Wholesale & Distribution International - Fall 2017 - 38
R.C. SALES & SERVICE LLC
The company helps its distributor customers remain competitive against larger competitors. R.C. Sales & Service's manufacturers have a few advantages, such as minimum Internet prices
set by manufacturers, as well as logistics in delivery for some of
the items they carry.
Most of the large equipment and other products represented
by the company are not easily shipped via U.S. Mail, UPS, FedEx
or next-day air. "In addition many of the products are emergency need items and require immediate replacement," Dore says.
"They need to be in the wholesalers inventory for immediate
availability and can't wait to be shipped several days later."
A LONG LEGACY
The company was established in 1989 when A.O. Smith appointed Ron Carter as its specification representative for the
Northern Illinois and Northwest Indiana bid and specification market. In 1992, A.O. Smith changed its business model
from having a factory salesforce to instead working with independent manufacturer's representatives. One of A.O. Smith's
four district managers, George Pagach, joined Carter at R.C.
Sales & Service.
R.C. Sales & Service sells exclusively to wholesaler distributors
in the HVAC; plumbing; and pipe, valve and fitting channels.
In January 1995, A.O. Smith appointed R.C. Sales & Service as
a full-line representative agency. In 2004, the company merged
with Dore Engineered Products, a representative agency
owned by Dore. Dore and Pagach then became partners in R.C.
Sales & Service.
Dore has an MBA from DePaul University in Chicago. Before
starting Dore Engineered Products, he worked for Weil-McLain in several capacities including as a contractor specialist, a
sales representative, a commercial specialist and a training and
technical manager. His duties included overseeing marketing,
promotional and advertising programs with wholesalers and
dealers, developing training programs and assisting contractors in the field.
Additionally, Dore is a certified professional manufacturer's
representative through the Association of Independent Manufacturer's Representatives.
R.C. Sales & Service continues to find ways to improve its operation. This includes potentially moving to a larger facility that
includes a warehouse, Dore says.
The company also wants to add additional outside salespeople, which Dore acknowledges can be a challenge.
"Personnel is our biggest asset," he says. "We need to find
people with the right skillset to sell engineered products in
both inside and outside sales. Finding and retaining competent, technically minded people is our biggest challenge."
Although it recently had a few staff members leave to join
manufacturers' sales staff, the company is generally fortunate
to have low turnover. "We are fortunate in that we have been
able to hold on to our people," Dore adds.
38 www.wdimagazine.com Fall 2017