Items tagged “Mail-order Catalogs”

You’ve decided you want a sales rep and you’ve decided you’re ready for one too. The next step is defining what sort of sales rep you should hire. I’m using the word “hire” pretty loosely here… If you want to work with an independent sales rep, both of you create a contractual relationship rather than an employer/employee relationship. You don’t typically pay an independent sales rep benefits or withhold taxes from her commission check. If the relationship ends, the sales rep won’t receive unemployment benefits. These are some of the legal reasons why sales reps are independent.

Several years ago, I attended a retail association’s meeting prior to the start of a national trade show. The leaders had gotten the names of every first-time exhibitor at the event. Each buyer picked one name out of a hat. They were asked to go to that exhibitor first thing and thank them for attending the show. The idea that retailers thanked a manufacturer for supporting a trade show struck me as a practice that truly recognizes the time, money and effort that manufacturers expend when they participate in a trade show.

At a trade show for Spring 2009 collecttions several months ago, I overheard two buyers complain, “I did not buy enough in March ‘08 and I could have sold more this Fall!” Last year, these retailers were among the many that were worried about the economy, mainly as it related to fuel prices. Things seemed uncertain and buyers started to become more cautious. A few months later, we had more than ever to worry about! Some retailers ended up not having enough product on their shelves so they actually lost business. We are in the peak of buying season for Fall 2009 product.