Rep-Friendly Policies

Policies to include in e-mails to prospective manufacturers’ representatives

Professional manufacturers’ representatives look for two major characteristics when they consider an offer to represent a principal.

The first deals with the products or services the principal provides. The customers the manufacturers’ representative sells to must also need those products or services.

Secondly, and just as important, they only want to represent principals who know how to effectively partner with them. They prefer those with a proven and successful track record. They will consider those new to working with them, if they come across as willing to learn and implement the right way. They hang up on those who come across as insisting on doing it “Their Way or the Highway.”

To get the second part of your message across, consider including a list of rep-friendly policies your company subscribes to in emails you send prospects. Here’s a list you can choose from to add to your message. Select all that apply.

• When we hire a new rep, existing business in the territory is turned over to the successful candidate.
• We have extensive experience working successfully with manufacturers’ representatives.
• We do not have house accounts in rep territories.
• We will consider shared market development fees in territories with no existing business for the right rep.
• We will consider extended post termination commission terms or Life of Part / Life of Product for the right rep.
• We will allow prospective new reps to contact our other reps to learn more about us.
• We provide qualified sales leads.