New Independent Rep is on board
July 5th, 2010
Holy wow. Kudos to me for pushing enough to get a new rep on board in the last week. In the middle of what still feels like the busiest week of my life, we managed to get her all the materials and samples she needs to be fully prepared for her appointments tomorrow.
I have not done this right in the past, and I’ve paid for it (in wasted time and money). This time, the key piece I was able to provide was a detailed document about selling our line. It covers everything from company details and philosophy to product descriptions, selling points, tips for the in-store appointment. I’ve pounded the pavement, so I know the kinds of questions that sales reps get asked.
This particular rep contacted us just a week ago. There are a lot of good signs about this rep that encourage me to get, and keep, her on board:
Enthusiasm for our products and her job
She loves the line! She sounds excited about our products and her job. I can hear it in her voice. I can tell she truly loves her job because she is action-oriented beyond any of our previous trial reps. She was looking for the perfect organics collection and she feels ours is it – that means she will show it to her buyers with enthusiasm.
Established Rep w/ similar but non-competitive products
This rep has a number of accounts and she currently carries gift lines and a few other baby lines that are not the same (ie: stuffed animals). She is established enough to understand the importance of getting in to see her buyers before they head off to the trade shows. She has appointments lined up for every day this week and she has already primed them to be excited to see the Baby Fabulous collection.
Open communication
She answers her phone and she calls me immediately, without hesitation, when she has questions. You might think this is basic, but just wait until you’ve worked with the wrong reps, you’d be amazed how hard people can be to get a hold of when they don’t want to have a conversation.
On my end, I know I’ve let my reps down in the past too, by being too busy to give them the support when they need it – not just when they ask for it. This means I have to be committed to keeping my end of the bargain. Keep them supplied with the right amount of samples and marketing materials, keep new designs coming their way, and make sure that someone is always available to answer their questions, when they have them. Most importantly, I swear we’ll keep her clients happy. It’s one thing to say it, another to do it, I can promise as much as I want, I have to show it. She will help us grow if we are there for her. I know this with absolute certainty.
Entry Filed under: Sales & Marketing
5 Comments Add your own
1. Jessie Virdi&hellip | July 14th, 2010 at 6:40 pm
SO i have a lot of questions for you. I think this is a great blog and very useful. Is there any way I can ask you some specific questions? I am starting a children’s line myself and i am a bit lost. HELP!
2. Lil Lollipops Designs&hellip | July 28th, 2010 at 10:10 pm
Oh I am so glad I found this blog!!!! I do not have a boutique…as of yet, but I am learning a lot of things on this blog of what may be in my future. For now, I have a clothing line that I design and make. So because I make them…not many are made of each design which makes the outfits unique, but obviously not mass producing either. Must be so nice to have people under you now. WHEW!!! I am sure you can breathe a bit better now.
3. Mari' Vasel&hellip | August 8th, 2010 at 1:15 pm
Hi there,
I had it on my to do list to read all of your blogs that I’ve let pile up. I’ve been a clothing designer for 15 years & finally quit my job to start my own line this past March. While I feel like I have a lot of knowledge from being in the industry, I also tend to feel quite lost, quite often. Thus far, I’ve been lucky to be approached by people (and not had to go out selling), but I think that to really grow, that is my next step.
Thank-you for sharing your experiences! I don’t know how you find the time to raise your kids, run your business & blog, but I admire you! It sounds like you’re serving as an inspiration to many people out here.
Mari’
all things bean
4. eve&hellip | August 17th, 2010 at 12:21 am
Hello,
I have a question regarding hiring a sales rep. We have been in manufacturing high end women’s shoes for over 12years locally from LA. Due to economy down fall we have been loosing lots of orders so in order to keep our employees we have come up with a new Baby Shoe line that is made here in US and it’s made by using the finest material. Our shoes are excellent for high end children’s boutiques and stores such as Nordstrom’s, NM, Saks. is just I need help in getting a good sales rep. Any recommendation. I would greatly appreciate your response.
5. Melissa&hellip | August 23rd, 2010 at 10:33 pm
Anyone have any information on the CPSIA testing requirements. I have a TINY line that I am starting. I have a small run of merchandise that I would love to get out into a few shops here in town, but I am not familiar with the testing that needs to be done before I can market these clothes, along with what a tag needs to say. Any help would be greatly appreciated.
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