This is Part 4 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.
So far in this series about creating tools for your sales reps, we’ve covered brand story training, merchandise guidelines and sales presentations. This last installment of Help Reps Help You brings us to the ever-important issue of keeping your brand top-of-mind with your retailers.
Think about the gap that exists for retailers between ordering your product and receiving it… There’s a whole lotta missed opportunity for your brand to stay on their radar.
HELPFUL ITEM 4: The “Radar” Piece
These pieces are especially helpful for small- and medium-sized brands because they not only build anticipation for your shipment, but they let the customer know you’re alive, excited to serve them and available for questions and/or support.
Radar pieces are simple communications that can take the form of branded email or snail mail (think: postcard), and are an inexpensive way to stay in touch.
Content and visuals should always follow your seasonal or yearly marketing campaign so that messaging is consistent.
Create these items in advance of your selling season and provide the materials to your reps so they have them at the ready. Remember, the goal is to make it easier for your sales team to do their job. With prepared communications in the hopper, they’ll be able to make regular contact with customers by hitting send or stopping at the mailbox.
The bottom line? Closing the sale-to-shipment gap with simple, branded communications is an easy way to remain on retailers’ radar throughout the year.