A work trip took me to Upstate New York recently. There, I had the chance to sit down with Adam Schutz from Lachut Electrical Sales. Lachut Electrical Sales is an independent manufacturer’s representative. They help small and big electrical companies win deals with OEMs and distributors.
I am thrilled to share this open casual conversation. It offers a glimpse into who is stirring up the industry in the North East United States. Adam transformed from a rising star to a staple amongst manufacturers, distributors, and OEMs. He excels at building successful relationships in the electrical industry.
“If I was going to make a change, I wanted to go to the next step up, which would be a manufacturer rep where I could help more people like me start in the industry,” Adam shares, reflecting on his transition from Beyond Components to Lachut Electrical Sales. This shift from distribution to representation marks a pivotal evolution in his career. It offers valuable insights for both newcomers and veterans in the industry.
European manufacturers who want to enter the US market should consider an important point. Adam emphasizes that this point resonated throughout the conversation: “Do your research.” The American electrical industry operates under different standards and regulations than Europe, making market understanding essential. He recommends:
One of the most enlightening aspects of the conversation was Adam’s candid discussion about the reality of conversion timelines. “A conversion takes nine months on average” he explains, breaking down the process:
During the interview, Adam made a powerful statement about the industry’s need for greater diversity. “Women in this industry, they should get so much more credit,” he emphasizes, sharing his experience working with his colleague Courtney Lincoln. This perspective highlights the importance of creating more inclusive leadership opportunities in the electrical industry.
The theme of relationship building emerges consistently throughout Adam’s experience. From cold calling to networking groups, his approach emphasizes authentic connections:
“I’m not my job. I’m just who I am… I’d rather be true to myself and to my partners, manufacturers, because I don’t want to be called fake.“
One particularly interesting insight Adam shared was about Lachut’s 30-day contract approach: “You’re only as good as the month you’re in. You shipped five million last month, but you do two dollars, you might get fired.” This creates a dynamic environment where constant innovation and relationship maintenance are crucial.
As the conversation reveals, the electrical industry continues to evolve, but the fundamentals of trust and relationship building remain constant. Adam’s journey from distributor to manufacturer’s rep showcases the opportunities available in the industry for those willing to invest in building genuine connections and maintaining unwavering integrity.
Adam Schutz serves as a manufacturer’s representative at Lachut Electrical Sales in Upstate New York, representing over 25 lines and bringing a fresh perspective to manufacturer representation in the electrical industry.
This interview is part of ChannelMinded’s ongoing series exploring the experiences and insights of industry leaders in channel sales. Check out our previous interviews with Crouzet’s Benedicte Ojeda and Hermitage Automation’s Sam Hartness for more perspectives on building successful channel partnerships.
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