Understanding The FM "Monster"

LeClercq: That's probably because they have two separate divisions; one is outsourcing, one is the hardware end, and they do not talk to each other.

IPG: Isn't that the case at Lanier, too? Lanier Professional is separate from the equipment sales division.

LeClercq: Well, we are different, but we work hand-in-hand with what I call our core business: the hardware sales people. So they make joint sales calls. We don't have two or three different reps calling on the same customer.