Rebate Check From Distributor Floors Rep

It wasn’t the amount of the check that got the attention of Kevin Weber, Electrical Materials Inc. (EMI), a rep based in Sterling Heights, Mich., but the thought behind the gesture.

The unexpected check, less than $100, was accompanied by a note explaining that the distributor had achieved — with the assistance of EMI — sales goals set by the distributor’s marketing group.

“The note explained that the distributor knew the buying group ‘nets down’ the invoice based upon their b

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