If you’re like most mom entrepreneurs, you’re looking for a way to increase your sales without breaking the bank & without having to invest more of your precious time.
One of the fastest, best & most affordable ways to do that is to hire sales representatives.
A good sales rep can be your best ally and the best money you’ll spend–they grow your sales, you pay them a commission and you’re left with more money in your pocket AND more time to focus on other important aspects of your business, like advertising, marketing, product development & your social media strategy. Not to mention free time to spend with your family.
For the optimal relationship with a sales rep, you should view them as a partner & treat them as such–do everything you can to make their job easier and more productive. A great sales rep can be a miracle worker for the ever-busy & time-crunched mom entrepreneur–they can:
- Be the finger on the pulse of your business–they can tell you what’s selling & what’s not, what display/POP materials would work for your products, suggest product line expansion ideas & more.
- Represent your product line at trade shows even if you’re not there.
- Get your products into big box retailers.
- Help you expand your sales territory nationally, internationally & online.
To get an insider’s look into this all-important partnership, I interviewed Cathy Downey, a veteran sales rep & former retail buyer for Sears, Spiegel and One Step Ahead. Cathy gave great tips on finding a sales rep & making that relationship successful.
TMM: How can you find an independent sales rep? Are there directories? Showrooms?
CD: The best way to start is to look on James Girone where reps are listed by geographic area. Some reps listed will have showrooms. Additionally, talk with other manufacturers and see who they are using–ask if they’re happy with the rep & what they’re like to work with. You should also get an idea from other manufacturers about the commission and other fees they are paying to their reps.
TMM: What questions should a mom entrepreneur ask a potential rep before hiring them?
CD:
- What is your territory?
- What type of stores do you call on–Specialty, Major Department Stores, Discounters, Boutiques, Hospital Gift Shops, etc.
- How do you work–from a showroom or as a road rep?
- If you have a showroom, are there showroom fees? How much?
- If you’re a road rep, how do you cover your territory?
- Do you do trade shows? Which ones? Are there trade show fees?
- Do you make store visits?
- Do you do mailings? Telemarketing?
- What commission rate do you charge? Does it differ depending on the size of the retailer/sale?
- How & when do I pay you?
- What other lines do you represent?
TMM: Once hired, what does a sales rep need from a mom entrepreneur?
CD:
- The rep needs SAMPLES. If it comes in multiple colors, the rep needs every color–customers want to touch and feel.
- Reps need CATALOGS, BROCHURES & LINE SHEETS.
- Reps need a 2 PART ORDER FORM. I always give the customer a copy of the order. If the vendor does not have a 2 part form, I have a blank preprint form with my info on it. This is a real pain if there are multiple sizes and /or colors.
- Reps need a PRESS KIT if you have one. Features in magazines are best. Celebrity press is ok–some stores go for it. I’ve found that it is most important for strollers & diaper bags.
TMM: Tell us a bit about yourself and how we can connect with you.
CD: I have been a rep for 5 years. Prior to that, I was buying for Sears, Spiegel, and the One Step Ahead catalog. I mainly call on specialty retailers. The lines that I represent complement one another and this affords the retailer one stop shopping for the best items in each classification. It’s great for the manufacturer too because their product is showcased with items that are best in class.
I can be contacted by phone at 708.977.4229, by email or at www.midwestchildrensapparelgroup.com for a complete list of lines represented and shows that I will be participating in.
Additional Sales Rep Resources:
http://www.jamesgirone.com (they have sales reps listed by state/region)
http://www.americasmart.com
http://www.dallasmarketcenter.com
http://www.californiamarketcenter.com
http://7wnewyork.com
http://www.greatrep.com
http://www.findfashionrep.com
http://www.nyigf.com
More Tips from The Mogul Mom:
- You don’t pay sales reps a salary–you pay them commission on their sales. It’s like having an on-staff sales person without the on-staff overhead!
- Don’t be afraid to ask a sales rep for references.
