Thursday, October 21, 2004

Re: Digest Number 324

Re: [spiers] Digest Number 324


In a message dated 10/21/04 10:34:02 AM, ben4sin@yahoo.com writes:

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?

***Very good... as the kids say, my bad. To be more precise, at the time you
would ask for reorders, or the rep presented you with reorders, then contact
the customers directly, and ask about peers in other territories... in fact
you might make it in the form of a feedback form to your customer, asking for
specific info as to their customers reactions to your product, with a question
about peers... in fact that is something I purposely left out of the text...
with a view to fine tuning it through use in the onloine class (save it for a
work book was my idea...) Anyway, right now I am swamped... if I dont have that
feedback form available in a week to y'all can someone bug me about it?

And yes, once you have reps, all order, no matter how they come to you, i
that reps territory, are commissionable to the rep.

John


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


Wednesday, October 20, 2004

Re: Digest Number 324

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


choosing the sales reps

Re: [spiers] choosing the sales reps


In a message dated 10/20/04 9:05:54 PM, choigrogan@msn.com writes:

<this time I will use your suggestions.>>

Yes, always work your present customers for suggestions as to customers in
other territories... when you contact those customers in the new territory, they
are the people to ask for the best reps in that new territory... you say
"Your friends in my territory recommended you to me, but it would be better if a
rep introduced us...might you name your favorite reps?..." Something along
those lines...

John


choosing the sales reps

Re: [spiers] choosing the sales reps

John:

Thanks for the advice. I do plan to expand to the south west region and this
time I will use your suggestions.

Regards,
Shirley
----- Original Message -----
From: wileyccc@aol.com
To: spiers@yahoogroups.com
Sent: Tuesday, October 19, 2004 2:49 PM
Subject: Re: [spiers] choosing the sales reps




In a message dated 10/17/04 4:29:23 PM,
choigrogan@msn.com writes:

I provided samples and had a meeting with the first sales rep company.
Then they became very quiet and did not return my follow-up calls. I started
to
think they did not intend to represent my gift bags, and have started talking
to the second rep. Then all of a sudden, the first company called me back and
explained that they have been on the road and have started selling our gift
bags. They said they have received a few orders, but I have not gotten them
yet.

I was surprised since they have not given me any confirmation nor any
contract to sign for this partnership. During the meantime, I feel that I
need to
slow down going into the partnership with the second sales rep so I can better
weigh my options. The first rep is asking for 15% commission while the second
rep is asking for 18%. The first rep is not very reponsive so far, but the
second rep seems to be better in this area. On the other hand, I know the
second rep knows that I am green to this industry and is trying to push her
limit
on me. Who should I consider as the sales rep? How could I make the first
rep
more responsive? What do I have to be careful about here?....

Of course, I like to start with my ideal retailers and work back to the best
rep, if no other reason than to avoid the situation you find yourself now.

I am not surprised the reps went ahead without a contract, they like orders,
not contracts. Since they are working on it at 15%, then I'd continue with
them until you get a better idea. The fact that they are quiet is not
surprisiing, you are probably their least important line, and they only
contact you if
necessary. Think of it this way, they are not wasting your time with
chitchat.

I'd get what orders they have, fill them, and then ask your custoeomrs for
reorders as soon as possible, and pick another territory into which to sell.
Then ask your old customers for names of their peers in the new territory
(other
retailers) and call those retailers with the news you are selling your
products to the retailers peers in the old territory. Ask the retilers in teh
new
territory for the name of the very best rep in the new territory, and call
that
rep so you can exapand sales....

I hope that makes sense...

John


choosing the sales reps

Re: [spiers] choosing the sales reps


In a message dated 10/20/04 5:31:11 PM, paulcifka@yahoo.com writes:

I noticed you mention ask your customers for re-orders right away.

***well, asap after say 30 days has past so they have time to experience
reaction to the items...***

Are you doing this through your sales reps or directly? Any tips for quickly
closing bigger reorders?


***In this instance weren't we asking customers for names of peer stores, and
then with those names seeking reps in other territories? And as for bigger
orders, lave that to the reps... they are keen to get teh right sized orders..

John


Tuesday, October 19, 2004

choosing the sales reps

Re: [spiers] choosing the sales reps


In a message dated 10/17/04 4:29:23 PM, choigrogan@msn.com writes:

I provided samples and had a meeting with the first sales rep company.
Then they became very quiet and did not return my follow-up calls. I started to
think they did not intend to represent my gift bags, and have started talking
to the second rep. Then all of a sudden, the first company called me back and
explained that they have been on the road and have started selling our gift
bags. They said they have received a few orders, but I have not gotten them
yet.

I was surprised since they have not given me any confirmation nor any
contract to sign for this partnership. During the meantime, I feel that I need
to
slow down going into the partnership with the second sales rep so I can better
weigh my options. The first rep is asking for 15% commission while the second
rep is asking for 18%. The first rep is not very reponsive so far, but the
second rep seems to be better in this area. On the other hand, I know the
second rep knows that I am green to this industry and is trying to push her
limit
on me. Who should I consider as the sales rep? How could I make the first rep
more responsive? What do I have to be careful about here?....

Of course, I like to start with my ideal retailers and work back to the best
rep, if no other reason than to avoid the situation you find yourself now.

I am not surprised the reps went ahead without a contract, they like orders,
not contracts. Since they are working on it at 15%, then I'd continue with
them until you get a better idea. The fact that they are quiet is not
surprisiing, you are probably their least important line, and they only contact
you if
necessary. Think of it this way, they are not wasting your time with chitchat.

I'd get what orders they have, fill them, and then ask your custoeomrs for
reorders as soon as possible, and pick another territory into which to sell.
Then ask your old customers for names of their peers in the new territory (other
retailers) and call those retailers with the news you are selling your
products to the retailers peers in the old territory. Ask the retilers in teh
new
territory for the name of the very best rep in the new territory, and call that
rep so you can exapand sales....

I hope that makes sense...

John