The three partners of the Garham Group have been able to achieve their goal of successfully creating and growing a business all of their own while, “Bringing Products to Life.” As stated on the agency’s website (www.garhamgroup.com), the products that they “bring to life” reside primarily in their customers’ backyards.
Sometimes it takes a trigger to spur a rep into action. It might be something along the lines of a change in commission rates, new ownership taking over a manufacturer or dealing with a new sales manager, but whatever the cause, reps report that performing line productivity analysis can be an indispensable tool when these changes occur. That was the gist of conversations that took place in the course of a MANAchat devoted to the subject of reps carefully analyzing how profitable their lines are.
Regular Agency Sales magazine contributor John Chapin emphasizes that every sports team practices. Not just the pros. Would you want a heart surgeon who hasn’t practiced on cadavers, and in many other ways, shapes and forms, doing open-heart surgery on you? Of course not. As a salesperson, practice can have a significant, positive impact on sales numbers.
Regular Agency Sales magazine contributor John Haskell (aka Dr. Revenue) maintains rep firms should constantly be communicating with their customers. News about the rep firm is a good starting point, as is introducing new people or congratulating someone on a big accomplishment. Your customers, principals, and other influencers should hear from you regularly.
MANA legal expert Randall Gillary coins a maxim that agencies representing foreign or even out-of-state principals will find extremely wise: “Never agree to go to Timbuktu to collect your commissions.”