Partners in Profit: The Leonard Valve Company Approach

MANA has long championed the concept of reps and their principals treating each other as "Partners in Profit" (PIP). The relationship between Leonard Valve Company and its outsourced sales partners exemplifies this, a topic that has been discussed for 58 years.

Gregory Wilcox, president and co-owner of Leonard Valve Company, reflects on the company's history, noting that the commitment to work with independent manufacturers' representatives began in the 1920s. "I've been here 34 years," he states, "so while I may not know all the particulars of why they made that decision, I do know that it came at a time when the company was expanding, and using a factory direct sales force was hardly an option."

Today, Leonard Valve markets its products across the United States through 50 rep firms. One such rep, Jack Block of One Source Manufacturer's Representatives, Inc., praises Leonard Valve for its exceptional qualities:

• Full support and respect for sales representatives and customers, including specifying engineers, mechanical plumbing contractors, and wholesale distributors.
• An attractive buy/sell program that allows sales representatives to earn more.
• High-quality products that are fully tested and assembled at its Cranston, Rhode Island plant.
• Unique engineering expertise to solve field problems, often at no cost to the customer.

Block highlights the personal touch Leonard Valve maintains in dealing with its reps, a practice he finds rare today. He discusses the evolving challenges reps face, such as increased responsibilities without proportional increases in commissions and the need for extensive field service support.

Wilcox appreciates the recognition and emphasizes the company's philosophy of nurturing relationships with reps. "We’ve been around a long time — since 1913 — and we see what some other manufacturers do with their reps. That’s not necessarily us. We want to enjoy our relationship with our reps, and we want them to enjoy working with us," he explains.

When selecting reps, Leonard Valve looks for independence and a genuine connection, rather than just business convenience. Wilcox notes the importance of emotional commitment from reps and mentions the incentives provided to foster this relationship, including stocking benefits, promotional incentives, and extensive field support.

Wilcox concludes by reflecting on the company's harmonious relationships with its reps, emphasizing that even when reps leave, they part on good terms, underscoring the mutual respect and success of their partnerships.