Distribution Policy
Virtually all lines are sold through wholesalers, with very few exceptions.
Operations
1. Contacts are made with all electrical distributors and contractors, electrical specifying engineers, architects, electrical utilities, government facilities, major city governments, and boards of education, colleges and industrial firms.
2. Samples are demonstrated and displayed to specifying engineers, architects, distributors, and contractors. Engineering and distributor sales meetings are often held. Joint calls with distributor salesmen are often scheduled for the purpose of training and motivating distributor salesmen. Lunch-and-Learn meetings with specifiers and distributors are held frequently.
3. Supplementary promotions are worked as situations arise, i.e., distributor open houses, counter days, participation in electrical shows, specifier luncheons and dinners, training presentations, etc.
4. Manufacturers' promotions and sales campaigns are carried out and leads followed up. Ongoing projects are followed via CMD reports and Clark Reports.
5. Direct mail is used to supplement manufacturer mailings, to distribute interesting articles and promotions, and to promote products to both prospective and existing customers. The agency has mailing equipment for direct bulk mailing promotions.
6. Order service is provided efficiently by four inside sales service personnel. Six incoming telephone lines and two fax lines insure easy access to the agency at all times.
7. The agency is fully computerized. All personnel are connected to each other via a Windows NT network and to the world through the internet. Order entry, inventory status, e-mail, quotations, and sales history by account, manufacturer or by salesman is computed daily.