Wholesale & Distribution International - Spring 2016 - 38


EDOS

EDOS trains its salespeople, who have real-world
field experience and have done installations.

formation than we have ever had before," Os adds. "The information requested varies by manufacturer, but includes market
intelligence or information on a specific product launch. With
new product launches, some are better than others and there
is always a follow-up to anything out in the field. A lot of information is about the competition and how programs compare,
which ones are effective, how a new product is progressing and
what opportunities they are working on."
EDOS uses Telenotes, a reporting software system that al-

lows salespeople to keep quality notes from a sales call or visit.
"At the end of a sales call, the salesperson calls in and dictates a
call report," Os explains. "The information is entered into the
system, but the system can do so much more than that."
Telenotes allows salespeople to send themselves reminders to
follow up with a customer, note the product lines that were discussed during a call or visit to provide feedback to the manufacturer, and can pull notes back up when speaking to a customer to
remind themselves of the previous conversation. "We need to give
them as many tools as possible to be efficient," Os says. "This also
helps with information manufacturers require."
Os can access every report in Telenotes and search by keywords to find product lines or any other information a manufacturer is requesting. "We can list every conversation that
happened regarding a product and pull up the information that
a manufacturer may be questioning us about," he adds. "Telenotes can be a prep tool if used effectively and build a history of
what has been discussed."
Telenotes allows the sales team to be out in the field regularly so they do not have to come into the office and frequently
fill out reports. Every Friday, the sales team is required to work
from their office for a day to catch up on notes or make phone
calls. "They can take their time on calls and give better information to give back to the manufacturer," Os says. "It's good
information because it's entered into Telenotes right after the
call so they don't forget anything."

GOOD COMMUNICATION
EDOS is selective about taking on a new manufacturer. A committee made up of company employees and managers decides
on whether a new line and manufacturer will be added. "I don't
say we are going to take a new line. We pick three to four people
from each discipline to give us their thoughts and input," Os
says. "Then we bring it to the whole team to see if this makes
sense, how much time it will take to go to market with the product and where that time will come from."
The company wants feedback from the whole team, especially
38 www.wdimagazine.com Spring 2016


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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
Wholesale & Distribution International - Spring 2016 - 3
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Wholesale & Distribution International - Spring 2016 - Cover3
Wholesale & Distribution International - Spring 2016 - Cover4
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