Wholesale & Distribution International - Spring 2016 - 32


MANUFACTURER'S REPRESENTATIVES

ROI MARKETING

www.roimkt.com / Headquarters: Millersville, Md. / Employees: 22 / Specialty: Manufacturer's representative /
Steve Kidwell, president: "We're trying to stay ahead of our customers' needs."

Kingdom Growth

ROI Marketing is taking steps to grow its business and increase its contact
with customers in 2016. BY JIM HARRIS

ROI President Steve Kidwell (left) takes pride in the
training programs the company offers to clients.

R

OI Marketing is investing in

improvements that will allow it to
enhance not only its own operations, but also its customers' capabilities.
The company's goals for 2016 include setting up a regular weekly training session
for contractors, builders and engineers
who use and install the products ROI provides to wholesale distributors.
The company is a manufacturer's representative for decorative kitchen and bath
products, plumbing fixtures and heating
and air conditioning products. ROI serves
a territory that includes Virginia, Mary-

32 www.wdimagazine.com Spring 2016

land, the District of Columbia, Delaware,
Eastern Pennsylvania and southern New
Jersey. Products represented by the company are used in residential, commercial
and industrial applications.
The weekly training sessions represent
the next phase of ROI's training program,
which President Steve Kidwell considers
the greatest differentiator between the
Millersville, Md.-based company and its
peers. ROI in 2013 established a "livefire" training center in its headquarters
that includes functioning boilers, water
heaters and pumps.

"With the amount of technology that's
involved in the different pieces of equipment we represent, it's important for
contractors to understand the operations
of the units they're installing so when an
issue or problem arises in the field, they
can understand what to do to resolve a
homeowner's issue," Kidwell says.
The center currently offers four to six
training programs a month at various
times; customers can sign up for training
sessions on ROI's website. In addition to
offering training in its headquarters and
one of its two regional offices, ROI also
offers a mobile trailer that it can bring to
a customer's site. "We can come to the
contractor," he adds.
The company's internal training program includes monthly conference calls
and team product training every two
weeks. ROI also offers programs intended to help it retain employees. "Finding
good employees who understand customer service and what it takes to sell
these products is not easy," Kidwell says.

KEEPING UP
The company in 2016 is also establishing
a quotations department that will use an
internal quotes system and the Dodge
global construction analytics program to
provide quotes on entire systems to customers. "We're trying to stay ahead of our
customers' needs," Kidwell says. "This is
what our customers are asking for."
ROI is also leveraging technology to
keep in contact with its customers. "Communication is changing at a rapid pace, so


