The Three A’s of Successful Products

By Anna Lockhart.  

Learn about the three A’s that identify potential success in a brand or product and how to meet them!  

In a recent interview, Wayne Heironimus of Delta Rep Group met with Heidi J. Ellsworth to discuss his work with the company and how they determine which groups to work with and represent. Delta Rep Group is a Florida-based manufacturer representation firm with a focus on the building industries.  

Wayne mentioned that there are three A’s that he looks for in manufacturers and products that indicate their success potential. They must be acceptable, affordable and available.  

1 - Acceptable 

Manufacturers and products that are acceptable are defined as those that meet and comply with state or regional building codes. Wayne explained the necessity behind this criterion, stating, “We have some of the strictest building codes probably globally or at least in the country. And acceptability in Florida is defined by being building code compliant. Have your systems and your products carrying a Florida product approval code. And the Florida building code is the law. You must have that.” 

2 - Affordable 

Affordability is another important factor. The value of the product or service offered must exceed the cost of creation or operation. If a product is a little more expensive than others on the market, it is crucial that the manufacturer representatives effectively communicate to the market why the product is valuable and is worth the cost. 

3 - Available 

Availability centers around the assurance that the supply chain is effective and reliable. Manufacturers must be able to get their products to the customer in a timely and consistent manner. Customers want to purchase from reliable and trustworthy manufacturers. 

With his criteria of the three A’s as a guide, Wayne has been able to find manufacturers in the home improvement industries to represent, and one of those companies that Delta Rep Group works with is TUBOS.  

Based out of Largo, Florida, TUBOS manufactures vent pipe extensions used in roofing projects. Customers love the TUBOS products because they are available, affordable and acceptable.  

“They're user-friendly, they're quick, the quality is assured in each one that they're all the same,” said Wayne. “They ensure that you comply with local building codes, meet all the requirements and they're easy to install. They have design simplicity, and they are very economical. I think they can make something out of all that.”