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Why Sell Through Professional Multi-Line Field Sales Companies?
Why Sell Through a Professional Multi-Line Field Sales Company?
Predictable / Lower Sales Costs, Set Commission Rate, Immediate
Market Access, Free Consulting Services, Training Cost Eliminated,
Marketing Flexibility
- Predictable Sales Costs That Go Up And Down With Sales — The
manufacturer and sales agency agree in advance on a set rate of
commission and the agency pays all selling expenses.
- Lower Sales Costs — It is estimated that today’s average
industrial factory direct salesperson costs $150,000 per year.
Producing $2,000,000 in new sales each year, the cost of sales would
be 7.5%. A field sales agency producing the same volume at a 5%
commission rate would cost only $100,000.
- Increased Sales — The average factory-direct salesperson is in a
territory for two years or less before he or she is promoted,
transferred or defects to a competitor for more money. The
multi-line sales agency has a lifetime commitment to the territory,
thus holding better relationships with the customers.
- Immediate Access To The Market — Sales agencies are an
experienced sales team already in the territory. They are familiar
with the area and have good prospects ready to consider the new
line. Many agencies have multiple sales personnel and provide much
deeper coverage than a single direct sales employee. Small,
single-person agencies can provide excellent coverage in many niche
markets.
- Free Consulting Services — Most independent sales agents have
15-20 years of successful corporate experience under their belts.
Many have held positions in large corporations prior to becoming
agents.
- Cost of Training and Turnover In Sales Personnel Is Eliminated —
A new agent has only to learn your company’s products, culture and
systems, and many agents won’t even need product training. All are
well-versed in selling skills so you won’t have to train them how to
sell. The average agency has been in business in the same territory
over 20 years, whereas the average employee only stays in the same
place two years or less.
- Highly Experienced, More Aggressive Sales Force — Today’s
multi-line field sales agent is highly educated and trained. Since
there is no base salary to rely on, they must sell to live.
- Sales Forecasting is Equal
or Superior to a Direct Sales Force —
The volume of future sales is no less predictable with agents, but
it may be better since so many of today’s agents use sales analysis
and forecasting methods which are often more sophisticated than
those of the manufacturers they represent.
- Broader Sales Context For Your Product — Because agents sell
several compatible items, they call on a wider variety of prospects
and customers, often finding applications for products denied the
single-line salesperson. The easiest person to sell something to is
the customer who is already buying from the salesperson!
- Provides Marketing Flexibility At Less Cost — Sales agents can
increase your volume by selling outside your present marketing
territory. Agents can also sell a new line without conflicting with
your present sales organization.
- Creates A Systems Approach To Selling — Most customers today
will agree to see and buy from only those salespeople who take
problems off their desks and bring opportunities to their attention.
The multi-line, complementary package of products tends to make
sales reps systems oriented rather than a single product oriented.
Customers welcome these consultative sellers.
- Every Call Is A Relationship Call For Your Company — Even when
the agent doesn’t present your product, he or she is cementing the
customer relationship which will benefit your company in the future.
- Multi-faceted, Multi-skilled Sales Team — Many multi-line field
sales agents also have multi-industry experience, some holding
professional certifications in a variety of industries.
- Better Market Intelligence — Since they carry a mix of products,
multi-line agencies have a greater diversity of customers, and often
can get wind of industry trends long before a factory direct salesperson.
- Vested Partner In Manufacturer’s Success — Since, as we mentioned previously, an agency must sell to live, your agency is
interdependent with your firm. Your success is their success.
Call 317-862-9185 for precision engineering and/or manufacturing assistance.
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