INDUSTRY EXPERTISE is most the valuable asset available to product reps. Use and application, sustainability, specification application, and detailing presented as an industry player is far more effective than presenting product as a peddler. Focusing on product knowledge, features and benefits, company history and capabilities are clear channels to failure.

GUIDE SPECIFICATIONS educate specifiers on product use, product application, and industry (competitive) issues. From a specification point-of-view, product limitations are the most important piece of information to communicate.

REVIEW SPECIFICATIONS for industry compliance and appropriate competitors.
wants to know about a specific firm or specifier is contained in their specifications. A specification \analysis is the most knowledge management tool available to reps.

In the final analysis, if your product is not specified or is specified incorrectly, the time and effort with the specifier is completely wasted, and worse, a relationship damaged.

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