Choosing the right sales channel to reach markets and customers is daunting and challenging.  The path that manufacturers take with sales channel methodologies and selling influences needs to be well informed and thought through on many levels.

Many choose the direct sales route; others rely on distributor and dealer sales teams or a representative sales model.  All have their distinctive merits and upside and downside risks.  The product mix – technological requirements and geographic concentration of customers − is often a driving factor and motivator in the decision process.

Employing an independent representative sales force is an approach that works well for Victory Energy.  It offers the ability to recruit and select the best and most talented rep firms in each geographic sales territory.  Our reps are among the finest, if not the best, reps in the diverse industries that we serve.

These rep firms bring extensive engineering and sales experience with packaged and water tube boilers, gas turbine HRSG’s and CHP, along with in-depth knowledge of all served industries – from power and utility and chemical processing to pulp and paper and oil sands.  They have deeply embedded relationships with the major EPC firms.  They’re respected and valued partners in the project process with customers.

Reps are a vitally important component of the success of Victory Energy.  They act as our eyes and ears in the territories they serve, being the first to know when a project hits.  At Victory Energy, they’re viewed as being a part of the fabric of the company.

A great manufacturer/rep relationship model involves intensive interactions and exchanges – healthy conversations that involve give and take on both sides.  At Victory Energy, we believe that our success is incumbent upon our reps being successful in all ways.  Too many manufacturers don’t value the real contribution of the reps and view the relationship from a purely transactional mentality.  That’s not the case with us.  When our reps succeed, we succeed.

Victory Energy has always believed in a rep-based selling strategy and will remain loyal to this approach.  Many reps have been with the company for many years and have been an important part of the incredible growth that we’ve achieved.  We’re in it with our reps as much as they are in it with us.

Posted By Gary Persichini