| Sales and Marketing |
Our experience in marketing specialty lubricants has proven that it is virtually impossible to penetrate all markets using a single approach. As a result, we rely on a strategic sales force that we work with closely. The alliance is made up of direct sale to end users as well as our network of warehousing distributors.
An important part of our strategy of attracting and maintaining customer loyalty is to stay on top of current developments in the industry. We are regular participants in a variety of industry trade shows throughout North America, and our innovations are regularly written up in several industry journals and publications.
Direct sales
Thermal-Lube’s direct sales team works exclusively for the company. This team is responsible for servicing our clientele on a regular basis. Geographical constraints limit us to working a territory that covers approximately a 150-mile radius from our manufacturing plant in Montreal, Quebec, Canada. Within this territory we have a diverse group of customers representing virtually every manufacturing industry and operating environment.
Sales agents and Manufacturer's representatives
This unit works on a commission basis, addressing a market that otherwise would not be serviced. The agent/representative's role is to operate in markets or territories that are too small for a distributor, or too remote to be serviced directly by the head office. At present, Thermal-Lube works with more than 35 sales agents or manufacturer's representatives across Canada, Europe and the United States.
Warehousing distributors
This group, which addresses urban markets outside Montreal, stock our products and have their own sales force working in specific, non-exclusive territories. Warehouse distributors buy directly from Thermal-Lube and resell under Thermal-Lube's registered trade names (EKXEL® and POLYON®) at our published suggested retail price. At present, Thermal-Lube is selling to more than 20 warehouse distributors in regions across Asia, Europe, and North America.
Private Label
Thermal-Lube will produce private label products to be sold under our customers’ brand names. Currently, we are custom-blending our products for a number of companies including other lubricant companies and original equipment manufacturers.