With OEM customers our primary focus is developing a strong association with key engineering personnel, because we know this is the key to success in selling precision and engineered products.
With Industrial Distributors we work diligently to earn their business, trust and respect. Our goal is to motivate and educate the Distributors inside and outside sales people making it easy and profitable for them to promote our product lines.
Our goal is to gain engineering approval and have specifications written around the products we represent. We also work hard with Purchasing and Sales-Marketing departments to insure that we uncover the customer's needs and then fulfill those needs.
Together with each Principal we establish a three year sales plan that is reviewed and revised annually. The plan will set priorities, establish realistic sales targets and identify a list of target accounts. The plan will also include a list of specific activities required by both the Rep and Principal in order to make the plan materialize.