Topics: Field Team Management
When meeting with potential retailers in a sales meeting, it is important to anticipate what objections what they will have. This way, you can prepare in advance and know how to counter these objections. This is especially important in the beverage industry, where there are so many different brands competing for shelf space and optimal shelf location.
Companies only hire Third Party Merchandising businesses for exceptional work. The entire business model revolves around picking up outsourced work that the vendor wants off their shoulders. Since many companies have the options to build their own teams or hire other third party companies, Third Party Merchandisers must constantly look for ways to exceed expectations.
The cloud is becoming more integrated in both personal and professional usage. Though it is prevalent in various online conversations, the thought of the cloud continues to be an abstract one. What, then, is cloud computing, and what benefits will it provide you as a medical supplier?
It was the first morning of my field sales training with one of the most prominent greeting card companies in the world. I stood in the aisles of a Rite Aid with my trainer. It was the day after Valentine’s Day and the greeting card section was still cluttered with pink hearts and baby Cupids. My trainer joked, “We still keep these around for the men who got in trouble.”
My trainer was a young woman who was the Area Supervisor for the greater Boston area. As an Area Supervisor, she had approximately 150 - 200 retail accounts and 50 merchandisers in her territory, primarily consisting of supermarkets and drug stores.
BYOD, CYOD, COPE-- arguments have been made for each of these mobility strategies. How do you determine which one is best for your company? The three options cover the spectrum of options for employees regarding mobile phone use, and one may fit your company better than others.
When launching a product into the luxury industry, it’s not enough for it to be highly priced. Luxury customers are looking for products that symbolize abstract things like “space, time [and], freedom (Association for Consumer research 2014),” and retailers want to work with reps who are dedicated and enabled to achieve this goal.
The field rep searches the aisles, a clear memory of his company’s beautifully arranged beverages in his mind. “It should be here somewhere,” he thinks, making lap after lap around the beverage section of the store.
After the rep checks his records and speaks to a store employee, he realizes the product has already been out of stock for a couple of weeks. With a sense of dread in his heart, he picks up his phone to dial his manager and report the out of stock problem.
Any manager worth his salt looks to eliminate complacency within his team. Falling into a routine and losing a sense of drive can spread like wildfire through an organization when positive results are coming in and management is happy. It becomes easy to forget that the competition is evolving when things are going well in the short-term, and it can become incredibly difficult to pull employees out of their routines once they’ve fallen into them.