Manufacturer/Representative Values and Expectations

• Reps provide instant access to a territory. A rep already has existing relationships with customers. They are rooted in their territory. The trick is to pick the rep with the most and deepest roots. He/she knows the territory.
• Reps are a fixed selling cost to their manufacturers - they are paid a commission on all that is sold in their territory.
• Reps cost less for the volume of sales produced and number of contacts made. The Manufacturer pays for sales only, no travel costs, salary, relocation expenses, Social Security, local taxes, insurance, vacation pay, expense accounts, travel, or office expenses.
• Low start-up costs and faster order production - some sales take a long time to consummate. Direct people have a longer lag time before orders start coming in.
• Reps have a much better knowledge of the market than direct salespeople do.
• Reps are self-motivated. If they don't sell, they don't eat.
  

What The Manufacturer Should Expect from the Representative.

• Quality sales effort
• Immediate exposure to major accounts
• Professional sales presentations
• Knowledge of product line
• Knowledge of competitive activity
• Help in account collections
• Support of promotions
• Distributor training on product line
• Timely follow-up on requests
• Trade show participation
• Well-scheduled field sales work
• Effective program for lead follow-up
• Non-competitive representation
• Ethical business conduct
• Reasonable feedback on leads
• Belief in products
• Updating distributor literature
• Conduct distributor sales meetings
• Input on sales projections
• Telephone calls promptly returned
• Knows position in the marketplace
  

What the Rep Should Expect from the Manufacturer.

• Thorough education on product line
• Fieldwork in territory
  
• Competitive pricing
• New products/Quality products
• Reasonably prompt shipments
• Professional Literature
• Adequate Samples
• Telephone availability of key personnel
• Telephone calls promptly returned
• Promotions for distributors
• Fair commission rate of compensation
• Accurate on time commission payments
• Accurate shipping information
• Awareness of account contact
• Sales summary reports
• Knowledge of company’s goals/plans
• Critique of performance
• Factory site education
• Quality control
• Regular and timely sales meetings
• Timely/accurate competitive info