Supply Chain World - Volume 7, Issue 3 - 96

manufacturing frey gaede & company

Frey Gaede's partners and
management met with Pilot Pen
management during a "top to
top" meeting in Florida in 2017.

manufacturers trying to cover the
entire country frequently would
rather deal with a single entity. In
2012, Frey, Gaede, his son Todd
Gaede and two other companies
- one in the east and one in the
west - formed Harbinger National.
Harbinger will bring in national accounts and then dole out portions to
the regional manufacturer representative groups that own Harbinger.
"It enabled us to get into categories
we hadn't been in before," Gaede
says. "Such as Zoll defibrillators."

Follow-Up Service
To stay knowledgeable about the
products it represents, FG&C representatives regularly attend sales
meetings of manufacturers or take
part in their webinars.
96

Supply Chain World VOLUME 7, ISSUE 3

Twice a year, FG&C will bring
in smaller manufactures to conduct trainings at one of FG&C's
sales meetings. FG&C also conducts training for their dealers.
"They rely on us for training,
product knowledge and overall
support of what they are doing,"
Todd Gaede says.
Within the company, representatives will sometimes 'tag team.'
"If a particular representative is
doing a good job with a product
line from one of our manufacturers and a person in Chicago isn't
doing as well, often we will have
those two work together to share
best practices," Gaede says.
The company's service doesn't
stop with the order. FG&C will
follow up with the manufacturer

and client. A client, for example,
may want to know the delivery
date or an FG&C representative
might help with issues such as a
wrong item shipped or damage
during delivery.

Selling Solutions
Over the years, FG&C has seen a
trend of consolidation among its
distributors. "The big are getting
bigger," Frey says. "Years ago,
there were probably hardware
stores on every corner. Now there
is Home Depot and Lowes. The
real strong independent dealers will acquire dealers in other
markets. The scale required to be
competitive in the marketplace
has also become tougher."
That consolidation can make



Supply Chain World - Volume 7, Issue 3

Table of Contents for the Digital Edition of Supply Chain World - Volume 7, Issue 3

Contents
Supply Chain World - Volume 7, Issue 3 - Cover1
Supply Chain World - Volume 7, Issue 3 - Cover2
Supply Chain World - Volume 7, Issue 3 - 1
Supply Chain World - Volume 7, Issue 3 - Contents
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Supply Chain World - Volume 7, Issue 3 - Cover3
Supply Chain World - Volume 7, Issue 3 - Cover4
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