Dexter-Russell 41
Hardy also saw room for improvement in Russell-Harrington's sales department.
Unlike Hyde, whose sales representatives had specific territories and received a
commission on products sold, Russell-Harrington hired ten salesmen and put them
on salary. Responsible for covering the entire country, this small sales force had
difficulty keeping in touch with customers. While Hyde salesmen made face-to-face
visits to customers on a monthly basis, Russell-Harrington counterparts sometimes
saw a customer only once a year. Hardy immediately hired more salesmen and
continued to add to the sales force through the next few years.
A well stocked warehouse means
quick delivery to customers.
Russell-Harrington displays
its wares at various trade
shows.
