Wholesale & Distribution International - Spring 2016 - 20


MANUFACTURER'S REPRESENTATIVES

PEPCO
www.pepcosales.com / HQ: Dallas / Employees: 46 /

Specialty: Manufacturer's rep and buy/sell representative / Mike Parham, CEO: "Education is key."

Seeing Is Believing
Pepco offers hands-on training and demonstrations in the use of the plumbing
and mechanical products it provides to its wholesale customers. BY RUSS GAGER

M

any manufacturer's repre-

Pepco's management team (from left) - Charlie Parham, Steve Good, Greg
Hammer and Mike Parham - believes in investing heavily in education.

20 www.wdimagazine.com Spring 2016

sentatives educate companies
about the products their vendors sell. But Pepco promotes and stocks
its vendors' products, as well as referring
its customers to distributors. "We're not a
distributor - we are a manufacturer's representative," emphasizes President and
General Manager Charlie Parham. "In our
industry, some manufacturers choose to
go to market through buy/sell reps. That is
their market strategy, and we help execute
on that."
Other manufacturers may need local warehousing space in an area Pepco
serves that none of its distributors do. For
example, Pepco distributes pipe insulation in Texas and surrounding states for
one manufacturer.
But the 50-year-old, family owned and
managed company's executives stress that
Pepco's most important function is education in plumbing, air conditioning, refrigeration, hydronics, fire protection, water
utility and kitchen and bath products. Pepco represents products primarily for residential and commercial new construction,
repair and facility maintenance.
"Education is key," stresses CEO Mike
Parham, Charlie's father. "Our goal is
bringing education to all channels." These
include mechanical, plumbing and HVAC
contractors as well as employees of school
districts, homebuilders and repair and remodeling contractors. "We have a SPECial
forces team that has no wholesale accounts
- they will drive initiatives to contractors."
Pepco has invested heavily in educa-


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Table of Contents for the Digital Edition of Wholesale & Distribution International - Spring 2016

Contents
Wholesale & Distribution International - Spring 2016 - Cover1
Wholesale & Distribution International - Spring 2016 - Cover2
Wholesale & Distribution International - Spring 2016 - 1
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Wholesale & Distribution International - Spring 2016 - Cover3
Wholesale & Distribution International - Spring 2016 - Cover4
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