THE OEM SEGMENT
As the company grows, it is important that each element of the business is segmented and organized according to the special needs of each segment. The OEM has traditionally been Derema’s fastest growing segment, and our unique approach to this marketplace will provide an environment that will continue this sales growth.
As a national sales organization, our regional management of personnel is clearly defined into 4 regions so as to provide structure and direction for all of our vendors. In addition to that structure, we have taken the specialization of the OEM market to a new level by appointing OEM coordinators in each of the regions. These individuals are responsible for many of the key OEM accounts in the area, and provide a focused “product expert” in each region. Each coordinator works closely with our OEM vendors to introduce new products and concepts to the customers and sales reps in each of those territories.
It takes a special sales professional to perform at the high levels our customers and vendors expect. Our strategy is to utilize OEM specialists in as many of the territories as possible. Because of the differences between aftermarket and OEM segments, it is important that our sales reps are focused on customers’ needs. Wherever OEM customer and unit concentration is high, our territories are designed so that the sales reps in those territories focus solely on the needs of those customers and the vendors that sell to them. In addition, strategic geographical placement of sales personnel is an important part of this strategy. Our sales reps have won numerous awards over the years and are recognized by the industry as among the best in their individual territories.
The very essence of being successful at the OEM level requires an in-depth knowledge of all the decision-makers within the account so that custom solutions are designed that help that particular customer design product that fit their strategic product development plan. In order to offer custom solutions, our reps have to be the expert on the products they represent and their applications.
Anytime a new product is introduced on a unit, you need to inspect and approve the installation and make sure the people responsible for the installation are trained properly. This process needs to be periodically reviewed throughout the model year. As people move from department to department during the year some of the procedures are forgotten or not properly translated. The Derema OEM sales rep is consistently making themselves available to production line personnel for not only training but also spot inspections.
