SPECIAL REPORTS 42 HYDRAULICS & PNEUMATICS October 2025 www.hpmag.co.uk The phone rings in the sales office. On the other end, a customer needs urgent help to keep a production line moving or a machine back in service. Within minutes, the local distributor - drawing on years of experience, deep technical knowledge, and a well-stocked warehouse - sets everything aside, finds the solution, and gets the customer operational again. Relief follows on both sides of the line. Scenes like this unfold daily across the UK and Ireland. They rarely make headlines, yet they underpin the reliability and reputation of the hydraulics and pneumatics industry. Without this responsive network of local distributors and resellers, the sector would grind to a halt. But today, that network is under real strain. Unless we act collectively, we risk losing the very expertise and agility that have long defined our trade. Having worked on all sides of the supply chain - as a distributor, with a manufacturer, and now serving the resale market - I’ve seen the difference that a strong local network makes. Our industry thrives on relationships built over years of trust. I’ve had the privilege of forming partnerships that have grown into lasting friendships. It’s a community bound by a shared sense of pride and commitment to keeping equipment running and customers supported. That community spirit is what makes this industry special - and it’s why the growing anxiety among distributors and resellers should concern us all. Not just middlemen Local distributors are not just middlemen. They are the bridge that connects the manufacturer’s innovation with the customer’s operational reality. They open markets that manufacturers could not easily reach on their own and ensure products are accessible, understood, and supported at the point of need. Their local presence gives manufacturers credibility and customers confidence. Beyond their role in supply, distributors provide a service that online platforms simply cannot replicate. They hold stock locally, cutting lead times and transport costs while providing the flexibility that today’s maintenance and production environments demand. They offer technical support, installation advice, and troubleshooting. In a sector where downtime is costly and precision matters, that kind of responsiveness builds loyalty and protects both the customer and the manufacturer’s reputation. However, this essential link in the chain faces growing challenges. The biggest concern among distributors today is disintermediation - being bypassed altogether. When manufacturers or master distributors sell directly online, often at lower prices, it undermines trust across the channel. Customers, drawn by convenience or discounts, may not see the hidden cost of losing expert local support. Over time, that weakens the foundation of the entire supply structure. At the same time, global e-commerce giants continue to expand their influence. Platforms like Amazon exert enormous pricing pressure and set unrealistic expectations for speed and scale. Independent distributors, who have built their businesses on service, quality, and personal relationships, are forced to compete on terms designed for volumedriven commodity sales. Rising freight costs, fluctuating exchange rates, and tight margins only add to the challenge. Resilience and collaboration Yet, our industry has always found strength in resilience and collaboration. Other sectors have shown that independent businesses can not only survive but thrive by working together. Buying groups, cooperative networks, and shared supply partnerships allow distributors to pool demand, negotiate better pricing, and maintain a strong market presence. When independents collaborate, they preserve the diversity and flexibility that make the local channel so valuable. For the hydraulics and pneumatics sector, this approach is more important than ever. Our customers depend on reliability, and reliability depends on people - on the experience, judgement, and commitment of local distributors who know their markets and stand by their customers. Protecting that capability is not just good business; it’s essential to the future health of our industry. The message is simple: unity is strength. We must recognise the value that distributors bring and work together to ensure they remain central to the supply chain. Manufacturers, master distributors, and resellers each have a part to play in reinforcing that commitment. For my part, I remain committed to listening, collaborating, and helping build a stronger, more united network. Our industry has thrived for decades on cooperation and trust; with renewed focus, it can continue to do so for decades more. For further information please visit: https://simpsoncomponents.co.uk Rethinking the value of local distribution Local distributors are the quiet force keeping our industry connected, responsive, and resilient. As digital direct sales grow and traditional networks shrink, we risk losing not just businesses but the expertise and relationships that hold the supply chain together. Ian Simpson, managing director of Simpson Components, reports.
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