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NEW! The Distributor Channel

VMA’s Founding Distributors

452975757Since 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.

Bill Walton of RES Energy Solutions explains the source of that enthusiasm. Walton says that in his particular case, he was already familiar with the association because he was employed at one time with a major manufacturer that remains active in VMA. When he first switched from the manufacturing business to his first distributor employer, “I inquired about becoming a VMA member,” not knowing distributors weren’t yet members. That changed last year when the new category was approved.

“Since learning that VMA was allowing channel partners to join, and since I recently moved to RES, I thought it was the right thing for us to get exposure to both manufacturers and end users,” he explains.

Shawn Warren, Classic Controls, thinks the same way.

“VMA is the gold standard in the valve industry in terms of associations and publications,” he says. “It is well known throughout our organization, and we jumped at the opportunity” to join, he adds.

John Nicholas, Edgen Murray, says his company joined “for the opportunity to network among leaders” and “to take full advantage of all the quality market information and research VMA provides.”

To get a feel for VMA’s new members, VALVE Magazine offers these snapshots of each company to give readers a glimpse at the distributors that make up this important part of the valve chain.


AIV

Established in 1991, AIV is an international master distributor of hard-to-find, exotic alloy valves for the chemical, oilfield, petrochemical, pulp and paper, refining, power and water treatment industries. The company services distribution only and represents more than 20 major valve manufacturers. Its sales force of more than 30 professionals worldwide offers over 250 years of combined industry experience. The company’s 130,000-square-foot, state-of-the-art Houston headquarters currently houses over $50 million in inventory, offering dedicated facilities for custom modification and actuation. Additional stocking locations include Chicago, Philadelphia, Edmonton (Canada) and the United Kingdom. AIV’s concept of around-the-clock, around-the-world service has helped the company become a world leader in valve distribution.

www.aivinc.com

Classic Controls

Classic Controls, Inc. was founded in 1991 with four employees; 23 years later, it has grown into one of the most respected representative firms in its territory with 28 employees and a full offering of products and the services to support those products. The company serves industrial customers in Florida, southern Georgia and the entire Caribbean in the process markets of power generation, chemical, petrochemical, natural gas T&D, ­phosphate, food, pulp and paper, and water/wastewater. Classic Controls is an instrumentation, valve and controls representative with full service ­capabilities including instrument ­calibration & repair, control system integration and control valve repair. The company represents several valve manufacturers and is also an authorized repair center for a major valve company.

www.classiccontrols.com

DistributionNOW

DistributionNOW is a worldwide distributor serving the energy and industrial sectors. The company stocks and sells a variety of products and provides first-class customer service to the upstream, midstream, downstream and industrial market segments. Its offerings are extensive and include: pipe and tubing, manual and actuated valves, fittings, flanges, gaskets, fasteners, instrumentation, power transmission products, mill and janitorial supplies, hand and power tools, machine cutting tools, safety products, personal protective equipment, electrical products, artificial lift equipment, pumps, drilling and production products, and industrial paint and coatings. It also offers a wide range of supply chain solutions to reduce customer costs and increase efficiency.

www.distributionnow.com

Edgen Murray Corporation

With over 35 global locations, Edgen Murray is a leading provider of specialty steel products and services to the energy sector and select industrial markets. The company manages procurement, value-added services and delivery of high-performance pipe, fittings, flanges, valves, high-yield heavy plate and related components through a global distribution platform across the Americas, Europe, Middle East and Asia Pacific regions. It serves customers in the following end-user markets: upstream, midstream, downstream, power, civil and mining. Edgen Murray’s valve team works across all market segments to provide a wide array of valves and valve packages for an extensive range of projects.

www.edgenmurray.com

FCX Performance

FCX Performance is a leading provider of process flow control solutions and products to a variety of process industries. Based in Columbus, OH, it has 25 locations covering 30 states and over 400 employees. FCX sources, stocks, manages, maintains and delivers custom solutions. From a single valve to a fully integrated process control loop, FCX has more than $20 million of inventory available in regional operations centers. The company’s application expertise is extensive, and it serves a broad end-user customer base that includes alternative energy; pulp and paper; power; food and beverage; pharmaceutical and biopharmaceutical; chemical and petrochemical; steel; phosphorous; and sugar.

