Dear Sirs:
Mr. Eric Frederick’s article (Vendor pays hefty price for devaluing 'human element') in your May issue certainly has merit. Too many sales management executives look only to the bottom line when evaluating representation.
Territorial sales are very circular by definition, and in equipment sales, experience has taught me that one, two or even three years is not a long time to evaluate the worth of a territory.
This industry is not given to a pool of sales talent and training new, young salespeople can be a discouraging task. We need to keep, encourage and compensate the few good salespeople we have left in the laundry business.
No matter what age, or how talented the salesman may be, there is no substitute for hard work. That is what separates the superstars from those who are let go for poor performance.
Chris Duffett
Vice President Corporate Sales
Tri-State Technical Services/TLC
Waycross, Ga.
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