GandS Industrial picG&S Sales makes sure it has the products its customers need.
By Alan Dorich

There is strong competition in the Salt Lake City market, but G&S Sales Inc. is not worried. “We’re absolutely at what we feel is the top of the heap,” President Clay Smith says. “We’re the biggest agency here.”

The manufacturer’s representative serves the plumbing and irrigation sectors. G&S Sales started operations in 1990 when Bill Godwin and John Schultz merged their companies, BBG and Associates and JWS Sales.

“[They] figured they could go a lot further together,” says Smith, who joined the company as an outside salesman in 1999. “We’ve done nothing but grow since then.”

Frey GaedeFrey Gaede’s relationships allow it to grow and thrive in changing markets.

By Chris Kelsch

As any successful manufacturer’s representative will tell you, the key to success in the industry, regardless of the product, is developing relationships with both manufacturers and prospective clients.

That has certainly been the case with Frey Gaede. The company was founded in 1948 by Arthur Frey, landing its first contract with Banker’s Box, an Illinois-based manufacturer of storage boxes for bank records. That company is still in business today (now known as Fellowes), and Frey Gaede has since grown to be one of the premier manufacturing representative groups in the country.

Frey Gaede has a staff of 26 that covers 25 states in the Midwest, Southeast and Southwest. The group specializes in office supplies, contract furniture, janitorial and safety products.

Summit Sales picSummit Sales Inc. maintains close ties to its sales staff and territories.
By Jim Harris

The territories in which Summit Sales Inc.’s salespeople work are more than just places where they call on customers – they’re also where they call home. Each member of the Olathe, Kan.-based manufacturer’s representative’s outside staff lives within the company’s major markets, which include the state of Kansas as well as Missouri and southern Illinois.

One of the company’s largest markets is in Wichita, Kan., where an outside sales representative serving that city as well as the western part of the state lives. “That’s a very big market for us,” President Paul Zeller says. “We have a lot of business in western Kansas as well as in the Kansas City market, so having a person living in a major market like Wichita instead of trying to cover it out of Kansas City a few hours away is a big advantage for us. This means he can be at a customer’s place of business right away if needed. A lot of other manufacturer’s representative companies in our region couldn’t get someone out that quickly, so we feel that’s a huge advantage for us.”


Integrated SalesIntegrated Sales provides solutions to customers, representing manufacturers throughout Iowa and Nebraska.

By Stephanie Crets

Founded in 2008, Integrated Sales Inc. is a manufacturer’s representative providing sales and marketing services for manufacturers that produce lighting, lighting control, shading and electrical solutions for residential, commercial and industrial markets. The company works throughout the Iowa and Nebraska area, representing manufacturers and partnering with distributors, dealers, specifiers and contractors.

“We are involved in everything from the original planning and design all the way down to the end-user, including commercial facilities and residential customers,” President Jarret Golwitzer says. “We try to show, tell and sell our products so we can make sure our clients feel comfortable with the solutions.”

K2 FTMidwest Sales’ clients can depend on the company to help solve their problems.
By Wholesale and Distribution International Staff

Midwest Sales & Marketing Inc. prides itself on representing manufacturers that are leaders in their field.  The Hartland, Wis.-based Midwest Sales represents high-quality manufacturers such as Delta Faucet Company, Uponor, Insinkerator, Triangle Tube, US Boiler and Fluidmaster.  “We feel our manufacturers have led in innovation, that’s why we have partnered with them,” Matt Rodamer, who is the owner and president of Midwest Sales, comments.

Midwest Sales & Marketing was founded in 2000 by three individuals involved in the industry for decades. The wealth of business knowledge the original partners had gave Midwest Sales a solid foundation to grow on. Midwest Sales continues to represent a full line of HVAC and Plumbing manufacturers in the Midwest.  

Heat Transfer salesQuality equipment offerings and extensive services are at the core of Heat Transfer Sales of the Carolinas’ approach to business.

By Eric Slack

Founded in 1971, Heat Transfer Sales of the Carolinas has succeeded by understanding the importance of responding to customer needs and solving problems. Serving building owners, engineers, contractors and wholesalers, the company provides hydronic HVAC and engineered plumbing equipment and solutions used in commercial, institutional and industrial facilities. But Heat Transfer Sales believes it has to provide not only equipment but also value-added services and solutions.

“With relevant experience, our founders built a wonderful foundation for our business with viable lines and loyal customers,” President Jeff Vestal says.

JK Sales picJ&K Sales’ focus on unique products and offerings gives it an edge in the heating product market.

By Jim Harris

The Blue Ocean Strategy, first described in an October 2004 issue of Harvard Business Review and later expanded upon in a book of the same name, compares markets to two kinds of “oceans.” “Red oceans” are all of the markets now in existence, which are overcrowded with similar and commodity products, leaving companies to compete mainly based on price.

Conversely, the “blue ocean” is a wide-open market space with new and unique products and services untouched by competition. “We truly buy into this idea,” says Jeff Young, director of engineered services and sales for Manchester, N.H.-based manufacturer’s representative J&K Sales Associates. “When we take on a product line, we are looking for something that separates us from the rest. We’re looking for something technologically advanced and above and beyond what’s currently on the market.


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