Original Date: 07/09/2007
Revision Date: / /
Best Practice : Outside Sales/Worldwide Support
The Inpro/Seal Company maintains a strong outside sales force and worldwide support base consisting of 22 regional managers, 103 distributors, and 65 independent factory representatives to ensure the development of new customers and to satisfy the company’s present customers worldwide.
Aggressive marketing, competent sales, distribution, and customer support enable a company to maintain its customers and develop new clientele. At Inpro/Seal, a small company that has perfected the bearing isolator, this challenge includes customers not only in the United States, Canada, and Mexico, but in worldwide markets such as Japan, Taiwan, Korea, the United Kingdom, France, Brazil, Africa, and Australia. Maintaining a strong sales and a worldwide support base is imperative to customer satisfaction and the growth of the company. Inpro/Seal, headquartered in Rock Island, Illinois, is unique in meeting this challenge. Over the past 40 years, the Inpro/Seal Company has dedicated itself to constant improvement and refinement of its products and practices. Key to the company’s success is its Outside Sales force that provides worldwide support.
Inpro/Seal consists of more than 100 employees – 80 are located at the main facility in Rock Island, while 22 are regional managers that make up the Outside Sales force that supports the various locations in the U.S. and around the world. All regional managers are responsible for recruiting and managing their own distributor network. Unique with Inpro/Seal is that they are not responsible for specific geographic locations but are “account-specific.” This method not only balances the workload for regional managers but allows better support of open accounts. In all, there are more than 103 Inpro/Seal distributors and 65 independent factory representatives operating today, all of whom work closely with Inpro/Seal to deliver the superior quality for which the company has become known. Inpro/Seal’s regional managers are the key interface with the distributors, OEMs, end users, Inpro/Seal Inside Sales, and Engineering (Figure 2-3). The distributors and factory representatives are selected and totally responsive to the Inpro/Seal regional managers. All distributors and factory representatives have access to anyone at Inpro/Seal. All regional managers have engineering degrees or engineering backgrounds and have extensive rotating equipment knowledge. Regional managers, distributors, and factory representatives receive a three-day training course taught by Inpro/Seal at the company’s Rock Island headquarters.
Inpro/Seal’s commitment to customer satisfaction, as evidenced by its “Unconditional Satisfaction Guarantee” and policy of "Same-Day Shipments," ensures that the company will continue to meet the considerable demand for permanent, reliable, and timely bearing protection for industries worldwide.
Figure 2-3. Access to Anyone
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