Fifth Avenue Consulting

After over 30 years as a lighting salesman and owner of a lighting sales agency, Bill O’Connor observed a lot of products come and go – some good and not so good.   Agents are an unusual breed of business person.  The specification aspect of any given product is only a small part in the bigger game that the competitive construction bid market creates.   The difference between commercial success and failure includes a reliable individual product, system, or service.  Equally important is how this product is presented to the local independent sales agency. 

Fifth Avenue Consulting can help the lighting manufacturer to get the local independent sales agent’s primary focus.  Recommended solutions to attract agents as they prepare their bid strategies include:

• Contract structure
• Incentives
• Sales goals
• Specification content of your product literature
• Agency selection and/or replacement

Please contact Fifth Avenue Consulting for further discussion.