www.fcxperformance.com

MRC Global

In business since 1921, MRC Global is the largest distributor of pipe, valve and fitting products and services to the energy and industrial markets. Its customers’ businesses are capital intensive and their operating processes and operating environments are often extreme. The company’s products include an extensive line of PVF, oilfield supplies, specialty products and related supplies for upstream oil and gas; an extensive inventory of equipment for pipeline transmission, gathering and storage and gas utilities and distribution; a broad range of carbon steel, stainless-steel and corrosion-resistant PVF automation products for chemical, refining and other downstream sectors and more. The company focuses on putting service-oriented people in locations near customer operations.

www.mrcglobal.com

RES Energy Solutions

RES Energy Solutions, Production Products, provides the upstream and midstream oil and gas industry a ­comprehensive offering of valves, including safety relief valves, actuation and chemical injection pumps. The company also offers the accessories needed for its product portfolio. With two valve actuation centers in Texas, ­technical expertise and a commitment to customer service, RES Energy Solutions is positioned to meet a wide range of valve, actuation and chemical injection requirements. The company has more than 50 service technicians involved in wellhead and valve, maintenance and re-certifications. Its ­technical service solutions improve process inefficiencies and provide a lower total cost of ownership through reduced operation, installation and maintenance costs. The company provides customers a single source for the products it sells along with quality service.

www.res-co.com

Setpoint Integrated Services

With 55 years in the marketplace, Setpoint Integrated Solutions has provided integrated solutions for difficult industrial valve and instrumentation applications worldwide. The company employs more than 500 qualified representatives in 15 locations. It takes a diversified approach by supplying specialty-engineered products with equal emphasis on repair service capabilities. In addition to its vast product offering, Setpoint offers full-service solutions to assist a diverse array of industrial needs including complete system repair services, upgrades and design consultation. Its products include consolidated pressure and safety relief valves; control valves; valve automation; control systems; transmitters; pressure, ­temperature and level gauges; instrumentation fittings and tubing; rental filtration systems; steam traps; transmitters; analyzers; control systems; electric, pneumatic and hydraulic valve automation; butterfly valves; and other industrial products.

www.setpointis.com

Sunbelt Supply Co.

Headquartered in Houston, Sunbelt Supply maintains one of the largest inventories of valves, actuators and accessories in North America comprising over 50 major manufacturers of manual and automated valve products and accessories. The company provides in-house valve automation services, including assembly and testing, machining, fabrication and CAD design and drawings. It is also an authorized automation service center for several major valve manufacturers. Through its expert staff, the ­company offers guidance and assistance no matter the size of the job. Sunbelt Supply carries gate, globe, check, ball, butterfly and plug valves, and can furnish specialty valves such as sample valves, drain valves, relief valves, vent check valves and automated control valves.

www.sunbeltsupply.com

Wolseley Industrial Group

Wolseley Industrial Group—the industrial division of Ferguson Enterprises, Inc.—is based in Newport News, VA. It is the largest North American supplier of pipe, valves and fittings, integrated services and fasteners/OEM and specializes in delivering automation, instrumentation, engineered products and turn-key solutions. This includes providing supply chain management solutions for a full range of maintenance, repair and operating supplies with a focus on delivering significant cost savings across the entire supply chain. The company’s range of services is supported by 18,000 associates, a national distribution network, regional hubs and over 1,300 local branches servicing all 50 states and Canada. It serves a wide range of markets including chemical; power; oil and gas; mining; pulp and paper; engineering, procurement, construction and more.

www.wolseleyindustrialgroup.com

Disruptive Forces Changing Distributors’ Roles

14 spr distribHistorically, 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.

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The Expanding Network of Valves

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