Wholesale & Distribution International - Spring 2016 - 37


EDOS

we look for someone who owned a HVAC
company or worked in installation management. Those people tend to be the best people because they are communicating peer to
peer. They don't go to a distributor and come
off as a polished salesperson."

reps and we don't want to retrain someone
who already thinks they have the process
down," Os explains. "It is easier to train our
people on our process of going to market."
"Our sales team has field experience and
has done installation, gone through training

"We gain distributors' and
contractors' trust through real
peer-to-peer training."
"The people we bring in are some of the
best people you can find," Os adds. "The
amount of time we spend in the channels is
where we differentiate ourselves."
EDOS does not hire traditional salespeople and will not hire a representative from a
competitor because it's not the company's
policy. "We don't like doing that with other

and can share how they ran into a real world
problem and how they overcame it," Os says.
"We can teach sales and marketing, but it is
harder to teach systems and how everything
functions as a system. We gain distributors'
and contractors' trust through real peer-topeer training."
Every salesperson is assigned a territory

and gets deeply embedded in the channel by
becoming a member of industry associations
and involved in the local communities. "We
have a tremendous inside sales team and I
am not looking at that through rose-colored
glasses," Os notes. "Distributors tell us and
volunteer that information on how strong
our inside sales team is because the people
we have are extremely supportive. It's our
people with field experience and managers
who go above and beyond what is required is
what I'm most proud of."

QUALITY REPORTING
As the industry continues to evolve, manufacturers continue to put a greater number of responsibilities on representative
agencies, Os says. The challenge for EDOS
is to balance the different tasks required
by manufacturers and provide them with
quality information.
"There are more requests for more in-

Spring 2016 www.wdimagazine.com

37


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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
Wholesale & Distribution International - Spring 2016 - Contents
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Wholesale & Distribution International - Spring 2016 - Cover3
Wholesale & Distribution International - Spring 2016 - Cover4
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