National Manufacturers Representative Development Programs

What model best suits your company growth and at what growth rate. Is there an analysis of internal vs external sales investment. Exclusive or non exclusive representation, distributors, territories who is going to handle the volume and how will they be paid. 

Determine what a rep should have as experience, what markets they are in, what is their sweet spot for coverage. Technology and connection skills. Is there synergy with their current lines. Do the other lines that they represent market their products and to what level. 

It is import for a principal to remember that reps do not work for you. The reps that are very successful need to understand you know the relationship and how to work together. They need you to have the process all figured out on how to connect on short notice with an internal person to answer question, forms for requesting a quote, and rep agreement that identifies the working relationship of both companies including commissions and payment and the sales tools you supply.

Excel recommends a search that includes your current customers and their recommendations in the area. We do the legwork to find successful rep companies, they are the ones generally not looking for another line because they are two busy to take on a new one.  We will tell you more about our secret to getting the elite ones to sign up.

Can training be done remotely or will they need to travel. Who will they be working with and how will they be supporting them. Will they be providing leads and will they brainstorm with them for applications.

It is important that the relationship be fostered and embraced. Brainstorming on what possible opportunities to are available in their territory is generally well received. Also sharing successes in other territories and applications can stimulate new possibilities.