Wholesale & Distribution International - Fall 2017 - 20

MANUFACTURER'S REPRESENTATIVES

I.S.K. INDUSTRIES

www.isk-industries.com / Revenue: $100 million / HQ: Rolling Meadows, Ill. / Employees: 22 / Specialty: Manufacturer's representative
/ Denise Pircher, president: "I'm most proud of our company because of my strong team."

Evolving
Industry
I.S.K. wants to be at the
forefront of the next big innovation. BY BIANCA HERRON

E

ver since Irving S. Kemp

founded I.S.K. Industries Inc. in
1928, the company has continued
to build its business on forging strong relationships, solving customer problems
and providing lasting solutions.
Nearly 90 years later, I.S.K. is one of the
Midwest's premier manufacturer's representative firms, active in the industrial,
construction, safety and consumer home
hardware markets.
President Denise Pircher, third-generation family member, attributes the company's longevity in the industry to being
nimble when the market called for it.
"About six years ago, the market changed
when safety products became a big part
of our world," she says. "We were really
forced to get into the safety market, and
now we also see the infiltration of other
markets, like welding, on the rise."
Additionally, I.S.K.'s latest challenge is
to figure out how to remain relevant with
technology, specifically with the strong
wave of e-commerce shopping. "We're
trying to find ways to get credit for the
sales we do in the field, which is hard with
the Amazon's out there," Pircher explains.
"When these new channels are introduced
into our industry, we have to figure out
how they fit and how we can make it work
for our customers."
For I.S.K., it's about providing a "synergy of product offerings" to its end-users

20 www.wdimagazine.com Fall 2017

President Denise Pircher is a third-generation family member
to run I.S.K., and attributes its success to remaining nimble.

and customers. Its No. 1 goal is to ensure
I.S.K. provides quality products that are
not only safe, but also contribute to the
workers' productivity, Pircher notes.

WORKING TOGETHER
I.S.K.'s dedicated team of 22 employees
consists of 16 outside field sellers and six
inside sales and marketing professionals.
The company's field sellers, who work in
I.S.K.'s industrial and safety segments,
live throughout the 16 Midwest states the
company represents.
"Our goal is to have our salespeople inti-

mate with both distributors and end-users
in their territory," Pircher says. "Often, we
are the constant for the end-user customer because distributor and manufacturer
salespeople tend to turnover frequently."
The rest of I.S.K.'s employees are
based in its 20,000-square-foot Rolling Meadows, Ill., corporate office and
warehouse. "When manufacturer's want
us to assist with setting their shows up
at events, we bring their booths to our
office and make sure they're ready to go
with our show products, literature and
signage," Pircher notes.


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Table of Contents for the Digital Edition of Wholesale & Distribution International - Fall 2017

Table of Contents
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Wholesale & Distribution International - Fall 2017 - Cover3
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