VWR International: Synergy in Action

In addition, reps proactively manage their mail lists monthly and are encouraged to make updates and qualify sales leads. And of course, before any large mailing, reps scrutinize their lists to selectively identify and qualify potential catalog recipients.

In many cases, the sales reps not only call on their customers in the labs and purchasing offices, but also visit the mailroom managers to alert them that the catalog will arrive. Often arrangements are made to ship the catalogs to a specific holding area. When they arrive, the sales rep will show up with a luggage cart, unpack the cartons and physically go from lab to lab presenting the new catalog to customers and users.