CUSTOMER PROFILES

Industrial Plants (visual - small photo depicting industry)

Approximately 32% of the company’s sales are in the MRO sector and involve industrial plantrequisitions for electrical equipment, industrial supplies, and perishable tools to maintain these facilities. Principal customers are corporations in the aerospace, automotive, oil refinery, chemical, metalworking,utility, railroad, and original equipment manufacturing (OEM) industries. Turtle & Hughes maintains an extensive inventory for these customers’ needs, whether on the basis of blanket orders, systemscontracts, or integrated supply.

Industrial Automation

A rapidly growing part of industrial sales are automation products. Allen-Bradley is a majormanufacturer-partner with its line of programmable controls, adjustable frequency drives, photo switches, computer software and hardened mini- and microcomputers. Customers for these productsinclude Fortune 500 companies as well as small MRO customers, both large and small OEMs, and, in the commercial market, electrical contractors and construction managers providing the energyrequirements for new facilities.

Industrial Supply

Several major contracts have been awarded to the company for integrated supply, and there are more100 customers on computer dial-up for plant inventory replenishment, while others use mailbox EDI or the Internet. The company has also implemented a bar-code storeroom management system with severalmajor customers. Integrated supply is currently the fastest growing segment of the company's business, and the firm is recognized as an industry leader. The company maintains integrated supply plantinventories in Connecticut, Georgia, Massachusetts, New Hampshire, New Jersey, Pennsylvania, South Carolina, and Vermont.

Industrial Construction

An estimated 10% of sales 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 jobsites overseas.

Commercial & Industrial Contractors

Some 35% of the company's business comes from electrical and industrial contractors engaged in newconstruction or plant maintenance. Specialists in switchgear, lighting, wire & cable, and automation comprise the sales and service taskforce that has been developed to increase penetration of thisimportant market. Additionally, the company maintains a strong credit department to monitor and control accounts receivable losses attributable to the cyclical nature of the new construction market.Computerization of accounts receivable and credit review have minimized these risks.

Utility Supply

Electric utility companies account for 12% of company sales. Typically, they are large users ofequipment for customers and plant maintenance. Currently, the company is assisting major utilities in New Jersey and Connecticut with the implementation of integrated supply programs.