Manufacturers’ representatives play an important role in the automotive aftermarket industry and can play an important role in your company, as well. Utilizing rep agencies can expand your presence in the market, reach new customers, and be a great complement to your current sales force. Many manufacturers are utilizing the services of independent sales reps and consider them as instrumental pieces in their overall sales goals.
MRN Member News
The Manufacturer’s Rep Network (MRN) has put together outreach and lead-generation programs for the benefit of not only its members but also SEMA-member manufacturers. Throughout the year, MRN will be on-site at the SEMA Exhibitor Summit and SEMA Show representing the manufacturers’ rep profession as a whole and lending advice to all manufacturers, whether they are newly in business or are industry veterans. Those MRN outreach efforts, paired with the network’s Rep Match program, comprise the MRN’s Three Pillars of Success.
The Manufacturers Representative Network (MRN) spent time interacting with first-time exhibitors at the 2016 SEMA Show. The MRN select committee represented the manufacturers’ rep profession as a whole. Walking the exhibit space of the Performance Pavilion and the Westgate on Friday morning of the Show, they stopped at each booth to pass out bagels and Red Bull for a “last day of the Show” boost.
The Manufacturers’ Representative Network (MRN) has continued to collaborate with the SEMA Data Co-op (SDC) to provide valuable and user-friendly benefits to reps. Over the past few months, several exciting projects have received attention. Here is an update for MRN members.
When factories outsource the sales function to reps, they do not abdicate responsibility in the field. Yes, the rep becomes the face of the factory in the territory. Yes, reps are the primary contact with the customer. And yes, the factory needs to provide technical training on its product to its reps.
The Manufacturers’ Representative Network (MRN) hosted a collection of business-critical discussions for reps on November 2 at the SEMA Show. Through roundtable discussions, attendees had the opportunity to ask questions and receive practical solutions that addressed real issues. The event also included a group discussion on trending topics. The discussions included:
Building on the success of the sold-out 2013 Rep Technology Roundtable, SEMA’s Manufacturers’ Representative Network (MRN) will again host a collection of business-critical discussions moderated by industry thought leaders on November 2, 2014, from 3:30 p.m.–6:00 p.m. at the Westgate Las Vegas Resort & Casino (formerly the LVH), Ballrooms D–E. Through intimate roundtable discussions, attendees will have the opportunity ask questions and receive practical solutions that address real-world issues. 2014 topics include:
The recent running of the Triple Crown horse races reminded me of Secretariat, perhaps the most famous horse ever and winner of the Triple Crown back in 1973. If you haven’t seen the 2010 movie Secretariat, you need to. Both inspirational and motivational, the film provides us with some great sales and life lessons. Perhaps even more are found in the lives of the jockey, Ronnie Turcotte; the trainer, Lucien Laurin; and especially the owner, Penny Chenery.
The e-mail came in at 9:07 p.m., and I responded immediately. The customer’s response: “Wow! That was quick. Thanks. Trying to get my staff to deliver those ‘wow’ moments myself.”
These days, it’s easier than ever to create the “wow” response with customers, mostly because customer service, follow-up and all related business protocols leave so much...
By John Chapin
Lesson #1: If you’re looking for a 9 to 5 job with safety and security, sales is not for you. Sales really is the hardest high-paying work or the easiest low-paying work. Top salespeople are extremely hard workers; they get in early, stay late, and most work on weekends. Top salespeople go above and beyond, answer their phones off-hours and are always ready to respond at a moment’s notice.