Wholesale & Distribution International - Spring 2016 - 39


EDOS

EDOS strives to maintain its focus on New England and
upstate New York while supporting distribution.

sales because they are the ones who have to
sell the products. If a new product line is taken on, it has to fit well with EDOS's current
products and the company keeps all products
within its disciplines. If the company decides
to take on a new line, it will often add another
salesperson and compress territories.
"We aren't out there looking for new
lines," Os explains. "We want to grow and de-

velop our current lines in plumbing, heating
and cooling."
Continuous communication is the key
to maintaining relationships with suppliers. "Talking to them directly results in
great relationships with manufacturers,"
Os says. "They respect us, we respect them
and we don't sugarcoat things. Sometimes
that can be challenging, but it makes us ef-

fective. If there's something we need to do
differently, my sales managers are talking
to our manufacturers every day."
Representatives from manufacturers
are also invited to travel with a salesperson
around their territory. EDOS puts together
an agenda that specifies the reason for the
visit, when they will come out, who is traveling together, and then requests a follow
up after the visit. "We want feedback from
them on how it was and what areas we can
improve on because we see things one way
and they see things another way," Os adds.
"Communication is key."
Moving forward, EDOS plans to continue focusing on New England and upstate
New York territories while supporting
distribution in the field. "It's a solid territory with tremendous growth," Os says.
"We want to spend time on developing our
product lines and getting stronger in all
our territories." 

Spring 2016 www.wdimagazine.com

39


http://www.forwardthinking.honeywell.com/products/combustion/combustion_products.html 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
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Wholesale & Distribution International - Spring 2016 - Cover3
Wholesale & Distribution International - Spring 2016 - Cover4
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