Last week we were on a call with a manufacturer and the question arose of “are supply reps calling more on distributors or are they starting to call on end-users, contractors and engineers?” The question surprised us given our perception of the quality of the manufacturer but, it could also be that person’s perspective of reps or the reps in their territory. Part of our … [Read more...] about The Rep Conundrum: End-user Calls. Compensation?
EDI
What’s Your Sales Model of The Future?
As we transition from the pandemic many wonder about “the future of sales”, meaning, “what will the sales process (sales model) look like in the future” and, essentially, “what is the role of / for outside salespeople?” In reality, this question was asked pre-pandemic as management lamented that sales wasn’t being as productive as they desired. Companies are always seeking to … [Read more...] about What’s Your Sales Model of The Future?
Digitally Transforming the Rep Service Model with EDI
EDI isn\'t just for distributor / manufacturer interactions. It can also effectively be used to reduce operational costs between independent manufacturer representatives and manufacturers while keeping the rep informed on all of the critical information needed to ensure superior customer service to their distributors. IDEA Exchange worked with TradeTech Solutions to develop a … [Read more...] about Digitally Transforming the Rep Service Model with EDI
