Business View Magazine | November 2019

37 BUSINESS VIEW MAGAZINE NOVEMBER 2019 WALCO EQUI PMENT LTD . somebody on the ground in particular areas that know the market and will give full warehousing and warranty service and service for parts. That is something that, unless you are one of our very large competitors, the small manufacturers cannot do. The edge that we have is that we know our market and we give full service in that market. We serve Ontario out of our Ontario warehouse; we have a warehouse in Quebec that also services the Maritime Provinces; and we have a warehouse in Minnesota that services Minnesota, Wisconsin, the Dakotas, and northern Iowa. We do supply some of New York and a bit of Michigan out of the Ontario warehouse, but it is not what I consider a major market for us.” business, if you sell direct to end users as a distributor, your dealers will not buy from you. When it comes to the industrial end, we sell to some of those same dealers; we also sell to OEM manufacturers, because some of those are larger buyers than your retailers.” Regarding the competition, Martin says that Walco has an edge because it is a full-service distributor. “That means that we carry inventory, we do warranty work, and we help with financing, especially in the ag end,” he explains. “When it comes to parts, when you’re selling whole goods, you also need to be able to supply the parts when a machine breaks down. Also, we often deal with small manufacturers who need