We come back to this topic every now and again because of it’s importance. Jack Foster wrote a piece at ASM talking about ways manufacturers can aid their reps.
When one manufacturer asked some of his non-competitive peers what they did to keep their independent manufacturers’ representatives informed and motivated one of them was quick to offer several suggestions she found to be especially worthwhile. Among the tips she offered were these:
…Training — Time and again agents have communicated their desire to have access to product knowledge and applications as aids in performing their jobs. Remember they already know how to sell;
The better informed about the ins and outs of your product a manufacturer representative is, the better we’ll be able to sell it. And that doesn’t mean just getting it on Target’s shelves. It means reaching the end-customer in a more impactful way to increase sales across all channels.