Barnhill Continues to Expand on Internet

John Wolz

Ross Barnhill became the webmaster for Barnhill Bolt Co. Inc. back in 1994 when �it was very unfashionable. You were looked down upon. It was something school kids and scholars played with.�
Barnhill doesn�t mind that. The Internet has provided the Albuquerque, NM-based distributorship with �an ever increasing amount of people and sales.�
Though Internet sales �are still not a big part of our business, it is the fastest-growing part,� Barnhill reported.
And Barnhill Bolt is expanding its web presence. They are testing the new equalfooting.com, which facilitates industrial online sales for small businesses.
�When they get a buyer looking for fasteners, I get both an Email and a fax. I can quote on it or not. We don�t pay unless we sell,� Barnhill said of the equalfooting.com.
Barnhill said there is little risk for small distributors trying Internet business. Most facilitating web sites require no money up front, he pointed out.
Barnhill constantly gets offers from startup business-to-business facilitators seeking to get their foot in the door. He predicts there will �a big shakeout� to winnow down the number of competitors.
Barnhill expressed some reservations about the effect of Internet sales on the role of distributors. Too often Internet customers are only looking for the lowest price and seeking to buy directly from the manufacturers. �It is more or less selling direct,� which leaves the distributor out.
An advantage to the online facilitators is that �they are going to advertise big time, which a small site can�t do.