01/07/2014

Leadership Q&A: Parker Hannifin's Jeff McKelvey, Member of FPDA's Board of Directors

FPDA Board of Directors Member Jeff McKelvey is vice president of industrial sales and distribution for Parker Hannifin Corporation based in Cleveland, OH. McKelvey was elected to the Board in October, becoming the second manufacturer there since the addition of manufacturers to the Board in 2012.

FPDA: Tell me about your background and how you got into this industry. It looks like you started as a maintenance technician at Parker?

Jeff McKelvey: I started with Parker when I was 18 and just out of high school working what was intended to be a summer position to help fund college. My job search was not extensive, as Parker had a facility about half a mile from where I grew up, and they had an opportunity that matched my limited skill set at the time.

Parker was a great environment and very flexible, allowing me to work off hours while I went to school. Over time I got exposure to other areas of the operation, and when I completed my degree I got the opportunity to work in the marketing department; that was really was the launching point for my career. From there it is has been a long and enjoyable journey through different positions and locations within the company.

I really can’t say I had an on-purpose plan to get into this industry, but I now plan to stay in it. It really is an amazingly big yet small industry, and I feel like I have so many relationships after my nearly 30 years with Parker that I can’t imagine doing anything else.

FPDA: What is your main focus at Parker now in your current position?

McKelvey: My main focus is on sales growth, specifically through our distribution channels. For the U.S., I focus on three product segments: hydraulics, automation and fluid connectors. We have a tremendous group of distributors that represent our lines, and I spend every day working on making them and the overall channel more successful.  I really don’t see that focus changing, but how we are successful will continue to evolve. 

FPDA: What projects or initiatives have you been focused on lately?

McKelvey: We have spent a good deal of time with the sales team asking how we can become more effective overall. Some of it is structural, some is recruiting, some is training and tools, and some involves process or standard work.  Over the last few years we have done some significant work on the structural side to make sure we are organized to provide the value our channel partners expect.  I enjoy being part of changes that, ideally, will live on and become part of the company's legacy. 

We also have spent an inordinate amount of time on distributor succession; it is a reality of the times and the overall aging of the distributor ownership. This is a challenge I am sure most manufacturers are facing, but given the amount of sales we have through independent and regional distributors, our future success depends heavily on how we manage our way through this evolution.

FPDA: How did you get involved with FPDA and what are the benefits of the association for the industry?

McKelvey: I got involved with FPDA about five years ago. I got exposed to the organization from my manager who had attended events and felt it was a valuable use of time. I haven't missed an event since I started, since I really enjoy and see value in what the organization is doing. Parker has long been a supporter of FPDA, and I just see myself as the next person in line who is responsible for keeping the relationship thriving. 

FPDA: What are your goals as a board member for FPDA, or what would you like to see the board accomplish in 2014?

McKelvey: First of all, it was quite a surprise and a real honor to be asked onto the board. My goals are relatively simple for 2014: I want to get integrated into the team, learn as much about the inner workings of the organization as I can and then hopefully be able to provide a perspective that is somewhat different, given there are only two manufacturer representatives on the board. 

I tend to think one should listen and learn before they can really contribute value, but I look forward to doing that as soon as appropriate. I have a reputation among those who know me as a data-driven individual, and I hope I can bring a little bit of this data-driven management to the association to balance legacy knowledge and opinions.