Looking for a Sales Rep? Being told “NO” is no fun!

“Why is it so frustrating, and hard to find a rep?”

Manufacturers have asked me this question when they want me to look over their product lines. No such a good way to start a positive relationship, sharing that other reps do not want to work with you!

Reps who have been in business for many years, and in most cases carry well over 45 lines, have shared with me that they now most likely not take smaller brands that are unproven and unknown. They do not want the product to get lost among the “Well Branded,” “Better Known” lines in their showrooms.

For some, it is very challenging to get a rep. Or to get the “right” rep for a particular product. It is not easy to be told “no.” Plus, you may start to wonder if something is wrong with your product. Make every rep inquiry a positive experience for you by asking reps if they have any suggestions for you, recommendations to improve your collections, or suggestions for other reps in their territory. Most are willing to offer some guidance, if you just ask them.

Want a Rep? Be a Brand. Promote and Support!

These days for a Rep to take a line under their wings, the line has to be unique. Retailers are very cautious about bringing “new” product lines into their stores right now. They don’t want to take chances on products they aren’t sure will sell. Reps don’t want manufactures asking, “Why is my line not being written?” Everyone in the cycle is very cautious.

I have found that many smaller brands don’t want to spend money on advertising and marketing to help expose their products to retailers. I have asked many manufactures what they are doing to brand themselves. Most have no serious marketing campaign. How can manufacturers expect to build a name for themselves in this market place, and compete with the “Well Branded”, “Well Known” lines currently in showrooms, if they aren’t willing to invest in some form of advertising and marketing? I have also been asked by manufacturers, “If I pay my monthly showroom fee, can you guarantee you will write at least that amount in sales orders?” My answer is “No. There are no guarantees.” If a sales rep does say they can guarantee sales, run. Run fast!

Guaranteed Sales?

Think about this . . . if you invest in a trade show, you are there to exhibit for maybe 3 or 4 days. Depending upon the event, the cost is normally at least a few thousand dollars for the booth, plus fixtures, show booklets, flights, hotels, GES fees, meals etc. After the show is over, if you haven’t written many orders do show managers say, “OK, here’s your investment back”? Heck no! They say, “What a great show we just had, our next show is blah, blah, blah! Plus, there is a percent increase… can we reserve your space now?” The same point can be applied to advertising. It is a good investment , but it does not come with a sales guarantee. Sales reps, PR firms, advertising media, and trade events are important ways to help build your business. Sales are not guaranteed. But, I can guarantee that if you do not advertise, market your product and provide support for a sales rep, you will not sell MORE! If brands are not well known, with no previous sales success, and not willing to pay with showroom participation fees, good Reps will turn them away. Being told “NO,” time after time, is no fun! So get prepared. Start marketing and thinking like a BRAND, rather than just a product in a category. You’ll get a Rep! Guaranteed!

Elisa
The Treehouse Showroom
California Market Center, Suite A640
(951) 538-3930
www.thetreehouseshowroom.com