by By Daniel M. Guelbart
Starting out as a sales representative, vendors always want to know about a rep’s reputation. Usually, they do this by looking for background checks with their clients, interviewing the rep, asking for a resume, and looking for the proper character that would fit the vendor.
And sales reps should do a very similar and thorough check with the vendor as well, to balance a good fit. It’s important to make sure the vendor is reliable, has a great reputation, and offers exceptional customer service, as well as good lead times and solid logistics.
Also, make sure the quality of goods has systemic consistency that most clients are satisfied with before climbing on board.
It’s important to make sure the vendor offers a competitive commission rate and that the commission is also paid systemically, so you don’t have to run after the vendor for payment.
Establishing mutual respect is extremely important, so be sure to have regular communication and understanding with your sales manager and a good comprehension of business protocol and ease of operation.
When it comes to sales reps and trade shows, it’s quite costly, so all shows need to be chosen wisely and balanced accordingly. Some shows are apropos for retail and designers, and other shows are more geared for contract and commercial application.
I’ve been doing many trade shows since 1979, and I’ve realized details that would be of great service to reps.
For many years, I’ve noticed that many reps arrive at a market at the beginning and leave as early as they possibly can. I believe this could be a mistake since in many cases, this is leaving designers, landscape design architects, and other buyers without reps to service them or walk them through showrooms.
This is an issue for buyers and vendors alike, as they need reps to give them the much-needed attention they deserve. It would be of great service to all if most, or all, reps stayed as long as possible.
For one, the reps are already at market, so they might as well stay and be there for the clients. Plus, the clients are at market and there’s no need to travel to see them—they are right there. The best form of a sale is to have a client close to the rep and your vendor’s showrooms as this forms the perfect bond, and it’s the best way to show and sell.
So, I highly recommend staying at market a day or two more to ramp up your knowledge of the lines you have at market, have a chance to see a few more clients, and have the chance to walk around and see what other vendors are doing and what the trends in the industry are.
You may also pick up another line that could have a nice fit with the lines you already have in your bag. Let’s keep in mind that the more we see as reps, the more info we have to take back and use to our benefit when talking to clients we get back on the road.
A knowledgeable, sharp rep will have success, and it will keep your brain fresh with ideas and allow you to promote individual growth and the most positive sales overall.
Daniel M. Guelbart is a leading expert on luxury outdoor furniture. With over 40 years of experience in sales and marketing, he is still as passionate as ever about showcasing best-in-class design. For more information, a list of Daniel’s vendors, or to get in touch, visit www.danielmguelbart.com.
