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Direct
Brand's range of universal HVAC products reduce inventory
for the wholesaler and downtime for the Service Technician.
Find
a rep USA
Canada
reps
resources posters, flyers, display stands, counter top
displays, early order programs . . .
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Meet
the Rep: Dave Harding DaveCo
Dave
Harding of Daveco began working with Direct Brand
at the end of last summer. His aggressive attitude
to sales and strong relationships built up over
a number of years have led to an amazing growth
in sales, especially of capacitors, in an area which
was previously largely unexploited by Direct Brand.
Daveco
was founded by Dave eight years ago, following
10 years experience of working for another repping
company. The company now has 5 employees, 4 in
sales and one member of support staff in the office.
Headquartered in Glendale, Arizona, the company
covers California, Nevada, Arizona and Hawaii
for Direct Brand. In all, 19 manufacturers are
represented.
"This
product is an easy sell here" Dave explains
modestly. In fact the relationships nurtured with
wholesalers over the last 8 years have given Dave
and his staff a critical advantage in growing
sales of our product."The presentation of
the product is far superior to the competition
and the competitive pricing makes this product
very attractive to wholesalers and service technicians
alike."
"We
are putting in the legwork now that will pay off
once the capacitor season starts. Getting the
vendors set up, getting their systems ready to
receive the stock, so that once the season starts
we are ready."
Dave
has been successful in bringing on board several
high profile wholesalers and has also increased
the volume of sales within existing customers.
A pattern is developing of customers making initial
small orders, which are then followed by significantly
larger orders later on, as the product proves
popular. |
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Dave Harding
DaveCo
19403
North 60th Avenue
Glendale AZ 85308
Tel:
623-594-1769
Fax: 623-322-0774
Cell: 602-538-9419 |
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Meet
the Rep: Ron Busterud Western Sales
Western Sales Service was founded almost 60 years
ago and is one of the oldest rep firms in the Rocky Mountain
States. Ron has been involved in the business since 1972
and 5 years ago was joined by his daughter Erin. Building
on their success, the firm has ambitious plans to expand
by merger in the near future. This large territory has
a small population, so the team cover a lot of miles visiting
their customers. Servicing both large national wholesalers
and smaller independents, Western Sales have built their
great reputation by focussing on their customers, both
the wholesalers and the Service Technicians.
Ron
has been involved with Direct Brand products for several
years, being one of the first reps to take on the igniters.
'When I first spoke to Malcolm about the product, I
asked him for a few samples. The first four people I
saw all said 'Leave the sample; we'll give you an order'.
I have never had a product that was so readily accepted
into the market'.
'The
key thing is to introduce the product to contractors,'
Ron says. 'It's one thing to get the product on the
shelf, but what really sells it is when the contractor
understands the difference between the glo-stix®
and a traditional carbide igniter. That is why we spend
a lot of time at counter days, setting up a table and
showing the contractors the product'. |

Ron Busterud
Western Sales
2934
Routt Circle
Lakewood CO 80215
Tel:
303-298-1505
Fax: 303-292-4913
Cell: 303-807-3995 |
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Meet
the Rep: Dick Cunha R A Cunha Inc
As
the first rep hired by Igniters Direct in the US market,
Dick has always been a key asset to Igniters Direct. With
a strong background in both engineering and sales built
at Kidde-Fenwal over 25 years, Dick left his position
as Director of Sales & Marketing for Control Products
to launch R A Cunha Inc., a sales representative and consultancy
business for the HVAC industry. He soon linked up with
Igniters Direct, One of my very first product lines
was Igniters Direct and it has helped make my business
successful from day one. Dick says. As well as selling
the Universal kit, Dick also set up our initial rep network
and provided distribution for the 2004/2005 season.
While
he was doing this, he also sold our product into many
large wholesale chains in his territory that are now
carrying Igniters Direct stock, including RE Michel,
FW Webb, Sid Harvey's, APR Supply and Granite Group.
Metropac, a master distributor, is also taking kits,
servicing many small single store wholesalers in the
territory. This enables smaller stores that will not
use a full case of igniter kits to stock our products.
This
current season is full of opportunity to further expand
sales through branch penetration, wholesale chains and
large independents.
Dick's
top 3 sales points;
1. There has been a built up of demand among service
personnel for a hot surface igniter with superior physical
properties over Silicon Carbide for many years.
2.
The universal nature of our product allows a serviceman
to feel confident that when he arrives at a job site
that requires an igniter replacement he will have the
correct replacement configuration with him and will
not have to return to a wholesaler to get the OEM specified
replacement.
3.
The product is priced well and is always in stock, ready
for immediate shipment. Product packaging is very well
designed for Point Of Purchase capabilities. |

Dick Cunha
R A Cunha Inc
16 Jackie Drive
Millbury, MA 01527
Tel:
508-865-5115
Fax: 508-519-4781
Cell: 508-878-0263
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Meet
the Rep: Mark Kaplan R A Kaplan Inc
RA
Kaplan Incorporated was started in 1982 by Mark's father,
and has built up to a highly successful company selling
into major Wholesalers and OEMs, as well as offering consultancy
services to the HVAC industry.
Kaplan's
territory covers over 200,000 square miles, including
Indiana, Ohio, Michigan and Kentucky. Mark and his team
of reps were highly successful in promoting and selling
the Universal Kit into key Wholesalers in his area.
Mark is enthusiastic in his praise of the Kit; "Let
me tell you, we have sold millions of dollars worth
of HVAC goods and this is the most exciting product
that we have sold in a long time."The secret to
Mark's success is his aggressive approach to new product
promotion to his key Wholesalers, coupled with time
spent frequently training counter sales staff. The Igniter
Kit is also developing an enthusiastic following amongst
Service Engineers and Contractors. He has even had phone
calls from Wholesalers because their customers are demanding
the product.
This
has been driven by the unique qualities of the product."Everybody
has the same problems, and this product solves those
problems." In contrast to the fragility and large
number of configurations of Carbide Igniters, this product
offers durability and flexibility all in one. Furthermore,
its distinctive packaging puts it "front and centre,
giving it point of purchase capability" The Service
Engineer can see all of the components without even
opening the packaging. What a contrast to the traditional
white boxes Silicon Carbide igniters are sold in.
Mark
loves this product for another reason too - it has opened
doors for him to get into Wholesalers. It is not only
a great seller in its own right he says, "It helps
me get in front of my customer and it brings other sales
along with it." |

Mark Kaplan
R A Kaplan Inc
10814 Coldwater Road
Fort Wayne, IN 46845
Tel:
260-637-0676
Fax: 260-637-2996
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