The issue: Stores and Vendors both have expectations for their reps. Sometimes these expectations align. Often they don’t.
The current state: Over the past couple years, there have been forums for developing better communication between stores and vendors. The rep relationship is the contact point of this communication.
The solution: It’s important for all parties to understand the duties of the rep from all sides. The saying 51% vendor/49% account still holds true today. These duties include:
- Product knowledge of vendor product and competitors
- Program Understanding: How a store can maximize profitability based on their size and growth
- Business Management: Understanding retail metrics and managing assortment and product flow to meet store objectives
- Education: For vendors without a tech rep force, reps lead product education at the store level to enhance sell-through
- Administration: Managing orders, revisions, bookings, account requests, vendor initiatives, marketing launches requires acute scheduling, organization, and prioritization
- Territory Management: Prioritizing travel and workflow to cater to high volume stores while tending to other accounts with specific needs
Session Learning Objectives:
1.) Understanding the role of the Rep.
2.) Communicating Vendor and Store needs realistically and clearly.
3.) Establishing healthy expectations for all parties.
