As the market place changes, customer needs and company capabilities change and our sales strategy must also be refined.  There are several key areas where this is currently in process.

The fastest growing portion of our business is providing non-fasteners and "C" commodities through our FIRST Inventory Management Systems. This offering now includes fastener related commodities like screw machine parts, o-rings, cable ties, and unrelated items like plastic parts, stampings and even light bulbs!

We are now broadening the application of our FIRST Inventory Management Systems capabilities in higher dollar value "A&B" productions commodities.  Components which are molded, die-cast and have relative high unit cost are now products we supply through our FIRST systems.  We are offering these where our planning and logistic capabilities provide additional benefits.

Another change in our sales strategy is how our internal resources are utilized.  We have modified the role of our more experienced sales representative to be more strategic and key account focused.  Others in the organization including team leaders, customer service, and on-site representatives are taking on the more day-to-day customer support.  This is consistent with our team based management approach which puts the decision making as close to the point of decision as possible.  It also provides for increased job content and contribution by all involved.

The results of these changes are more opportunities with key accounts.  We are currently dealing with the largest number of significant new business opportunities in our history.  As mentioned, it also provides all team members whose responsibilities have been broadened to have greater job content and satisfaction.  By providing increased products and services it also adds value to our relationship with our customers.  If you feel that this refined strategy has application in your organization, please feel free to contact one of our team members.