# RAECorporation

# PUmpingsystems www . raecorp . com

# VALUEthatdifferentiates its territory ,” he says . They were ready and willing to take on the tasks of product familiarization and training that lay ahead . After all , he points out , they were seeing an instant doubling of the sales force promoting their products .

Next came the difficult task of dividing the accounts to focus on contracting clients on the one hand and consulting engineers on the other . In New England HTS had since its foundation in 1997 employed hybrid sales people , who called both on consulting engineers who design the system and mechanical contractors who purchase and install the equipment . “ They are well rounded sales people but spread a little too thin . They would be selling a system then getting involved in project management while it was installed . But every minute you spend on project management is time you are not devoting to digging up new business !” The sales people from both companies

78 November 2016

Construction Magazine November 2016 | Page 78

# Deliveringrealsuccess # MADEINTHEUSA

# STEAMCOILS

# RAECorporation

# PUmpingsystems www . raecorp . com

# VALUEthatdifferentiates its territory ,” he says . They were ready and willing to take on the tasks of product familiarization and training that lay ahead . After all , he points out , they were seeing an instant doubling of the sales force promoting their products .