Trying to sell a brand in an area with established loyalties to another manufacturer requires extra effort. That's why independent manufacturers rep Tom Barrett, who is trying to sell Toto toilets in an area traditionally committed to Kohler products, has taken his showroom on the road.Barrett works out of a 28-ft. trailer truck that has been converted into a mobile showroom with functioning plumbing fixtures, a stereo and fireplace. He created the showroom in late 1998 after starting his own company, Water Provisions, based in Green Bay, Wis., earlier that year.
Since that time he has been taking the showroom to local building shows and small wholesalers. On each sales call Barrett brings along people from at least one of the manufacturers he represents so they can answer questions.