- Keep in mind that a sales rep’s commission is usually paid 15-30 days after the retailer pays you–so, it’s in the sales rep’s best interest to write orders for retailers who pay their bills on time.
- Sales reps aren’t one size fits all–just because a sales rep is a great sales person doesn’t mean they’re the right person for your product. I once had a male sales rep who didn’t have children & asked me repeatedly what “swaddling” meant–not the best person to be selling Swaddleaze.
- Your relationship with your sales reps is like any other relationship–keep the lines of communication open & it will flourish.
Have questions, need additional information? Comment on this post or email me!
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{ 22 comments… read them below or add one }
Great, info – thank you. After reading this, I am seriously considering it!
Thank you so much for writing about this. I will share this article link with my entire news list because so many people are craving this info! Thanks for another wonderful and much needed article!
Great article! This question comes up a lot and I’ll refer people here!
Twitter: heathall
March 19, 2009 at 10:59 am
Thanks Sonya, Lisa & Katherine! I’m glad you found the article helpful & will pass it on! Heather
Another valuable post. I needed this. Thank you!
Thanks for this educational post. Worked with a couple of experienced reps last year and they had to teach me a few things, not a bad thing as I’m a student always, but wish I’d been a little more knowledgeable of the basics at least. I’m definitely filing this post as part of my educational tools and reference.
Ros=)
Ficklets.com
Great post. I just started the process of doing this myself. Now if I can find reps taking on new clients, I will know what to ask!
Jennifer
thebabybloak.com
Twitter: heathall
March 24, 2009 at 12:54 am
I neglected to mention something really important in this interview–and that’s the fact that Cathy is the BEST sales rep I’ve ever worked with. She got my product Blankeaze into the One Step Ahead catalog and now it has over 200 5-star reviews!!
If any of you are looking for a great sales rep, look no further–CONTACT Cathy today!
Heather
What is the ballpark comission rate one should exptect to pay a sales rep? I am SO new at this and don’t even know what the range for that would look like. Thanks!!
Twitter: heathall
March 24, 2009 at 7:44 pm
Usually 10-15% but you could ask Cathy–feel free to email her or call her. She’s an amazing sales rep!
Thanks so much for the valuable information and we are looking forward to you tweets!! Thanks again for following on twitter @DOGUA “the healthy liquid treat” that will have your dog barkin’ for a new beverage!
Great Post. So many folks I talk to say bad things about htier reps, but it might be they are not keeping the communication lines open.
Very helpful this post.
Angela
Great article! Having worked as an independent sales rep for over 8 years, I find it refreshing to find an article that includes the some of the important points that you bring up in your post. Thanks for the reference to James Girone’s Guide. I was not familiar with his website. Also, you might want to refer your readers to http://www.UAMR.com as a resources for finding reps.
‘GiftRepSandy’
http://www.SellingtoGiftShops.com
This post was so good I printed it out. Thanks for listing the resources AND the questions to ask.
Twitter: heathall
November 23, 2009 at 2:00 pm
Glad you liked it, Susie!! Happy Thanksgiving! Heather
I’m telling you, you and Cathy make a rockstar team! LOL
Twitter: heathall
November 23, 2009 at 2:19 pm
Aw, thanks Kris!! I hope it makes things easier for y’all – sales reps are such a great way to increase sales!!!
Heather
Twitter: LynnATL
November 23, 2009 at 8:33 pm
Heather, Once again your tips are so timely. Thank you. I’ve also RT’d this out to share your ideas with others. Best, Lynn
Twitter: heathall
November 23, 2009 at 8:42 pm
Hi Lynn,
Glad you liked it – and thanks for the tweet!!
Heather
But what about for those of us who sell to businesses–not consumers? Any tips on where to find B2B sales reps? Thanks!
Twitter: heathall
December 3, 2009 at 2:35 pm
Great question, Kathryn. I’m going to ask my friend Anna.
Heather
Hi Heather,
Thank you so much for this post. It is so, so helpful!!
Candice
http://www.FunMunchkin.com