Issue link: https://www.e-digitaleditions.com/i/177159
Industry Insights You and the Rep are Partners 4 ways to make the partnership pay s a rep working with many deal- from the manufacturers they represent. ers,I've seen firsthand the benefits Not taking advantage of this asset is a of creating a dynamic, aggressive mistake. Pushing key reps to help your working relationship. A few of the most team excel is good business. important advantages tied to working with your rep in this fashion are as fol- Making Sure that Manufacturers lows: it creates opportunities with key Provide Outstanding Service to manufacturers; it secures a seat at the Your Company This is the most basic rep service— planning table; enables you to support your team with solid training and but it is up to you to maximize the level ensures that manufacturers provide out- of service you receive at all times. Getting your key reps to standing service to your truly advocate for your company and are acting as Taking time to company can make a your advocate with their cultivate major difference in your principals. the best reps who business growth and profcall on you pays itability. Creating Opportunities with off in a big way. It's Lonely at the Top Key Manufacturers Dealers often feel that they are on The companies a rep represents can be a big part of your volume and profit. their own. Nothing could be further The rep working with you can add cre- from the truth when you're dealing with ative ideas and energy. He/she can pull top-level, professional manufacturer's information, support and even money reps who represent the important prodout of manufacturers in support of your uct lines for your business. The rep is an independent busimarketing and promotional programs. Your job is to build the trust that is nec- nessperson. He or she is running a busiessary to have the rep go out of the way ness just like you.This gives you a common bond that is the basis for advanfor your company. tages for you and your company. You partner at a very basic level. A Seat at the Planning Table Getting the rep involved in your company's planning can pay huge dividends. TRUST Me on This! You and the rep must develop a mutuYou know you can trust a key rep to keep your business to him/herself. al relationship built on TRUST. Trust is Don't worry about the fact that he/she established by experience and the estabcalls on your competition.The intel you lishment of a personal relationship with receive from the rep's experience with you and your team.Taking time to cultitheir manufacturers should not be vate the best reps who call on you pays underestimated. Letting the rep in is in off in a big way. everyone's self-interest. In the Other Guy's Shoes It's important for you to understand Supporting Your Team with Solid how the rep makes money. It seems Training Reps have the advantage of being able obvious, but taking a minute to apprecito draw on knowledge and resources continued on page 40 A Mike McGuire, MAFSI President mikem@zinkfsg.com 6 FEDA News & Views