Rep Commissions Re: [spiers] Digest Number 324

Yes, Ben. You support your reps and they will give you the best service.
Let's say a rep for your company has obtained or handled 20 accounts in Austin,
Texas. You do a promotion and make flyers that encourages 10 or more of these
accounts to order more, with or without the initial sales' reps help.

Prior to the orders coming in, you can call your rep and ask him to encourage
purchases, based on your special offer. You can ask your rep to be there and
help merchandise the items in the stores once they are ordered, to establish
a relationship with the store managers (and encourage future orders.) But, no
matter what, give the rep his commission for the stores he secured for you.
In the long run, you are building good will and loyalty with this rep.

If for some reason the rep has done nothing for you in say 60-90 days and you
have a contract that requires 30 day follow-ups with all of his accounts, or
something like that, you may want to reevaluate if the rep deserves the
commissions on accounts that are being basically ignored and abandoned, that you
had
to do all the work on either to save them or resurrect them. You need to
have that spelled out in your agreement in advance.

You can encourage sales, but simultaneously give the reps their commis,
because you need them for coverage year 'round. Also, if they are not on any
hourly wage, this may be all they are earning and it often isn't much on little
reorders, (they make it up on volume.)

Let me know what you work out.

Hope this helps.


> Subj:Re: [spiers] Digest Number 324
> Date:10/21/2004 10:34:25 AM Pacific Daylight Time
> From:ben4sin@yahoo.com
> Reply-to:spiers@yahoogroups.com
> To:spiers@yahoogroups.com
> Sent from the Internet
>
>
> Hi John,
> I understand that you can have more than one rep if
> they are in different territories. However, when you
> suggest going to customers to ask for re-orders, are
> you referring to the customers the reps just got you?
> I was under the impression that you could not do that.
> I know that that is okay in show business (networking
> with Directors and such), but can you do that in this
> case? If so, do you still give the commission to the
> rep even on orders you get yourself?
> Thanks,
> Ben

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