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Sustainability a half-century long

Successful Rep Relies on 'Value-Added' Solution Selling

EDITORIAL

When asked how and why his agency has been able to sustain an enviable pattern of growth and success for half a century, Dave Bartlemay is quick to note that Bartlemay & Associates, Inc., is hardly your typical rep agency. "There are a wealth of reasons for our success," he maintains, "but high on the list is the fact we're not like other rep firms; rather, we're account managers and sales engineers. We do much more than just sell and market products and services."

Bartlemay, who heads the Richmond, Indiana-based firm, notes, "From the very beginning, our business hasn't been so much about getting the order, but more ...

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