MRERF provides many resources for both sides of the manufacturer and rep relationship. Our goal is to improve the relationship through professional development, awareness and communication.
To that effect, we have the following resources:
WHAT IS A REP?
Outsourcing Field Sales is a good primer if you are new to using reps or have someone in your firm who has not used reps before.
HOW MUCH DO REPS COST?
To understand the true cost of a sales force click here for a spreadsheet of all the categories and accounts, which when using reps are covered by “commissions paid”.
FIND A REP
You know the value a rep brings and you are ready to interview some…if only you knew where to find CPMR graduates! Click here to search our database of CPMR graduates.
INTERVIEW A REP
Interviewing Guidelines is a good conversation starter. Described by one manufacturer as “obnoxiously exhaustive” we believe it gets the ball rolling. Asking questions before entering the relationship helps you avoid some pitfalls. There is a whole page of questions to ASK and a whole page of questions to be prepared to ANSWER.
VISIT YOUR REP
Passport Into The Territory is a tool for planning territory visits. We encourage a 30 day planning window. What customers? What purpose? Remembering, of course, that reps are your cost-effective sales solution because you share them with other manufacturers, it is expected that they will focus on your product while you are there, as well as ask about other manufacturers.
SET GOALS WITH YOUR REP
Planning The Business Year is an annual conversation starter. Our goals and priorities change, yet we do not always communicate them. This tool helps remind you that well-communicated goals are more likely to be reached.
If you have other tools that you would like, but cannot find, ask us!