Reps Look East and West for Growth
Two Rep Firms Expand Internationally
Two rep firms have cast their sights overseas — one looking east, the other west — as they seek to take advantage of future opportunities for their respective firms. Applied Process Equipment, based in Phoenix, Arizona, has partnered with TEFSA Group, a leading European belt filter press/filter press manufacturer in Barcelona, Spain, to become their exclusive distributor/agent in the United States and Canada.
Meanwhile, H.S. Glasby & Sons, Inc., located in West Chester, Pennsylvania, has established a relationship with Sherry International to represent Chinese manufactured high-tech products in the United States. Additionally, the firm has agreed to represent a U.S. company in China for their product line.
Applied Process Equipment's European Venture
Richard Sinclair, president of Applied Process Equipment and MANA’s District 8 director, shared insights into their new partnership with TEFSA Group. He emphasized the importance of industry partnerships in strengthening competitive positions in emerging wastewater treatment markets. The TEFSA filtration product line enables them to offer comprehensive de-watering systems, including ancillary pumps, UV devices, clarification equipment, tanks, mixers, and controls.
Rob Wise, vice president of sales & marketing for TEFSA-USA, highlighted the engineered products designed for long life, low maintenance, and simple, automatic operation. Sinclair reflected on his journey, noting a pivotal moment when a previous opportunity led him to discover TEFSA. After visiting Spain and building a strong relationship with TEFSA, they decided to make him their exclusive U.S. representative, a significant step up from his initial intention to represent them in the western U.S.
Sinclair has since formed a separate company to manage this new venture, providing a U.S. identity for many European companies and defining a clear distinction from their regular agency activities. This strategic move has opened up growth opportunities, and Sinclair has hired Rob Wise to help manage the new company.
Expansion into China: H.S. Glasby & Sons, Inc.
Stuart Glasby of H.S. Glasby & Sons has turned his attention to China, leveraging his connections to represent a Chinese firm in the U.S. Despite initial reservations, Glasby recognized the potential benefits of engaging with Chinese manufacturers, influenced by the prevalent corporate America strategy of sourcing from China.
After establishing a successful relationship with Chinese manufacturers, Glasby and his Chinese contacts joined MANA at the Hannover Fair, targeting Chinese manufacturers among the 6,000 exhibitors. This networking opportunity allowed them to explore new sources and expand their business reach.
During a strategic meeting with Pittman, Glasby proposed representing their interests in China as their customer base shifts to Asia. This led to a contract with Pittman for Glasby & Sons to serve as their representatives in Asia, with staff in three Chinese cities.
Looking Ahead
Both Applied Process Equipment and H.S. Glasby & Sons are set to be revisited in future issues of Agency Sales magazine to follow up on their international ventures and the impact of these strategic expansions on their businesses.
Richard Sinclair concluded with thoughts on the entrepreneurial spirit necessary for reps, emphasizing the importance of being open to new ventures and the varying depth of entrepreneurial spirit among reps. He advocates for a proactive approach in seeking opportunities, especially those outside the United States, and maintaining a favorable risk-reward ratio.