Articles

In-depth guides and practical articles on designer wallcoverings.

• What a Hospitality Wallcovering Rep Actually Does Between the Mill and the Design Firm An independent rep is not a salesperson who cold-calls hotels. The job is to get a line specified inside a design firm months before anyone writes a purchase order.
• How a Multi-Line Rep Agency Is Built: Territories, Lines, and Conflict A rep agency lives or dies on its line card. The art is assembling brands that complement rather than compete, inside a territory the manufacturer will protect.
• Getting Specified and Getting Purchased Are Two Different Sales On a hotel project the design firm writes the spec and a purchasing agent buys the goods. A rep has to win both, because the second can quietly undo the first.
• Reading a Hospitality Bid: Allowances, Substitutions, and the 'Or Equal' Clause The language in a bid package decides whether a specified wallcovering survives value engineering. A rep who can read that language can defend a line.