Expanding the variety of products and manufacturers you represent will lead to increased sales and higher gross profit margins.
More times than not, when I do a consulting job with a plumbing wholesaler I find nicely done showrooms with hard-working, professional salespeople - but the products being shown and sold in the showroom are from traditional wholesale manufacturers: Kohler, American Standard, Eljer, Elkay, Delta, Moen, Price Pfister and the like. These are well-known, well-accepted and proven products, but everyone has them. Unfortunately, because of this proliferation and a history of "prostituted" pricing, it's very difficult for anyone to make very good margins with these products.