Manufacturer's reps recruitment
Industrial marketing services
The use of manufacturers’ agents or manufacturers’ reps to represent and sell for manufacturers is a common method for the manufacturer who cannot afford or does not want the hassles of a direct sales force.
However, finding and contracting with a truly high performing manufacturers’ rep or agent is not a simple task based on the information provided to us by manufacturers on a weekly basis. Since, 1967, Koch Group consultants have been working with our manufacturing or industrial service provider clients to find high performing reps for them. Over the years, we have developed a proprietary methodology for identifying, screening, interviewing in-person, selecting, and contracting with high performing reps. These activities are augmented by preparing and then ensuring the manufacturer is capable, and ready, to support the agents or reps he contracts with so a true mutually beneficial, long-term, relationship is developed.
Our manufacturers’ rep or agent methodology includes some, or all, of the following 21 steps:
Our experience has shown us that high performing reps or agents are not very interested in taking on a new line, especially one that may require pioneering or new market development activities for the principal – unless the rep perceives the principal offers a unique or synergistic opportunity to him or the principal is ready to really support required rep activities. In any one-year, Koch Group consultants may communicate with over a thousand reps and meet face-to-face over a hundred agencies.
If a manufacturer or industrial service provider really wants to learn how to support reps or manufacturers’ agents properly, excellent market success can occur. If a principal believes that little support is required to develop new sales opportunities through reps or agents, they are mistaken and they will become frustrated using reps or agents.
We recommend that our client principals do everything they can do to support high performing agents or reps. If a principal does not provide at least some reasonable support activities, the agent or rep will lose interest in representing the line, and probably quite quickly. They may keep the line because it is generating commissions from business turned over to them, but they will not actively solicit new business opportunities.
Following is a list of some of the most common, and expected, rep or agent support activities listed alphabetically:
Many principals make the mistake of just “getting” an agent or rep. Koch Group can “get” a rep in a few hours, but we won’t. Our goal is to work with the principal to find, screen, meet and interview, and then contract with the strongest available rep or agency in a specific geographic area or market that will develop an excellent income stream for both parties over a long mutually-beneficial relationship.
Contact us if you would like more information on our manufacturers' agent or manufacturers' rep recruitment activities or any of the industrial marketing services we offer to manufacturers. Please use our contact form, email us at firstname.lastname@example.org, or call us at 630-941-1100.