NADCA

Webinar

Noon Central Time

August 7, 2014

NADCA’s

Ultimate Cheat Sheet

On Working With

Manufacturers’

Representativeswww.bit.ly/NADCA

Charles CohonCEO & President

Manufacturers’ Agents National Association

[email protected]

(877)626-2776

Webinar

Noon Central Time

August 7, 2014

• Matchmaking and Marriage

Counseling

• Manufacturer and Rep Education

• White papers

• Videos

• Seminars

What is MANA?

3

• Monthly

• 84 pages

all color

• The only

business

magazine

just for

reps and

principals4

5

1. Where are the great reps hiding?

2. How can I get the reps I want to

hire to return my calls?

3. Why won’t reps do what I tell

them to do ? Especially reports!

4. How can I get reps to produce

more sales for me?

Manufacturers Ask:

10% Income, 20% Time. Why?

Jack BermanBob Reiss

It’s Not Just Business.

It’s Personal.

2

35

1

4

It’s Not Just Business. It’s Personal.

19 Categories

• Respect my company

and accomplishments.

• Make me look good to

my customers.


Rep Company Pride

Appreciate the rep

rep friendly/part of the family

Respect my company and accomplishments


Appreciate the rep


Communicates quickly and accurately:

reports, quotes, samples,

answers, quality issues

Make me look good to my customers.


Appreciate the rep





Collaborative style



Appreciate the rep





Collaborative style

Pays on time



Appreciate the rep





Collaborative style

Pays on time

Profitable



Appreciate the rep





Collaborative style

Pays on time

ProfitableTrainingExclusive TerritoriesFun to work with

Great Products

Sales Tools

Synergy

Tech Support

Understands the rep model

Empowering

Golden Rule

Great Infrastructure

Great MarketingLong term approach

Skilled presenter

Some people try to find things in this game that don't exist; but football is only two things: blocking and tackling.

-Vince Lombardi


Emotional Favorite


The rep you want:

• Rep Company Pride


• Reinforce

• Contradict

…want LEIA, to be Loved,

Encouraged, Inspired and

Appreciated.


Reps and salespeople

want …to KNOW you

care and they want to

FEEL like they are your

PRIZED RACE HORSES!


The companies who … get an

Unfair Advantage…• Are fun to work with.

• APPRECIATE the work that we do

for them.

• Take care of issues (quality,

quotes, lead time, etc) quickly!

Did any ask for more money?


Request Free eBook by Email


Not Emotional Favorite


If I do too much

business, they might:


1. Replace me with

in-house personnel

2. Cut the commission

3. Shrink my territory.

better prices or terms

than I am empowered to

give.


They give my customers

They don’t listen to my

input, and afford me no

respect for my

experience.


Communication:

goals or have no

shared goals or

expectations.


They don’t set realistic

don’t understand the

rep business.


They hire regional

sales managers who

customer service

department.


They have a poor


1. Ship on time .

2. Pay commission on time.

3. Tell the truth.

4. Understand the rep

business.

Principals who don’t always:

Principals who:


1. Expect too much from the

rep in terms of collecting

bills.

2. Talk to my buyers without

keeping me in the loop.

1. Have too many “house

accounts” in my territory.

2. Have poor follow-through

and don’t pay attention to

detail.

3. Hide problems.


Principals who:

Why are certain lines

favored over others?


1. The principals treat us like

partners.

2. We know the products and are

therefore comfortable selling them.

3. Commissions are fair in rate,

amount, split, and are paid on

time.




1. The principal responds

promptly.

2. The products are of good

quality.

3. The factory is easy to work with.

4. Customer acceptance.




1. Principals meet delivery

commitments.

2. Personal relationships with

the principal.

3. Good catalogs and selling aids.




1. Fits synergistically with our

other lines.

2. Principal is customer-oriented.

3. Good income potential.

4. Reasonable paperwork

requested.




What should a mfr.

do to get maximum

attention from reps?


1. From the top down, I would

instill and monitor an

attitude that we are a team

and that the rep is our

partner.


What should a mfr. do to get

maximum attention from reps?




1. Monitor customer service

people to respond promptly

2. Maintain good product

training on a regular basis.

3. Mail commissions on time -

same day each month

1. Publish a newsletter reporting

rep successes.

2. Minimize reports and

paperwork.

3. Set mutual goals with reps.




1. Pay maximum possible commissions

and be fair on split commissions.

2. Provide best sales tools possible.

3. Establish and listen to Rep Councils.




Inspect!


Don’t just expect.

Conclusion

• The #1 driver of manufacturers’ rep

performance is the manufacturer’s attention

to “blocking and tackling.”

• Low-cost and no-cost activities can get you

more of a rep’s attention than an expensive

incentive program.

• The key to success? Put yourself in the rep’s

shoes and treat the rep as you would choose

to be treated.

Thank [email protected]

www.bit.ly/NADCA

NADCA

Business

Transcript of NADCA