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.
By John ChapinThe 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 ChapinAfter more than 26 years as a successful salesperson, here is what I know to be true about sales. 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.
SEMA Member News—March/April 2014
The Most Important Lessons I’ve Learned About Selling for a Living
Each year, the Manufacturers Representative Network (MRN) presents its Sales Team Annual Recognition (STAR) award to the group selected by the general membership as the most outstanding manufacturer’s sales team. For 2013, Extang Corp. was honored for demonstrating best practices and a true partnership in working with professional reps. Steve Kelly accepted the award on behalf of Extang.
SEMA Member News—January/February 2014
MRN Honors Extang Corp. With STAR Award and Inducts Steve Bolio Into Hall of Fame
Each year, the Manufacturers Representative Network (MRN) presents its Sales Team Annual Recognition (STAR) award to the group selected by the general membership as the most outstanding manufacturer’s sales team.
By Charles M. CohonReps sometimes find themselves in the crosshairs of principals looking for ways to cut costs, especially in a tough economy. In some cases, reps may face unilateral cuts in commission or unwarranted conversion of hard-earned customers into house accounts. So how can a rep company protect itself from being blindsided by a cost-cutting principal? One rep’s solution was to preemptively promote his company’s value proposition.
The Manufacturers Representative Network (MRN) will present several events in conjunction with the 2013 Performance Warehouse Association (PWA) Conference, to be held September 22–25 in Phoenix.MRN General Membership Meeting: Exclusive to manufacturer representatives, the MRN will hold an open meeting for both members and nonmembers (interested in learning more about the network) September 22 from 1:00 p.m.–3:00 p.m. The event is free to attend, but you must be registered to attend the PWA event.
By now you have likely heard about the SEMA Data Co-op (SDC), which officially launched its full production system April 1 after a year-long beta phase. Open to all suppliers and receivers, this information repository makes the development, safe storage and universal export of industry product data simple and affordable for all members. It makes updating and maintaining information easy for suppliers and is a source of multiple brands of product data in standard or customized formats for customers.More than 340 companies have joined the SDC since its launch, and membership is still growing at a rapid pace. Whether you already have a system in place to organize your data or need a little help getting started, the SDC is right for you. It may sound a little intimidating at first, but an expert help desk ensures that live training and technical assistance are available if you get stuck.
SEMA Member News—July/August 2013
Sales, Data, Value: MRN and SDC Collaborate to Offer Training