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Typical agency recruiting steps

A high percentage of Koch Group clients sell their products and services to the industrial market through manufacturers' agents/manufacturers' reps. They have found that agents/reps offer a low cost alternative to the high cost of a direct sales force.

Eliminating salary, benefits, and expenses, per territory, can have a significant impact on the bottom line of small and mid-sized manufacturers. However, many manufacturers have had poor experiences which agents/reps. Why?

First, they do not position themselves to be attractive to a high quality agency. Second, their sales and marketing efforts are often unfocused, just accepting the next business that presents itself rather than targeting the best opportunities and proactively pursuing them. Next, they are not prepared to put in the time and effort it takes to identify, qualify, and screen good agencies. Lastly, they are not ready to properly support the agencies they have contracted with in a manner that ensures sales success for both parties.

The following steps itemize the process that Koch Group has utilized for over 30 years to identify, qualify, interview, and contract with, high quality agencies for our manufacturing clients.

Evaluating the existing sales and distribution structure. (Optional)
Evaluating agency sales performance vs. territory potential. (Optional)
Interviewing existing agencies. (Optional)
Determining the target market - by industry, SIC code or geographic area.
Developing an agent qualification profile.
Developing a list of prospects from Yellow Pages, agent associations, trade associations, customers, prospects, and other proven sources.
Contacting potential agencies via letter and phone.
Qualifying potential agencies.
Developing materials required to conduct multiple 90-minute agent/principal interviews.
Arranging interview site, handling room requirements, and scheduling agency interviews.
Maintaining agent interest before interviews via letter, phone, fax and e-mail.
Interviewing, evaluating and recommending the best candidates with the client.
Providing contracting assistance with selected agencies.
Developing initial training session requirements. (Optional)
Assisting with agent training. (Optional)
Evaluating or developing required sales programs - quotation, lead and inquiry handling. (Optional)
Designing agent activity monitoring and control systems. (Optional)
Managing the new agents. (Optional)
Designing successful long-term communication programs. (Optional)
On-going agency contact and follow up with principal.

Following the steps above, and putting in the effort it takes to secure a high quality agency, can ensure that manufacturers successfully, and profitably, penetrate new markets or expand sales into new geographic areas. Failure to adhere to these steps can result in the addition of another non-productive agency. However, the lack of production may not be the agency's fault!

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Koch Group has over 30 years experience working with high prforming manufacturers' agents. If you would like more information about our industrial marketing services for manufacturers and industrial service providers, please use our contact form or email us at info@kochgroup.com.

	Koch Group, Inc. 240 East Lake Street, Suite 300 Addison, Illinois 60101 Phone: 630-941-1100 Fax: 630-941-3865 Email: info@kochgroup.com
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