My Services

• Let's review your current account list and compare it to your target list
• Let's work together to get you and your team in front of as many targets as possible
• Let's review any/all regional shows available in each territory and maximize your revenue potential
• Let's set very specific sales targets for each rep/territory
• Let's make sure your reps have every arrow in their quiver giving them the best chance to succeed
• Let's go win!

Here is where I spent much of my time with my reps. In planning alongside them, I was able to better understand their challenges and identify where I could help them. Regional trade shows are where buyers are making most of their buying decisions, begging for a strategy from you and your rep. Do you have the tools that allow your rep to both represent your brand well and maximize their chance for success? Love to share ideas with you here…

• Let's evaluate your team and work to have each rep be the best they can be…invest in them
• Let’s spend time and train them to be better:            

                    o Brand ambassadors and experts with your fabrics and styles

                    o Presenters of product – how to lay a line down

                    o Regional trade show specialists driving business

                    o At following up and getting the pre-book PO's

                    o Managing all their accounts from start to finish

                    o Earning tournament business

This is a part of the business where several companies fall short. They host maybe two sales meetings a year and get their reps in and out in a day or two. They spend very little time on the sales process…only product. Let me share some ideas for not only your sales meetings, but for the sales cycle that will help give the reps a renewed outlook on your products.

• How to best work w/ your customer service reps. Are your reps & CSR’s in sync? Are you sure?
• Regional trade show strategy – this one is huge! – One of the best revenue opportunities
• Do your reps have enough access to vital information so they can move forward?
• Presentation tips – Are your reps showing the line the way you would? When you're not around?
• Follow up, follow up, and then follow up again – How well are your reps really doing this?

For reference, I spent 10 years as a PGA Golf Professional, all those years as the buyer & merchandiser. From there, I went on the road as a rep and covered 5 ½ states for 6+ years. This led to management and a ton of sales & operational experience. I spent a lot of time on the above training points with teams I have managed and realized excellent results.

• Do you really know all the other lines your reps carry? Any potential conflicts?
• Do any of those lines pay, i.e. shows, samples, off price opportunities, higher commission rates?
• If your rep was given the green light to place an order with any of their brands, will it be yours?
• Have you given your reps enough time and energy to get them fired up to sell your brand?
• When was the last time you called a rep to thank them for a nice order they placed?
• So many more…

In the end it is all about revenue and market share. Good reps can be tricky to find and tough keep, but very necessary. I have lived this challenge and can speak from experiences. There are some adjustments to make that will absolutely help.

Is your 3PL shipping on time?

• Wholesale & eCommerce?
• What does the NDA say?
• Do you have an NDA in place?

Are they packing cartons correctly and to your liking?

• To your customers liking?

Do you have a custom carton & packing strategy?

• Have you wanted to create one?

How good and reliable is the data you get back from their warehouse management system?

• Do you have portal access and reporting abilities?

Are they electronic data interchange complaint?

• Are you?
• Will you need to be some day?
• Don’t wait too long to realize...

In my tenure in this business, I have managed four different 3PL solutions. While they are a great option to owning your own warehouse, they need to be managed carefully so costs do not get out of control, and service remains at a high level. I’d love to know what the % to your net revenue shipping is costing you…do you know? What is your target %?

• Is your ERP easy to use? How many people currently have access?
• Is the reporting coming out of your ERP solid and reliable? Are you satisfied with it?
• How often do you request changes/tweaks to fit your business rules? Costly rate - $175/hour?
• Are you happy with how the allocation rules work and are set up? Is it generating true inventory?
• Is your ERP scalable for future growth for your company or brand?

My journey through this industry had me managing 4 different ERP systems. I took more of a sales –friendly approach to how reports were generated & delivered, the allocation rules were structured, and business rules were set.

• Maybe you are at a point where you want to integrate with one? Which one? Why? Are you sure?
• Maybe you already have one but are not happy with the lack of response, service, and costs?
• If yes, are you keeping it current and taking advantage of all the features? Who's driving that?
• If yes, how many seat fees are you paying for? Are they being used? Are you sure?
• If yes, are you 100% satisfied with it?

Here is an area I have extensive experience. Choosing the right solution is critical. Making sure you are ready to integrate is of the utmost importance. And finally, having a key inside capable person to manage this is paramount. Love to help here.

Does the program meet your needs?

• How is the IT service?
• Costs?

Do you have the bandwidth…someone inside that manages this tool?

• Are they effective?
• Costs?

Do you feel the software is worth the spend?

• Are you getting a return on your investment?
• Let’s chat…

There are a few ways a company can handle this. A software tool is just one of them. Let's explore this area a bit further to determine if this is the best solution for you.

• How well trained are your CSR’s? Could they be better? Do the reps like them?
• Are they incentivized at all? Have you ever considered that?
• How often do you meet w/ them & review your company’s mission statement? Share successes?
• Do they attend trade shows? If no, maybe they should to build relationships w/ reps & accounts.
• Do they attend your sales meetings & see the new lines. Do they have samples in their office?
• How much training do they really get? How much continual training? Important...

Here is another area where I have considerable experience. This is such an important part of any business. I have some great concepts here that have worked well for several companies.