A swiftly growing fire erupts from a piece of malfunctioning equipment at a plant that has a reputation for reliable operations and very few workplace accidents. On this day, however, black smoke quickly begins to billow from the plant as employees scatter—some to get fire extinguishers and some to evacuate guests unaware of the danger that is unfolding.

Since the Valve Manufacturers Association added its newest category of membership—distributors/channel partners—early this year, the association has received an enthusiastic response adding 10 new members in the first half of the year.

Historically, the distributor was considered an extension of the manufacturer’s organization—certainly, they have always been customer advocates. However, disruptive forces in the marketplace today are making it necessary for distributors to get even closer to their customers. In many instances, this is transforming distribution companies into service businesses that also just happen to provide products.

As industry itself reaches into more and more areas of the world, getting the equipment needed to run that industry to the locations and projects where it’s needed when it’s needed has taken on increased importance. Valves, actuators and related equipment today are very much dependent on the distribution network.