There are a variety of benefits to working with a manufacturers’ representative agency to sell your company’s products — especially if you’re on a tight budget.
After all, an in-house sales team requires you to be responsible for a number of fixed costs, including salary, health insurance, retirement benefits and travel expenses. That’s not to mention the headache that comes with managing an in-house sales team, requiring extensive training, lead generation, human resource functions and more.
This is where a manufacturers’ representative agency can help, providing you with sales representatives who are experts on your products and market and that ultimately, can help boost sales and fuel your company’s growth in the long-term.
But what should you look for in a manufacturers’ representative agency?
To find the best sales representatives, working with a reputable and knowledgeable rep agency is key. The following are the top four qualities you should look for in a manufacturers’ representative agency.
1. PRODUCT KNOWLEDGE
In order for a sales representative to be effective, they must have a deep knowledge of your company’s products and the industry at large, including the appropriate jargon (industry lingo). Therefore, it’s important to find a manufacturers’ representative agency that specializes in your company’s specific niche.
After all, an important element in increasing sales revenue is the ability to build close relationships between the industrial manufacturers and the end users. An extensive understanding of the products represented leads to the ability to capitalize on product synergies to maximize opportunities.
This also allows your reps to take a solution-based, consultative approach in the sales process, further increasing their and the rep agency’s value.
2. ONGOING TRAINING
Industries and markets evolves, and as a result, so should your sales reps’ knowledge. Therefore, it’s important to find a manufacturers’ representative agency that provides regular and ongoing training to their sales reps on product lines and trends, to ensure knowledgeable representation.
3. SOLID RELATIONSHIPS
In addition to extensive knowledge of the products represented, another benefit to working with manufacturers’ representatives is that they often come with existing long-term relationships with your end-buyer.
As a result, it’s important to find a manufacturers’ representative agency that understands the value of these relationships. With this in mind, look for an agency that attends all of your industry’s large trade shows and open houses to meet with customers, network, strengthen relationships and stay on top of industry changes.
4. CUSTOMER SERVICE
Finally, when outsourcing your sales force through a manufacturers’ representative agency, it’s vital to work with a group that values customer service and communication. Working with an agency that boasts open, two-way communication is the only way to achieve sales goals and ultimately, lead to a satisfying partnership.
At Hexis, we pride ourselves on boasting these top four qualities for our clients.
We have developed a highly technical and knowledgeable team of representatives that can capitalize on product synergies to maximize your opportunities, market your products through newly identified sales channels, provide technical training for on-site and off-site situations, and participate in collaborative sales calls to share knowledge and further build successful relationships with your end customers.
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