Your SlideShare is downloading. ×
The Evolving Role of the Independent Rep
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

The Evolving Role of the Independent Rep

2,167

Published on

Never have reps been more needed in the outdoor industry. If retailers are to be the cultural ambassadors and flesh-and-blood connections to real consumers, reps must be the grand wizards, the …

Never have reps been more needed in the outdoor industry. If retailers are to be the cultural ambassadors and flesh-and-blood connections to real consumers, reps must be the grand wizards, the witch-doctors, the story-tellers. For our vendors, we’re the ear-to-the-rails, boots-on-the-ground force that is otherwise lacking in an increasingly digital world transformed by social media and market disruption.

Reps need to have huge skill-sets to do what we do. We're rare, and valuable.

Meanwhile, reps have three main jobs: We sell, we service, and we market. We also have three work stations: The phone, the computer, and the steering wheel (sometimes even at the same time, with a cup of coffee and a burrito in our laps for good measure.) Juggling our job duties while transitioning from one work-station to another - and often from one time-zone to another - is beyond challenging: It's not sustainable, nor scalable.

It's time to look at the model we've been using and figure out what's next. What is next? We'll discuss this while looking at how new technologies and media habits can broaden our reach and effectiveness while conserving our most valuable resource: Our time and attention.

Werntz, founder of Pemba Serves, Inc, a sales agency that has been servicing the upper Midwest for almost twenty years, has over thirty years of experience in the outdoor industry. Pemba Serves was a finalist for the OIA Industry Innovator award in 2007; Brad was recognized in 2009 as one of the ten inaugural SNEWS® Power Players.

