Distributors vs. System Integrators: Who Should You Call for Your Automation Needs?

When you're running a manufacturing facility, the line between keeping things running and falling behind can be razor-thin. If you’re looking to modernize, optimize, or troubleshoot, you’ll likely need outside support. But should your first call be to a distributor or a system integrator?

At HESCO, we’re a Rockwell Automation-authorized distributor, and we collaborate with a lot of exceptional system integrators (SIs) across the region. Together, we ensure that our customers don’t just receive products, but solutions that actually work.

Here’s a clear look at what each role brings to the table, how they intersect, and which one makes the most sense depending on where you are in your automation journey.

What Does a Distributor Do in Industrial Automation?

A distributor is your primary source for automation hardware and software. We’re the team that helps you select the right part, place your order, and get it to your dock fast. We also provide technical product expertise, support, and often training, so you're not flying blind.

When you're replacing a single drive, upgrading a PLC, or looking into Rockwell software licensing changes, you come to us. We help you figure out which product fits your specs, your existing architecture, and your budget.

Let’s say your PLC is starting to show its age; maybe it was installed a decade ago, and you're noticing performance hiccups. You already know the general layout of your system, and you feel confident swapping the unit yourself. You call us. We walk you through what you need (just the unit, cabling, a firmware update?). You place the order, it arrives, and you're back in action.

Simple, straightforward, fast. That’s where distributors shine.

Distributors are a bit like the AutoZone of industrial automation. We don’t install or rewire your system, but we’ll get you the right part and help you make sure it’s the right fit. We’re also the go-to for product roadmaps and lifecycle updates; when something’s going EOL, like the PowerFlex 4, we’re the ones to flag it and guide you to the next best step.

And if you're ever unsure whether your facility is sitting on unsupported equipment or outdated firmware, we’re the first call you should make. Not every solution needs to be custom-built from scratch. Sometimes, it just takes the right replacement and a few smart configuration tweaks to keep production humming.

What About System Integrators?

System integrators are the architects and implementers of automation projects. They take the parts and platforms–PLC, VFD, HMI, SCADA–and bring them to life through design, programming, and installation. They supply the gear too, but importantly, they make it all talk to each other.

So if you’re not just replacing a part, but transforming your line, adding robotics, or installing a new production cell, you’re going to want a system integrator.

Think of it like this: if a distributor is your parts department, the SI is your engineering team.

Here’s a real-world example. Suppose your facility’s automation is stuck in the 1990s. The machines still run, but not efficiently, and certainly not in a way that positions you for growth. You need a full modernization: new drives, a connected control system, and improved data visibility.

That’s when you call an SI. They’ll assess your needs, design a solution, work with us to source the components, and install and commission the system.

The best integrators aren’t just technical experts; they’re also translators. They bridge the gap between what your production team wants and what modern automation can deliver. And when they team up with a distributor that truly understands the technology landscape, the outcome is a seamless implementation backed by a strong support structure.

Do You Need Both? Yes, Just Not Always at the Same Time.

Distributors and integrators aren’t competitors. We’re complementary. You’ll often work with one or the other based on your in-house expertise and the scale of the project.

If you’ve got a maintenance team that’s comfortable doing their own wiring or programming, starting with a distributor is usually the most efficient and cost-effective move. But if you’re trying to stitch together legacy equipment with new digital platforms, or you’re rolling out a completely new production cell, you’re going to need more than parts; you’re going to need people who can bring the full system online.

And sometimes, you just don’t know what you don’t know. We see that a lot, especially with manufacturers who’ve grown steadily without updating their installed base. Over time, those systems get cobbled together and become harder to maintain, especially when original documentation is missing or tribal knowledge walks out the door. That’s when both a distributor and an integrator working in tandem can save you time, budget, and more than a few headaches.

What About Cost?

This is where the difference gets real.

Distributors typically only charge for the product, and maybe shipping or a training fee if requested. You’re handling installation, wiring, and configuration, so you control most of the cost.

System integrators charge for their expertise. You’re not just paying for parts, you’re paying for engineering, programming, testing, and support. Small projects can start around $5K, while larger, multi-line upgrades can reach into the six figures.

But while the sticker shock can be real, it’s critical to weigh that against the cost of guessing wrong. A poorly selected or poorly integrated system can lead to repeat downtime, compliance headaches, and costly rework. Getting it right the first time, even if it means a bigger up-front investment, often leads to better ROI in the long run.

Still Not Sure Where to Start?

Here’s a simple gut check: do you know exactly what part you need, and are you comfortable installing it? Call your distributor (that’s us).

Do you need someone to assess your process, design a solution, or handle installation? Reach out to a trusted system integrator, and we’ll even help you connect with one we trust.

If you’re somewhere in the middle–maybe you’re unsure what hardware is aging out, or you’re trying to future-proof your operations–we strongly recommend starting with an Installed Base Evaluation. It’s a service we offer that tells you exactly what you have, what’s obsolete, and where the risk lies.

Distributors, Integrators, and Your Next Move

There’s no right or wrong starting point, just the right one for your current situation. Whether you’re replacing one part or rethinking your entire plant floor, knowing the difference between a distributor and a system integrator saves time, budget, and stress.

At HESCO, we’re here to help you figure out what you need, even if what you need is someone else. Contact us, and we’ll guide you toward the right next step.