Finding a Rep

The best method is by word of mouth. Ask retailers for recommendations, talk to Reps you already know or work with. A retailer recommendation can mean that the Representative is liked, trusted and carries a range of sought after merchandise.

Alternatively, you could take advertising space in a trade magazines.

Another route is to use an agents register which will sell you a short list of sales reps in the areas you require. However, none of these agents is screened before being placed on the database, so it is up to you to sort the good ones from the bad.

What should you look for in a Rep

• Good personality and appearance are very important.
• An established territory with a strong customer base.
• Compatible agencies i.e. make sure the lines already carried fit in with yours.
• Check the agent does not carry too many agencies. Five is about enough.
• Check the agent lives in the territory covered.
• Check how often the agent calls on customers - it should be at least four times per year.
• Check how long the agent has represented his/her other principals.
• Does the agent seem motivated enough?
• Check the agent has permanent use of a car, a fax and a mobile phone.

What to avoid in a Rep

• One who collects agencies like postage stamps.
• One who carries incompatible or directly competing products.
• One who is semi-retired.
• One who lives far form his territory.
• One who depends on the phone and rarely calls on customers.
• One who is too old or too young.

What is the best way to assess the rep's potential?
A structured interview is paramount. An informal chat at a trade show is neither professional nor desirable. An rep keen to represent your company will be happy to attend an interview and assess the new principal's potential on their home ground.
Prepare an interview form on which you can enter the agent's details. This will be invaluable for remembering which rep said what!

The form should include the following:
Date, name, address, telephone, fax, mobile phone details. Date of birth. Counties covered, current principals, types and number of outlets called on, trade shows attended, previous employment history. 

Most small and medium sized publishers rely on sales agents for their sales to the independent retail trade. Agents are independent, self-employed individuals who represent a number of different card or giftware companies. 

Advantages

• The Rep works on a commission basis - therefore no order no overhead
• The principal has no responsibility for the rep's expenses eg. Telephone or travel
• It is the only way to distribute your products across the country without employing a sales representative (and all the overheads that entails), a distribution company or doing the footwork yourself.

Disadvantages

• The Rep is self employed and therefore difficult to control, discipline or motivate
• The Rep works his/her own area which might not fit with your requirements
• Your products have little control over the agents sales presentation
• The Rep will have other lines that they wish to sell, there is no guarentee that yours will be given priority

What you should be able to expect from a rep

• That your product range will be presented with enthusiasm by a professional sales person in all those retail outlets in the designated area where your products should be sold and distributed.
• That you be kept advised of any suggested improvements in your product or service.
• That you be kept advised of your competitors activities.
• That you receive any orders taken on your behalf on an immediate basis and in a legible form to ensure rapid turn around and speedy delivery.
• That you receive a short monthly report. The best way to ensure this is that you prepare a one page form and make it a condition of employment at the outset.
  
  The report should contain the following points:
  Name, month and date
  The Range: Strong selling points, suggested improvements criticisms
  New Lines: Customers' reactions, suggested improvements
  Merchandising/Sales Aids: Suggestions, reactions, further improvements
  Number of calls made in the month: Personal calls, telephone calls
  New Accounts: Number of new accounts, value of new account business.
  Any other observations

What support should a rep expect?

• To be given detailed product training, background knowledge of the company and the personnel within it.
• To know who to report to. They must be kept in touch with on a regular basis, preferably by phone. It pays dividends to develop a good relationship with your agent.
• To be kept informed of new product introductions, price changes, customers who do not pay and any changes within the company.
  There is no point keeping an rep in the dark!

The rep must be supplied with:

• A comprehensive range of samples.
• Up to date price lists.
• Catalogues.
• A professional sales presenter.

The best results can be obtained by keeping in touch with your reps and always remembering to pay the commission in full and on time (Usually this will be on the last day of the month following date of invoice).
Failure to do this will prove to be a great demotivator and will do nothing for you your company or your sales.

?????? ??????????????????????????????????????????????????????????????????????????????? ????????????????? ?????????????????????????????????????????????????????????????????????????????? ?????????????? • ???? ????????? • ?????????????? • ???????????????????? • ?????????????????5? • ????????????? • ????????????????????4? • ?????????????????? • ???????? • ??????????????? ?????????? • ???????????????? • ????????????? • ?????????? • ???????????????? • ?????????????????? • ?????????? ??????????????? ?????????????????????????????????????????????????????????????????????????????????????? ?????????????????????????????????????????????? ???????? ??????????????????????????????????????????????????????????????????? ????????????????????????????????????????????????????????????????? ?? ????????? ???????????? ??????????????????????????? ???????????????????????????????????????????????????????????????? ?? ?????????????????????? ???????????????????? ?????????????????? ???????????????????????????????? ?????????????: ????????????????????????????????????? ?????????????????????? ??????????????? ????????????????????????????????????????? ????????????????????????????????????????????????????? ??????????? ???????? ????????????????? ???????????? ????????????????? ??????????????????? ????????????????? ???? ???????????????? ???????????????????????????? ????????????????????????????????????????????????? ???????????????????????????? ??????????????? ????? ??????????? ????? ?????? ???? ??? ?????????????????????????????????? ?????????????????? ???????????????????????????