With the December sales rep meetings just around the corner, there are definite things to consider that can make all the difference in your sales outcome and order placements when January 1 rolls around. Having talked with many sales reps over the years when I both attended and presented at these meetings, the following components are essential to seeing results in January.
- Have your 2016 prices ready to hand out at the meeting.
- Have your 2016 terms, policies and programs ready to present at the meeting.
- Have one 2016 catalog for each rep to take with them (with the rest in reps’ hands by the end of the year).
- Do something interactive. Consider being the rep that is going from meeting to meeting, watching power point presentations and listening to various sales managers voices for days in a row. It gets pretty monotonous. What you want is to get them hyped on your products. We’re in the toy business so we should know how to throw a little fun and play into our meetings!
While the first 3 things above may be harder to organize than #4, they are extremely important. January 1 rolls around and your reps are packing their bags ready to hit the road.
Here’s the store scenario: Retailers are looking at gaps on their shelves from the recent holiday shopping season and they’re looking to fill them. Retailers also want to get re-energized with the excitement of new products to come in 2016.
Here’s the sales reps’ scenario: Reps have multiple lines to go over. Any lines that the rep already has all the 2015 pricing, programs, and catalog in hand, are going to be shown first and be the ones that will get the first orders and thus the shelf space. Shelf space gained in January, if the line sells and the rep keeps up with the ordering, is space kept throughout the year.
Whatever you can do to have your 2016 information ready to go at the December meetings will set the stage for your entire 2016. As an added benefit, your sales reps will be re-energized as well, knowing that the time and money spent to come to the Las Vegas meetings will also pay off for them.
Sales reps and retailers energized and excited on sales call in January? That will make your December sales meetings worth it!
Sue Warfield is the Director of Member Relations at ASTRA. With more than 30 years of experience in the retail and toy business, Sue offers insight into industry trends and tips and works to connect the retailers, sales representatives, manufacturers and affiliates in the specialty toy retailing arena. Contact Sue at firstname.lastname@example.org.