MANA CEO Charles Cohon will present “Outsourcing Selling” at the National Industrial Fastener and Mill Supply Expo on Wednesday October 26, 2016 at the Sands Expo & Convention Center, 201 Sands Avenue, Las Vegas.
MANA members are welcome to attend without charge regardless of whether or not they are attending the Fastener Expo. You need only email Susan Strouse at sstrouse@manaonline.org to let her know you are coming so that we can contact you in the event of a scheduling change.
The current schedule is for Cohon to speak from 1 PM to 2 PM on October 26, 2016 in room 403.
Cohon’s presentation will introduce manufacturers to the concept of sales force outsourcing and discuss how outsourced sales forces give manufacturers the sales expertise and connections they need on an outsourced, largely pay-for-success basis.
Topics to be discussed include:
- What do reps bring to the table?
- With whom will I be sharing my reps?
- Why do reps often earn more trust from customers than a direct factory salesperson?
- How do I find reps who:
- Have already earned the trust of my target customers?
- Can get me access to customers who would otherwise be very hard to reach?
- Have relationships I can leverage?
- Have expertise in my market segment and know the local customer practices in their territory?
- Would be a good fit for the needs of my Fortune 500 company? For my mid-sized company? For my startup?
- How do I recruit them?
- How do I contract with them?
- How do I manage our relationship for maximum productivity?
“These concepts,” says Cohon, “will let manufacturers build a lasting relationship with a manufacturers’ representative who may be on their side for years or decades, but will never be on their payroll.”