http://www.wdimagazine.com

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
Wholesale & Distribution International - Spring 2016 - Contents
Wholesale & Distribution International - Spring 2016 - 3
Wholesale & Distribution International - Spring 2016 - 4
Wholesale & Distribution International - Spring 2016 - 5
Wholesale & Distribution International - Spring 2016 - 6
Wholesale & Distribution International - Spring 2016 - 7
Wholesale & Distribution International - Spring 2016 - 8
Wholesale & Distribution International - Spring 2016 - 9
Wholesale & Distribution International - Spring 2016 - 10
Wholesale & Distribution International - Spring 2016 - 11
Wholesale & Distribution International - Spring 2016 - 12
Wholesale & Distribution International - Spring 2016 - 13
Wholesale & Distribution International - Spring 2016 - 14
Wholesale & Distribution International - Spring 2016 - 15
Wholesale & Distribution International - Spring 2016 - 16
Wholesale & Distribution International - Spring 2016 - 17
Wholesale & Distribution International - Spring 2016 - 18
Wholesale & Distribution International - Spring 2016 - 19
Wholesale & Distribution International - Spring 2016 - 20
Wholesale & Distribution International - Spring 2016 - 21
Wholesale & Distribution International - Spring 2016 - 22
Wholesale & Distribution International - Spring 2016 - 23
Wholesale & Distribution International - Spring 2016 - 24
Wholesale & Distribution International - Spring 2016 - 25
Wholesale & Distribution International - Spring 2016 - 26
Wholesale & Distribution International - Spring 2016 - 27
Wholesale & Distribution International - Spring 2016 - 28
Wholesale & Distribution International - Spring 2016 - 29
Wholesale & Distribution International - Spring 2016 - 30
Wholesale & Distribution International - Spring 2016 - 31
Wholesale & Distribution International - Spring 2016 - 32
Wholesale & Distribution International - Spring 2016 - 33
Wholesale & Distribution International - Spring 2016 - 34
Wholesale & Distribution International - Spring 2016 - 35
Wholesale & Distribution International - Spring 2016 - 36
Wholesale & Distribution International - Spring 2016 - 37
Wholesale & Distribution International - Spring 2016 - 38
Wholesale & Distribution International - Spring 2016 - 39
Wholesale & Distribution International - Spring 2016 - 40
Wholesale & Distribution International - Spring 2016 - 41
Wholesale & Distribution International - Spring 2016 - 42
Wholesale & Distribution International - Spring 2016 - 43
Wholesale & Distribution International - Spring 2016 - 44
Wholesale & Distribution International - Spring 2016 - 45
Wholesale & Distribution International - Spring 2016 - 46
Wholesale & Distribution International - Spring 2016 - 47
Wholesale & Distribution International - Spring 2016 - 48
Wholesale & Distribution International - Spring 2016 - 49
Wholesale & Distribution International - Spring 2016 - 50
Wholesale & Distribution International - Spring 2016 - 51
Wholesale & Distribution International - Spring 2016 - 52
Wholesale & Distribution International - Spring 2016 - 53
Wholesale & Distribution International - Spring 2016 - 54
Wholesale & Distribution International - Spring 2016 - 55
Wholesale & Distribution International - Spring 2016 - 56
Wholesale & Distribution International - Spring 2016 - 57
Wholesale & Distribution International - Spring 2016 - 58
Wholesale & Distribution International - Spring 2016 - 59
Wholesale & Distribution International - Spring 2016 - 60
Wholesale & Distribution International - Spring 2016 - 61
Wholesale & Distribution International - Spring 2016 - 62
Wholesale & Distribution International - Spring 2016 - 63
Wholesale & Distribution International - Spring 2016 - 64
Wholesale & Distribution International - Spring 2016 - 65
Wholesale & Distribution International - Spring 2016 - 66
Wholesale & Distribution International - Spring 2016 - 67
Wholesale & Distribution International - Spring 2016 - 68
Wholesale & Distribution International - Spring 2016 - 69
Wholesale & Distribution International - Spring 2016 - 70
Wholesale & Distribution International - Spring 2016 - 71
Wholesale & Distribution International - Spring 2016 - 72
Wholesale & Distribution International - Spring 2016 - 73
Wholesale & Distribution International - Spring 2016 - 74
Wholesale & Distribution International - Spring 2016 - 75
Wholesale & Distribution International - Spring 2016 - 76
Wholesale & Distribution International - Spring 2016 - 77
Wholesale & Distribution International - Spring 2016 - 78
Wholesale & Distribution International - Spring 2016 - 79
Wholesale & Distribution International - Spring 2016 - 80
Wholesale & Distribution International - Spring 2016 - 81
Wholesale & Distribution International - Spring 2016 - 82
Wholesale & Distribution International - Spring 2016 - 83
Wholesale & Distribution International - Spring 2016 - 84
Wholesale & Distribution International - Spring 2016 - 85
Wholesale & Distribution International - Spring 2016 - 86
Wholesale & Distribution International - Spring 2016 - 87
Wholesale & Distribution International - Spring 2016 - 88
Wholesale & Distribution International - Spring 2016 - 89
Wholesale & Distribution International - Spring 2016 - 90
Wholesale & Distribution International - Spring 2016 - 91
Wholesale & Distribution International - Spring 2016 - 92
Wholesale & Distribution International - Spring 2016 - 93
Wholesale & Distribution International - Spring 2016 - 94
Wholesale & Distribution International - Spring 2016 - 95
Wholesale & Distribution International - Spring 2016 - 96
Wholesale & Distribution International - Spring 2016 - 97
Wholesale & Distribution International - Spring 2016 - 98
Wholesale & Distribution International - Spring 2016 - 99
Wholesale & Distribution International - Spring 2016 - 100
Wholesale & Distribution International - Spring 2016 - 101
Wholesale & Distribution International - Spring 2016 - 102
Wholesale & Distribution International - Spring 2016 - 103
Wholesale & Distribution International - Spring 2016 - 104
Wholesale & Distribution International - Spring 2016 - Cover3
Wholesale & Distribution International - Spring 2016 - Cover4
http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2016fall
http://www.nxtbook.com/nxtbooks/knighthouse/wdi_2016summer
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2016spring
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2016winter
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015fall
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015summer
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015spring2
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2015spring
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014winter
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014fall
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014summer
http://www.nxtbook.com/nxtbooks/phoenix/wdi_2014spring
http://www.nxtbookMEDIA.com