Quick follow-up is by far the most important service that manufacturers’ reps provide to distributors. That as the result of a survey of distributors conducted by the manufacturers’ representatives of the Northamerican Heating, Refrigeration and Airconditioning Wholesalers Association (NHRAW). Seventy-five NHRAW member companies responded to the survey and overwhelmingly rated “quick follow-up” as the most important task from among the many services that reps provide. Other highly ranked items were maintaining factory-distributor communication and taking care of defective/warranty items. He distributors also said they feel reps can improve their service and value by providing training for distributors’ employees and contractor clients. For more information, visit www.nhraw.org.