This is Part 1 of a four-part series on this topic about how manufacturers can create a win-win situation between themselves and their reps by providing them with helpful tools. We would love to hear your thoughts, feedback or stories in the comments below.
Small- and medium-sized manufacturers in the outdoor and snow industries are challenged when it comes to providing their reps effective tools. Additionally the sales force probably has limited yearly touches with retailers and clinics aren’t likely conducted with floor staff for smaller brands.
More than just having workbooks and catalogs to leave behind on retailer visits, reps should be able to speak about the brand’s story knowledgeably and (hopefully) passionately to get retailers on-board and excited to stock the products.
HELPFUL ITEM 1: Brand Story Training
Smaller manufacturers are working on limited resources to get the job done. Without annual live sales meetings, brands can turn to alternatives like sharing short videos showing the manufacturing process, home office culture, trade show shenanigans…anything that supports your brand story. You can pull them all together into one video to share during your presentation. Or keep them short, embed them on your site or send Vimeo or YouTube links out at regular intervals so that reps can learn in short bursts.
A picture is worth 1,000 words.
If reps don’t know what makes you YOU, they won’t be able to convince retailers to support you.
The bottom line? Make it easy on your reps. No one ever complained about having too many tools that make their job easier!