All of Elkay's rep firms are participating in the educational program and nearly half have already completed it.
The three-year program, offered at both Indiana University and Arizona State University, provides executive education for owners and managers of professional field sales organizations. Each year, participants spend one week on campus studying topics such as customer service, strategic planning, profit analysis, technology resources, legal issues and succession planning, all tailored for rep firm owners. To be certified, participants must pass an exam and successfully complete a group project in which they create a strategic business plan.
Doug Brelsford, Steve Embree and Tom Terch, all Elkay regional sales managers, have completed the program. More than half of Elkay's reps have been certified and the remainder are expected to do so within the next two years.