities and helping connect all elements and strategies.

Our mission is simple: make growth less overwhelming. Together, we’ll turn challenges into easy-to-follow steps so you can move forward with confidence creating measurable revenue, gross profit, EBITDA and enterprise value by making the industrial channel work better.

Core Advisory Services Offered

Industrial, Safety & MRO Manufacturers (OEM)

Key areas of focus for manufacturers as it relates to working with both your distributor/channel partners and the key end-user markets include:

  • Distributor Strategy (National vs. Regional/Local)

  • Channel Segmentation / Conflict Management

  • Product/Category Optimization & Expansion

  • Joint Business Planning

  • Sales & Marketing Strategy

  • Manufacturer/Distributor Alignment

Independent Manufacturers Representatives (IMR’s) or Rep Groups

Key areas of focus offered to independent manufacturers’ representatives (IMR’s) or rep groups include:

  • Manufacturer Portfolio Strategy

  • Distributor Engagement

  • Territory & Account Development

  • Manufacturer/Distributor Alignment

  • Portfolio Analysis & Growth Opportunities

  • Strategic Account Development

  • New Manufacturer Opportunities

  • Sales & Marketing Strategy

Parent Organizations (i.e. Private Equity) or Management Groups

Key areas of focus offered to parent organizations of the OEM manufacturers, including but not limited to Private Equity Firms, include:

  • Portfolio-Company Channel Assessments

  • Commercial Value Creation Initiatives

  • Tri-Lateral Negotiations with End-User & Distributor (Channel)

  • Distributor Ecosystem Mapping

  • Channel Growth Strategy

  • M&A Channel Consulting & Analysis

  • Post-Acquisition Channel Integration

  • Inventory Liquidation & Consolidation Analysis

Distributors and/or Re-Distribution Organizations (Channel)

Key areas of focus offered to distribution / re-distribution organizations include:

  • Supplier & Category Strategy

  • Supplier Rationalization

  • Manufacturer Relationships

  • Sales Growth Optimization

  • Inventory Liquidation Services

  • Branch & Geographic Location Analysis (Real Estate Asset Consolidation)

  • Service & Training Program Development

Group Purchasing Organizations (GPO’s) and Membership Groups

Key areas of focus offered to Group Buying Organizations (GPO’s) and/or Buying Groups:

  • Supplier & Category Strategy (SKU Rationalization)

  • Manufacturer Recruitment & Optimization

  • Member Value Creation & Savings

  • Strategic Program Design

  • Channel Conflict & Alignment

  • Spend Analysis (Reporting) & TCO Analysis

  • Contract Management & Benchmarking

Ready to Move Forward? Let’s Talk

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