Strong manufacturer representation is about more than product availability, it’s about education, trust, and problem-solving. Patrick Martel of Meridian Electrical Sales, a long-standing partner, brings deep distribution experience and a practical, solutions-focused approach to the electrical market. Patrick shares how he approaches sales, positions fiberglass conduit as a viable alternative, and helps customers adopt new solutions with confidence.
Tell us a bit about your background and how you got into sales.
I began my career on the distribution side of the electrical industry after graduating with a finance degree. I joined Graybar Electric in 2006 as a financial management trainee and spent more than 15 years there, including several years as branch manager overseeing sales in the Washington, D.C. market. In 2021, I transitioned into manufacturer representation when Meridian Electrical Sales invited me to join the firm. That move allowed me to leverage my operational background while working more closely with contractors, engineers, and manufacturers.
How do you position Champion Fiberglass® products as a solution for customers?
While many customers recognize the technical advantages of fiberglass conduit, such as its lightweight construction and resistance to burn-through, Champion FiberglassⓇ delivers value beyond the product itself. The Champion Fiberglass ease of doing business, customer-focused mentality, and solutions-driven mindset are big selling points for customers. They benefit not only from a high-quality conduit system, but also from a manufacturer that actively collaborates to resolve job site challenges and keep projects moving forward.
Can you share a project or sale you’re especially proud of, including any challenges you’ve overcome?
One of my most rewarding accomplishments has been introducing Champion Fiberglass conduit into above-ground, under-roof applications within the data center market. In a region where fiberglass had historically been limited to underground or infrastructure projects, adoption required education and trust. I have worked closely with engineers and contractors to demonstrate that fiberglass offers comparable strength, performance and functionality to traditional materials, without the added weight. Early adopters quickly saw the benefits, particularly during installation, where handling and wire pulls were significantly easier.
What do you enjoy most about representing Champion Fiberglass?
Champion Fiberglass stands out for its customer-first culture. I value the company’s willingness to engage, support education in the field, and work through challenges collaboratively. That shared focus on helping contractors and engineers succeed makes Champion Fiberglass a rewarding line to represent.