What are the best habits and practices of the principals we represent? We often say that there are only two types of manufacturers when it comes to reps, those who “get it” and those who don’t.

There are a lot of great manufacturers, and many of them are strong supporters and members of MANA. These “best” manufacturers have a top down and total team directed dedication and commitment to the successful partnership with outsourced professional field sales (Independent manufacturers’ representatives). They understand the recipe for mutual success and focus on the ultimate goal — sales growth.

There are many great things that the best principals do and have:

• The owner, president, CEO believe in the rep function.
• Truly partner with reps, and don’t perceive reps as the “necessary evil.”
• Mutual trust and respect for, and with their reps.
• In general, they “get it” and recognize that nothing happens until they get an order!
• Provide great sales tools, samples, literature, RFQ forms, spec sheets, etc.
• Develop strong marketing plans and advertising for their products.
• Distribute solid leads to the reps.
• Research new business opportunities with their reps.
• Share sales success stories with all their reps (“SOS” — Selling On Successes).
• Have great information systems with respect to sales reports, commission statements, etc.
• Have great operational systems overall, they never say “our system won’t let us.”
• Are dedicated to knocking down barriers and obstacles that prevent sales.
• Are focused on the customer and work to satisfy their wants and needs.

In highly successful relationships between the best principals and reps, mutually agreed upon goals and sales targets are set. There is clear agreement on the expectations, from both sides. These strategies, goals and expectations are kept in focus, and reviewed periodically throughout the year. Both the principal and the rep are pushing hard toward the ultimate goal — growing sales at existing accounts and developing business at new accounts. They work in harmony. This may sound idealistic, and I don’t want to make this sound easy. This type of relationship, between the best principals and the right reps, does not occur often enough. It takes time, energy and commitment to make the relationship work. The best principals also really take their time when selecting a new rep firm for a territory. They know it is about finding the right rep for their company. not all rep-principal marriages work!

In these difficult times we find that people do desperate things. don’t do that. Be a principal with solid principles. Be truthful, have trust and respect for everyone. now is the perfect time to work on solidifying your good relationships and to build new relationships for 2010.

Happy New Year! May you create prosperity and happiness in 2010.

Good Selling.