ABB Chosen as ''Vendor of the Year, 2003'' | Automation.com

ABB Chosen as ''Vendor of the Year, 2003''

February 272004
NEW BERLIN, WI, February 26, 2004. . . ABB has earned the Vendor of the Year, 2003 Award from Bearings & Drives Inc., based on delivering superior "total job performance," according to Howard Gainey, general manager of the 30-branch industrial distributor operation headquartered in Macon, Georgia.

"This is a high honor, because it comes from multiple people in offices and branch locations throughout Bearing & Drives' domestic and international operations," said Dan Reshel, manager of ABB Industrial Drives Distributor Sales, in accepting the award.

Bearings & Drives is formal in their annual approach to deciding which, among the company's 35 preferred vendors, deserves to be singled out. An evaluation form goes out to all 29 domestic offices and the international branch, Gainey said - and every branch ranks each vendor (on a scale of 1 to 10) on the following criteria:

- Service
- Training
- Field Support
- Response Time
- Quality of Product
- Loyalty to Bearings & Drives
- Overall Competitiveness
- Billing Accuracy
- On-time, Accurate Delivery
- Technical-support Capability
- Blitz Program
- Overall/Total Job Performance

"All the scores came in and, based on the tally, we had a three-way tie this year," Gainey said. "We then decided it was most fair to use overall/total job performance' as the best criteria to decide the winner. On that score, ABB won by a landslide."

ABB products and services reach Bearing & Drives via Techni-Reps, Inc., the Territory Manager serving distributors throughout Georgia and the Carolinas. "Working with Dave O'Dell and his son is a tremendous experience," according to Gainey. "They are great people and are integral to the success of our operation."

Bearings & Drives gives only one vendor award per year, he noted.

In accepting the award on behalf of ABB, Reshel addressed the attendees, and profiled the current state of manufacturing in the U.S. and abroad, and how industrial distributors can continue to find their niche, and thrive, within it.

"Don't let your feet get stuck in clay," he counselled. "Anticipate how your customers will change. Be prepared to serve them appropriately, when they need a different set of solutions. Regularly ask your customers what they value, and don't assume you know. Be prepared to form or participate in business relationships that allow you to deliver the most complete solutions.

"The key is to be so valuable to your customers that they don't want to deal with anyone else," Reshel concluded. "If you regularly put together the total solution for them, they will find excuses to work with you."

ABB Inc., Automation Technologies, Automation Products, Drives, is the world's largest manufacturer of electric motors and drives. In the USA, an integrated channel of sales representatives, distributors, and system integrators allow ABB, New Berlin, Wisconsin, to supply a complete line of energy-efficient electric drives, motors and engineered drive systems to a wide range of industrial and commercial customers. Products manufactured include AC and DC variable speed drives for electric motors from 1/8th through 135,000 HP, and application-specific drive system solutions to meet diverse customer needs (www.abb-drives.com).

ABB (www.abb.com) is a leader in power and automation technologies that enable utility and industry customers to improve performance while lowering environmental impact. The ABB Group of companies operates in around 100 countries and employs about 115,000 people. The company's U.S. operations employ about 9,000 in manufacturing and other facilities in 40 states.
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