The Wooster Brush Traditional Sales and Distribution Methods to Be Used

The Wooster Brush Traditional Sales and Distribution Methods to Be Used

The Wooster Brush Company basically sells its products through a national network of distributors and buying groups. It does have some direct accounts; Lowes and Home Depot, for example, are direct accounts. Most of its sales, however, go through distributors. These are typically traditional stocking distributors that take orders and then make shipments to the retailers. Very few rack jobbers are used. The Jumbo-Koter product line was to use this standard method of distribution.

Jumbo-Koter was to be sold into national distribution by the Wooster Brush Company sales force and network of service personnel. The company maintains its own staff to help retailers set stores. When a new account is established, this detail force works with the distributor and retailer to set up Woosters product lines, then trains them on how to communicate the benefits of the products to customers. This sales and servicing force is a competitive advantage for the Wooster Brush Company.