20588 Hall Road Clinton Township, MI 48038-5326 Phone: 800-553-3836 Fax: 586-263-9277

MARKETING STRATEGY
The purpose of any manufacturers representative business is to provide profitable growth and a high level of service for both principals and key distributors. However, as the number of distributors continues to decline through mergers and acquisitions, the real question becomes "how strong is your relationship with the actual end user?"

As reps, distributors and manufacturers struggle to provide value to the real consumer, the reps have a choice to make as to how they're going to control their marketplace. We believe in the importance of strong relationships at the distributor level but also realize that our true value must be delivered to the end user.

Whether this is through technology, focused end user sales activity or simply leveraging the distributors relationships-our goal is to control the marketplace in our respective product categories.

In today's business climate, we're confident that diversification is one of the keys to success for manufacturers reps. Which is why the merger of these two organizations creates such dynamic synergy. We currently share many of the same large distributors, as well as key end users. By creating a larger entity, we start to realize the economies of scale afforded to larger rep groups.

Ultimately, our success will come from our ability to manage sales force segmentation. How do we sell different products to a variety of distributors and end users in a profitable manner? The answers are many.

Quite simply, our corporate values revolve around the "team concept." Whether we cross train certain reps, partially segment the sales force or focus on specialists for specific markets-we are committed to building relationships with the end user through a team approach.

Specialization enhances sales force effectiveness. Although more complex to manage and sometimes more costly, the entire system revolves around focusing on the needs of the customer. We are a market-driven company and our management goals are tied directly into the sales incentive compensation program.

Although we have two distinct divisions, packaging and janitorial-our strategic goals are the same. If we truly understand our principals, distributors and customers individual needs, then our success in the marketplace should be ensured for years to come.