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Essay Details:
Essay text:
automotive wholesaler
? Main goal of sales force to set up direct accounts (get parent companies to approve)
? To date, CAH had not been rejected by any major account, however the approval can take up to 4 years
? Company sales force generated 25% of unit sales per year, sales to the large accounts in the US went through CAH US wholesaler
? Canadian distributors that handled Camar lifts also carried non-competitive products, they focused on smaller chains and independent service stations
? US wholesalers sold to service stations ? carried four other companys' lifts ? Camar Lift approx >20% of total lift sales from the US wholesaler
? CAH distributed catalogue type package with products, uses, prices and other required information for both distributors and users
? CAH advertised in trade pubs and traveled to trade shows in US and CN
? Strategy of offering superior product that was primarily targeted to the needs of specific customers, strategy stressed continual product improvements, quality workmanship and service...
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