Wholesale & Distribution International - Fall 2017 - 25
GES GOLDSCHMIDT INC.
GES Goldschmidt founder Wilfrid Goldschmidt (left) with
Bud Hicks of Dongan Electric Manufacturing.
The company recently began representing Stark Safety Consultants, a Canton, Ohio-based electrical safety solutions firm that offers consulting services
to its customers. "They will help a company write its electrical safety policies,
look at the existing policy and current
standards to ensure policies are up-todate, provide training and a number of
other related items," Goldschmidt says.
"It's less tangible, not product, but something customers definitely need help
with. It's difficult for them to have the
specific knowledge they need on staff,
and having an expert unrelated to a product line provides a neutral voice that can
speak just to the standards."
GES Goldschmidt's biggest challenge
in representing a consulting firm is figuring out how to go to market. "Products
are easy because 95 percent go through
distribution," Goldschmidt explains.
"The channel and distribution is not set
up well to sell consulting services. Some
simply can't wrap their heads around
selling a service rather than a physical
product. That's been our biggest struggle, but we will get there. It's been fun and
customers are really responding."
Goldschmidt took control of GES Goldschmidt this year, but still has the support
of his father, Tom, and his father's cousin, Jim Goldschmidt, who were the second-generation owners of the company.
"They were owners with me up until this
year and continue to provide assistance
and knowledge," Goldschmidt says. "The
transition has been seamless. Generally
speaking we have had similar visions for
the company. But there are always things
to do better than we have done in the
past. I'm excited for the future."
The team continues to work together
as Goldschmidt's father and Jim are in
the office part-time. "It's really nice to
have them in the office," Goldschmidt
says. "I can look across the room to
where my dad is sitting at a desk and I
can say, 'So I'm thinking about doing
this,' and get feedback."
Moving forward, Goldschmidt says it
is still too early to know if his children
will join the family business. "If they have
interest, I'd love to have them," he adds.
"If not, that's okay too. My goal is to continue to build a great team regardless." In
an age of mergers and acquisitions, even
in the rep industry, Goldschmidt admits
he's not against a merger with another
manufacturers' representative, but it is
not a priority today and finding the right
fit is a challenge.
GES Goldschmidt will continue to be a
one-stop-shop for its customers in Ohio,
Indiana and Kentucky. "There are a lot
of representative agencies growing and
picking up new territories," Goldschmidt
says. "We are focused on being the best
we can be in our three markets."
// MELTRIC // For MELTRIC, superior product
and delivery are cornerstones of success. Our
growth is aided by the efforts of a strong group
of manufacturer's sales representatives and
GES Goldschmidt is one of the best. Visit www.
meltric.com to learn more.
Fall 2017 www.wdimagazine.com