This is Part 3 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.
By this third post of four on How To Help Reps Help You, I think we’ve all agreed that small- and medium-sized manufacturers can be challenged in the sales tools area. (If you’re not on board, read Part 1 about Brand Story Training and Part 2 covering Merchandise Presentation Guidelines.)
The overarching idea to ensure successful relationships with your reps and retailers alike, is to make it easy for them to sell your products.
HELPFUL ITEM 3: Electronic Sales Presentations
Rather than throwing a stack of catalogs and brochures at your reps and sending them on their way, provide them with an electronic presentation. If you want to be sure your brand message is clear to your retail partners, this is the way to go. This is especially important when your reps have limited touches with retailers throughout the year – you have to make an impact while you have retailers’ ears and eyes.
The presentation can take on a few forms, depending on your reps’ capabilities:
- Mobile (optimized for iPads/tablets) – Tablets, particularly the iPad, are hugely popular with reps. Optimize your presentation to be accessible on these devices, and reps will always be prepared.
- Web-based – Accessible anywhere there’s an internet connection, this format also allows for embedded video and interactivity.
- PDF – These files can be shared via email and are also easily updated at home base.
Each of these options are totally portable and very manageable (no stacks of printed material sliding around in trunks!). An added bonus is that they can be shared across the web after a sales call as a great follow-up tool.
The bottom line? When reps have an arsenal of tools available to sell your stuff, they can’t help but be successful!