Terry Grove, Senior Regional Manager

When TriMark Gill Marketing purchased Eklof 18 years ago, Grove had essentially worked every job at the company. “I came up through the ranks, from floor sweeper to straightening inventory, then to receiving and eventually into the shop,” he said.

For an unparalleled dedication to his industry, career path and customers, Grove has been named DSR of the Month.

FE&S: You used to sell to smaller independent operators and now you work exclusively with the government. How does the sales process between the two differ?

TG: With the government, there are a lot of layers. Although I may be selling to the end-user, they will never make the purchase, since equipment is typically always purchased from a contracting office. In addition, we have 50 manufacturers under a GSA (General Services Administration) contract, so pricing is already negotiated. Instead of cost, my concern is matching the right products to the customer. At the store, we had walk-in traffic and inventory, whereas we have no inventory now.

FE&S: How do you obtain new clients?

TG: When I was first starting out, I used to cold-call to find out where potential customers were located. Now that I know where government installations are, I call on them directly. In this segment, the customer locations don't change, but the people I deal with often do. For this reason, my visits are focused on finding the right individual to speak with.

FE&S: What steps did you take to learn how to work better with these clients?

FE&S: You're known for standing by the products you specify. What gives you the confidence to do so?

TG: My confidence comes from the education manufacturers provide, along with my frequent factory visits. I like to watch the equipment being produced from sheet metal through the manufacturing process. My strong history with equipment repair gave me great insight into what makes a quality product. I've seen equipment that is 10 or 15 years old and understand why these units stand the test of time.

FE&S: You've been in the industry for 33 years. How has it changed since you first started?

TG: The technology has changed quite a bit. When I started, we would walk around the shelves and take inventory with a tally sheet to see what we needed to order. Today, this process is done by computer. Years ago, I would design on a draft board, whereas now I use AutoCAD. AutoQuotes also has dramatically changed the industry, and sometimes I wonder if it's for the better. This tool allows people that don't understand the segment to quote products, which has turned this into a commodity-type business.

FE&S: How have you had to change the way you do business to adapt to today's economy?

TG: I cover six states, from Mississippi to New Mexico, and Arkansas to Oklahoma. I'm on a plane once a week, so three-quarters of my time is spent traveling. The government market is declining, with most expenditures being allocated to the war efforts. Consequently, I am working on projects that I wouldn't have been involved with five years ago.