1. Who buys our products?
Our customer base is large and varied, comprising large companies and
small. Broken down into segments of our total sales picture,
our customers fall into the following categories:
- Large industrial plants
- Large construction companies
- Industrial contractors
- Public utilities
- Export markets
2. What part of our total sales is sold to industrial plants?
Approximately 32% of Turtle and Hughes total sales come
from the MRO sector and comprise industrial plant requisitions
for electrical equipment,
industrial
supplies,
and perishable tools to maintain these facilities. Our major customers include
corporations in the aerospace, automotive, oil refinery, chemical, metalworking,
utility, railroad, and original equipment manufacturing (OEM) industries. T & H
maintains inventory for these customers on a blanket order,
systems contract, or integrated supply basis, depending on their needs.
- Automation
- Automation products is a rapidly growing sector of industrial sales.
Allen-Bradley is a major manufacturer-partner with its line of programmable
controls, adjustable
frequency drives, photo switches, computer software and hardened mini- and
microcomputers. Customers for these products include Fortune 500 companies
as well as small MRO customers, and original equipment
manufacturers (OEM). In the commercial market, electrical contractors and construction
managers
provide
the energy
requirements for new facilities.
- Integrated Supply
- Integrated supply is currently the fastest growing segment of the company's
business, and the firm is recognized as an industry leader in the field. The
company maintains integrated supply plant inventories in Connecticut, Georgia,
Massachusetts,
New Hampshire, New Jersey, Pennsylvania, South Carolina, and Vermont.
3. What part of our total sales is sold to large construction companies?
An estimated 10% of total revenues come from turnkey construction companies
such as M. W. Kellogg, Brown & Root, Lummus, Foster & Wheeler, John Brown,
Ebasco, Belmont Construction, and others. Many of these projects are in remote
locations
and include job sites overseas.
4. What part of our total sales is sold to industrial contractors?
Another 35% of the company's business comes from electrical and industrial
contractors engaged in new construction or plant maintenance. To increase penetration
of this important market, specialists in switchgear,
lighting, datacom, and automation have been assigned to a task
force that will spearhead the effort.
In support of this venture,
the credit department is carefully monitoring
accounts receivables to minimize the risk involved with the cyclical nature
of the new construction market.
5. What part of our total sales is sold to production utilities?
Public Electric utility companies account for 12% of company sales. Typically,
they are large users of equipment for customer and plant maintenance. Currently,
the company is assisting major utilities in New Jersey and Connecticut with
integrated supply programs.
6. What part of our total sales is sold to export markets?
Export markets represent about an 11% share of total sales at Turtle
& Hughes. Operating as the Turtle & Hughes
International Corporation (a foreign sales corporation),
the company consolidates shipments in its
warehouses and uses an export
freight forwarder to arrange overseas transportation.
T & H maintains blanket export contracts with several
domestic and foreign oil companies.
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