Comments on: Need a Salesperson? Consider a Manufacturers’ Rep http://www.networksolutions.com/smallbusiness/2012/02/need-a-salesperson-consider-a-manufacturers-rep/ Fri, 05 Apr 2013 12:16:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Tbilgo http://www.networksolutions.com/smallbusiness/2012/02/need-a-salesperson-consider-a-manufacturers-rep/#comment-38993 Tbilgo Wed, 29 Feb 2012 19:34:00 +0000 http://www.networksolutions.com/smallbusiness/?p=11750#comment-38993 Excellent advice. This model, with a slight variance(include a small retainer) is an integral part of the strategy which my group brings to many of our client firms. Data says that less than 1 of 4 direct hires will be considered successful sales performers, so the idea of hiring a large amount of fixed costs(direct hire salaries) is risky at best. Why the small retainer, it does provide some level of control and loyalty over the traditional "rep model."  BTW-we have found this model to be equally effective in $900(+)M clients and $5M clients Excellent advice. This model, with a slight variance(include a small retainer) is an integral part of the strategy which my group brings to many of our client firms. Data says that less than 1 of 4 direct hires will be considered successful sales performers, so the idea of hiring a large amount of fixed costs(direct hire salaries) is risky at best. Why the small retainer, it does provide some level of control and loyalty over the traditional “rep model.”  BTW-we have found this model to be equally effective in $900(+)M clients and $5M clients

]]> By: MLCastellanos http://www.networksolutions.com/smallbusiness/2012/02/need-a-salesperson-consider-a-manufacturers-rep/#comment-38853 MLCastellanos Fri, 24 Feb 2012 18:03:00 +0000 http://www.networksolutions.com/smallbusiness/?p=11750#comment-38853 Great idea and I agree!  In fact, I typically recommend this route to my clients.  Not only is it less costly, more efficient and an excellent method to generate almost instant market presence, it allows the company to indirectly develop a fairly reliable market analysis from inception.  However, prior to selecting a Rep, the company would be wise to hire (contract) a new business development and sales specialist who does this for a living.  Not only can this person provide the company invaluable advice, but will actually save the company from what could ultimately become a very costly (as in close before you open) mistake.  As someone who has provided this service within technology sectors for nine years, I know of what I speak and cannot recommend it enough. Mario L Castellanos New Ventures Technologies Great idea and I agree!  In fact, I typically recommend this route to my clients.  Not only is it less costly, more efficient and an excellent method to generate almost instant market presence, it allows the company to indirectly develop a fairly reliable market analysis from inception. 

However, prior to selecting a Rep, the company would be wise to hire (contract) a new business development and sales specialist who does this for a living.  Not only can this person provide the company invaluable advice, but will actually save the company from what could ultimately become a very costly (as in close before you open) mistake.  As someone who has provided this service within technology sectors for nine years, I know of what I speak and cannot recommend it enough.

Mario L Castellanos
New Ventures Technologies

]]> By: Ronnie Perchik http://www.networksolutions.com/smallbusiness/2012/02/need-a-salesperson-consider-a-manufacturers-rep/#comment-38854 Ronnie Perchik Fri, 24 Feb 2012 18:03:00 +0000 http://www.networksolutions.com/smallbusiness/?p=11750#comment-38854 Another option is to create your own rep network.  We approach industry contacts that are either reps or people in between jobs.  Everyone has a Rolodex and  we offer a contingency relationship where the rep sets up the first meeting for us and we take it from there.  If we close the business, the rep gets a commission as a percent of the initial contract.  There is a very low time commitment by the rep as we provide them all the information to share with their best industry contacts (we keep each reps list very short).  Most people are glad to do it as it provides potential income, helps them reconnect with contacts (job searchers especially like this), adds to their resume and doesn't take much time. Another option is to create your own rep network.  We approach industry contacts that are either reps or people in between jobs.  Everyone has a Rolodex and  we offer a contingency relationship where the rep sets up the first meeting for us and we take it from there.  If we close the business, the rep gets a commission as a percent of the initial contract.  There is a very low time commitment by the rep as we provide them all the information to share with their best industry contacts (we keep each reps list very short).  Most people are glad to do it as it provides potential income, helps them reconnect with contacts (job searchers especially like this), adds to their resume and doesn’t take much time.

]]>