Wholesale & Distribution International - Spring 2016 - 36


MANUFACTURER'S REPRESENTATIVES

EDOS

www.edosonline.com / Revenue: $80 million / HQ: Granby, Mass. / Employees: 32 / Specialty: Plumbing, heating and cooling manufacturer's representative
/ Robert Os, president: "The people we bring in are some of the best people you can find."

Mastering Territory

EDOS focuses on growing and developing its product lines with a strong team
that brings years of field experience. BY JANICE HOPPE

Last year, EDOS purchased a 27,500-square-foot warehouse
in Massachusetts to continue its growth in market channels.

E

DOS has become one of

New England and upstate New
York's premier sales representative agencies over the past 40 years. President Robert Os says this can partly be
attributed to its industry-savvy staff that
embeds itself in the plumbing, heating
and cooling channels.
The Granby, Mass.-based company has
32 employees, but started out with just
two. Edwin Os, Robert Os' father, founded EDOS in 1975 at his kitchen table with
a part-time person to handle the paperwork. As the company grew, Os moved

36 www.wdimagazine.com Spring 2016

into the basement of his home and hired
his sister-in-law Joanie Os, who is now
the inside sales manager and part owner,
to help run the business.
When EDOS first started, the company
focused only on plumbing and became
a representative for Gerber Plumbing
Fixtures, focusing on territories in Massachusetts, Connecticut and Vermont.
When Robert Os came on board in 1985,
he started calling on architects and engineers in the western Massachusetts
and Connecticut territories. In 1989,
EDOS built an 8,000-square-foot office

and warehouse in Granby where it is still
headquartered today.
EDOS last year purchased a
27,500-square-foot warehouse in Foxborough, Mass. "Over the years we have
continued to grow in geography and
channel penetration," Robert Os says.

EXPERIENCED PERSONNEL
"We do not hire traditional salespeople,"
Os says. "Because heating, cooling and
plumbing can be more on the technical
side, we look for people who are ex-business owners in the industry. For example,

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

Contents
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