Order takers or professional salespeople? That is the question manufacturers are asking about distribution in 2015. I speak at roughly 15 national sales meetings a year. Typically, I am tasked with presenting best practices in working with distribution. Almost every time someone asks me: “Do you really think reps sell anymore?”
Candidly, I’m tired of this question – and you should be too. While I do not think the question is being asked sarcastically, there is a genuine concern given consolidation at the provider level and the amount of pressure being put on distribution reps by uncontrolled forces.
My challenge to you as we head into a busy selling season is the following:
- Learn about a new product, or refresh on an existing one, once a month and pitch it to those target customers in your territory. (Two great places to learn about products are EOL and RepConnect’s 2-Minute Drills, both Repertoire products free to you)
- Read through this issue and learn about the physician office lab and the products that will help you make your plan for 2015.
- Recognize the manufacturers that support you and do a ride-along day with them over the next few months.
My tag line is “Dedicated to Distribution.” I firmly believe that distribution salespeople – the entire 6,000 plus of you – move amazing amounts of market share every day, week and month. You do this based off of your relationships upstream and downstream. And there are still plenty of manufacturer partners who believe in you too, as evidence by their presence at your national sales meetings, on ride-alongs and in the pages of this magazine. Help them gain the market share you control.
Thank you for selling and bringing solutions to our nation’s caregivers.
Dedicated to Distribution
R Scott Adams