LJ Nelson Joins Highlands as Business Development Manager

by admin | Sep 20, 2022 | News

Highlands is pleased to announce LJ Nelson has joined Highlands as a Business Development Manager.  In his role, LJ will work to drive sales for Highland’s clients using proactive engagement with significant end users in Michigan, Ohio and West Virginia territories....

Death of the Rep Group

by admin | Jan 23, 2020 | Views

Is the traditional Rep Group model dead?  I’ll be the first to admit that my Rep Group experience is narrow as the American Rep Group model doesn’t really exist in the UK and Europe. I’ve only worked for one (i.e. Highlands) and my knowledge of other Rep Groups is...

Nothing Sells Itself

by admin | Mar 28, 2017 | Views

Low-involvement categories are best defined as “needed purchases” that rarely evoke passion. Unlike iPhones, buyers are not waiting overnight to buy soap, salt, staples, or paper. These products only get purchased when existing supplies run out, and a trip to the...

Field Sales for the Future

by admin | Mar 10, 2017 | Views

25 years ago Reseller: “Hey Bob, what do you have for me today?” Manufacturer: “A fantastic new product. Check it out!” This process worked great when there were hundreds (if not thousands) of resellers, each possessing strong relationships with local office products...

OPI article – Outsourcing Sales Xtra: The whole package

by admin | Mar 6, 2017 | Views

Heike Dieckmann from OPI speaks to sales and marketing agency Highlands CEO Bob O’Gara and Gordon Christiansen, Partner of Highlands, about the challenges that exist and how the company is addressing them.  In line with the evolving nature of the business supplies...