Published in: Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
2,167
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
0
Comments
0
Likes
1
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Evolving Role of Reps WELCOME TO OUTDOOR UNIVERSITY® The Evolving Role of the I d f h Independent R d Rep
  • 2. Evolving Role of Reps
  • 3. Evolving Role of Reps Presenter Brad Werntz Pemba Serves, I P b S Inc
  • 4. Evolving Role of Reps The Evolving Role of the Independent Rep Will Cover • The Rep Job: Where reps have worked and worked, what they’ve done. • A new structure for a scalable, sustainable business. • Three Roles and Three Tasks for a modern rep business. • Some metaphors for discussion. • Wh t’ ahead, and where t go f more What’s h d d h to for information.
  • 5. Evolving Role of Reps The Evolving Role of the Independent Rep A Metaphor: Surfing The Changing Seas Repping Moves from Job to Business pp g
  • 6. Evolving Role of Reps Modern sales reps do a lot of p different things…
  • 7. Evolving Role of Reps We’re O The Road… e e On e oad
  • 8. Evolving Role of Reps We’re On The Phone… e eO e o e
  • 9. Evolving Role of Reps We’re In Front O The Co pu e e e o Of e Computer…
  • 10. Evolving Role of Reps We Work O Relationships… e o On e a o s ps
  • 11. Evolving Role of Reps We Manage Our Business… e a age Ou us ess
  • 12. Evolving Role of Reps And We Work O Infrastructure. d e o On as uc u e
  • 13. Evolving Role of Reps It’s Hard To Do It All We tend to do those things that are urgent, or “next.”
  • 14. Evolving Role of Reps It’s Hard To Do It All We can’t be everywhere at once. Cell phones and laptops only take us so far.
  • 15. Evolving Role of Reps It’s Hard To Do It All We W can only f l focus on one thing at a time, really. thi t ti ll Multi-tasking doesn’t work, long-term.
  • 16. Evolving Role of Reps We All Tend To Focus On Strengths Improving strengths only yields i I i t th l i ld incremental results. t l lt
  • 17. Evolving Role of Reps We All Tend To Focus On Strengths Eliminating Eli i ti weaknesses results in huge gains. k lt i h i
  • 18. Evolving Role of Reps The Evolving Role of the Independent Rep A Metaphor: The B M h Th Best M l Of Your Life Meal Y Lif Who Was Your Waiter?
  • 19. Evolving Role of Reps A Different Approach The Question of Multiplication Most Reps Clone Themselves This Results In “Columnar” Columnar Business Structures Problems: 1. Hard to find people. 2. Expensive. 3. Multiplies inefficiencies. 4. High risk. 5. No back-up.
  • 20. Evolving Role of Reps A Different Approach The Question of Multiplication We’ve Divided Our Duties This Results In A “Stratified” Business Structure Stratifying Helps Us To: 1. 1 Find Fi d people. l 2. Manage costs. 3. 3 Improve synergies. Impro e s nergies 4. Negate risk. 5. 5 Multiplies back up back-up.
  • 21. Evolving Role of Reps A Different Approach The Question of Multiplication Work-load is divided by skill-set and focus. Field People: 1. Highly credible & dynamic. 2. Do sales presentations, clinics, clinics and demos demos.
  • 22. Evolving Role of Reps A Different Approach The Question of Multiplication Work-load is divided by skill-set and focus. Office Staff: 1. Highly organized & effective. 2. 2 Make calls, do follow up calls follow-up, and work in support of field efforts.
  • 23. Evolving Role of Reps A Different Approach The Question of Multiplication We Each Work With Just About Every Account One Way Or Another… We Run Like The “Triangle Offense In Basketball. Offense”
  • 24. Evolving Role of Reps A Different Approach The Question of Multiplication We Each Work With Just About Every Account y One Way Or Another… We Run Like The “Triangle Offense Offense” In Basketball Basketball. There’s Always Somebody Available To Put The Ball In The Hole. H l
  • 25. Evolving Role of Reps Inside The Triangle Our T O Team Players Include: Pl I l d Humans (We Think) A General Manager Three Brand Managers An Office Manager A Marketing/Systems Manager Field Service People Interns (Dozens Over The Years…) And Several Bots…
  • 26. Evolving Role of Reps Inside The Triangle And Several B t A dS l Bots… Sponsorship Requests
  • 27. Evolving Role of Reps Inside The Triangle And Several B t A dS l Bots… Sponsorship Requests E-Mail Newsletters
  • 28. Evolving Role of Reps Inside The Triangle And Several B t A dS l Bots… Sponsorship Requests E-Mail Newsletters Tungle
  • 29. Evolving Role of Reps Inside The Triangle And Several B t A dS l Bots… Sponsorship Requests E-Mail Newsletters Tungle PEMBAsurveys
  • 30. Evolving Role of Reps Inside The Triangle And Several B t A dS l Bots… Sponsorship Requests E-Mail Newsletters Tungle PEMBAsurveys Exit Reports
  • 31. Evolving Role of Reps Inside The Triangle And Several B t A dS l Bots… Sponsorship Requests E-Mail Newsletters Tungle PEMBAsurveys Exit Reports PEMBAbeta
  • 32. Evolving Role of Reps Inside The Triangle And Several B t A dS l Bots… Sponsorship Requests E-Mail Newsletters Tungle PEMBAsurveys Exit Reports PEMBAbeta Custom Crowd-Sourcing
  • 33. Evolving Role of Reps Inside The Triangle And Several B t A dS l Bots… Sponsorship Requests E-Mail Newsletters Tungle PEMBAsurveys Exit Reports PEMBAbeta Custom Crowd-Sourcing Prodeals
  • 34. Evolving Role of Reps Inside The Triangle And Several B t A dS l Bots… Sponsorship Requests E-Mail Newsletters Tungle PEMBAsurveys Exit Reports PEMBAbeta Prodeals Custom Crowd-Sourcing Multi-Territory Management
  • 35. Evolving Role of Reps Inside The Triangle And Several B t A dS l Bots… Sponsorship Requests E-Mail Newsletters Tungle PEMBAsurveys Exit Reports PEMBAbeta Prodeals Custom Crowd-Sourcing Multi-Territory Management Social Media (Blog, Facebook, Twitter, Flickr, and Delicious)
  • 36. Evolving Role of Reps Inside The Triangle Verde V d PR H Lit ll W itt Th B k O S i l F S l R Has Literally Written The Book On Social For Sales Reps…
  • 37. Evolving Role of Reps The Evolving Role of the Independent Rep A Metaphor: What Makes A Boot? The Leather Or The Last? Leather,
  • 38. Evolving Role of Reps Three Roles of the Independent Rep SALES Focus: Products Activity: Calls, Tradeshows, Visits, E-Mail Newsletters, Etc. Competition: Vendors, Centerstone, EDI, Others.
  • 39. Evolving Role of Reps Three Roles of the Independent Rep SALES SERVICE Focus: People Activity: Clinics, Count & Fills, Visits, Problem Solving. Competition: 3.5, Dealers, Inventory Management.
  • 40. Evolving Role of Reps Three Roles of the Independent Rep SALES SERVICE MARKETING Focus: Ideas Activity: Merchandising, POP, Events, Demos Competition: Ad & PR Agencies, Get Out More, ????
  • 41. Evolving Role of Reps Three Roles of the Independent Rep SALES SERVICE MARKETING ?
  • 42. Evolving Role of Reps Three Tasks of the Independent Rep Have Something To Say Tools: Blogs, Newsletters, Facebook, RSS Feeds, Twitter Reach: >10,000 individual hits per month >10 000 BROADCAST
  • 43. Evolving Role of Reps Three Tasks of the Independent Rep Be Real People Tools: Twitter, Skype, Chat, Text, Facebook, Flickr Reach: 7 of our top 10 states are in our territory territory. BROADCAST ENGAGE
  • 44. Evolving Role of Reps Three Tasks of the Independent Rep Ask For Action Tools: PEMBAsurveys, PEMBAprodeals, PEMBAbeta Results: Metrics follow-up growth lower expenses Metrics, follow up, growth, expenses. BROADCAST ENGAGE ACTION
  • 45. Evolving Role of Reps Three Tasks of the Independent Rep Ask For Action: What better call to action than making a sale? BROADCAST ENGAGE ACTION
  • 46. Evolving Role of Reps Roles and Tasks of the Independent Rep SALES SERVICE MARKETING BROADCAST ENGAGE ACTION
  • 47. Evolving Role of Reps The Evolving Role of the Independent Rep The Middleman’s Tale: Traffic Merges Ahead, Prepare to Yield g , p
  • 48. Evolving Role of Reps The Evolving Role of the Independent Rep Review • The Rep Job: No longer a job, but a business. • We face challenges in being scalable and sustainable. sustainable • There’s competition for our slot. • Define our niche, or have it defined for us. niche us • What’s ahead: Mergers, the end of commissions (?), things we can t conceive… can’t • Where to go for more information…
  • 49. Evolving Role of Reps The Evolving Role of the Independent Rep Resources • Verde PR’s Rep U. • Our PEMBAway content.
  • 50. Evolving Role of Reps Questions? Brad Werntz 608 250 2400 608-250-2400 brad@pembaserves.com www.pembaserves.com http://pembaway.pembaserves.com p p yp
  • 51. Evolving Role of Reps
  • 52. Evolving Role of Reps Join us for the next Outdoor University® Webinar The Art of Feng Shui in Specialty Retail Presented by: Beth Cochran, What’s Up PR Cochran What s Wednesday, September 8 2:00 - 3:00 p.m. (Mountain Time) pm
  • 53. Evolving Role of Reps Thank You Th k Y

×