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Working with representatives

10 ways to ensure success

Establishing a network of successful, high quality, manufacturers' agents, to help penetrate new markets, increase penetration in existing markets, and establish a sales presence in untapped geographic markets is very difficult for most manufacturers.

Koch Group consultants have been identifying, qualifying, interviewing, and assisting manufacturers contract with high quality manufacturers' agents for over three decades. Mr. Peter Koch, our founder, wrote an article for the Journal of Applied Management outlining how manufacturers can establish and maintain successful relationships with high quality manufacturers' agents.

The following "Ten Commandments" from that article highlight the recruiting and relationship precepts Koch Group adheres to in our efforts to secure excellent manufacturers' agents for our clients and then keep them producing at a high level.

1. Thou Shalt Know What A Manufacturers' Agent Is and Is Not
2. Thou Shalt Know Thy Markets
3. Thou Shalt Know What Thee Wants Done
4. Thou Shalt Search All Corners of Thy Territory
5. Thou Shalt Screen, Interview, and Select the Best
6. Thou Shalt Establish Two-Way Working Policies
7. Thou Shalt Communicate Honestly
8. Thou Shalt Train and Train
9. Thou Shalt Not Have House Accounts
10. Thou Shalt Replace Only When Necessary

If you would like a reprint of Peter Koch's four page article, Working With Reps, Ten Ways To Ensure Success, give us a call at 630-941-1100 and we'll be glad to send you a copy.

Related industrial marketing tips

• Manufacturer's agents / manufacturer's representatives - tips
• Manufacturers' agent recruiting steps
• MANA agent territory maps and agent associations
• MANA territory descriptions

If you would like more information about our industrial marketing services for manufacturers or industrial service providers, especially as they regard manufacturers' agents and manufacturers' reps, please use our contact form or email us at info@kochgroup.com.

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