A Presentation to Customer, INC. from (rep’s name here)

Why we’re here * We’re responding to your concern whether reps bring value * We know that this is a broad policy issue, not aimed at us personally * We appreciate our long-standing mutually beneficial relationship * Your concerns about value are understandable, but we think misplaced

What You Are Hoping to Achieve * Improved communications * Faster reaction time * Increased confidentiality and security * More “clout” and resources from vendors * Lower prices

The Realities * Improved communications ? Because of our multiple line capabilities, we reach wider and deeper into your organization than can a single-product salesperson. That allows us to bridge inter-departmental communications gaps here. Because we are territory-bound, our commitment to our customers motivates us to advocate more strongly for you than could a factory employee.

The Realities * Faster reaction time? * We can be here faster when you need us than can anyone not resident in your plant. * We are electronically linked to our plants, for immediate status reports and updates. * We can bring you appropriate new and unannounced technology for all your projects, not just the one’s where we’re already spec’ed in

The Realities * Increased confidentiality and security? * You are protected by the NDAs we sign, as well as by our track record * Were you to deal one-on-one with each of the product lines we bring you, how many more people would be “in the loop” on your new projects?

The realities * More clout and resources? * Because we are territory-bound and independent, our primary commitment is to our customers in the territory. We can go as high as necessary in our hierarchies with your clout. A company employee can’t go over his boss’s head. We can fight harder for what you need!

The realities * Lower prices? * Field sales activities – serving your account – have costs. Our principals save money by using representatives. * We are not middlemen nor channel intermediaries; we are factory sales people paid on a different basis. * We do not take possession, nor do we mark up costs

The realities * How do we save our principals money? * We don’t get paid until you buy * We take care of our own expenses, for offices, cars, travel, benefits, etc. * Our multiple lines let us spread costs, which permits investment in better technology * We don’t expect raises, promotions, transfers * Our staff is stable, motivated, better equipped

Today’s business trends underscore the rep advantage * Focus on core competencies * Growth of outsourcing, including sales * Convergence of technical and business factors * Vendor reduction - we are one vendor, bringing you many lines you now buy * Growing use of reps by major players * Sophistication of today’s rep firms

How your own trends support keeping reps in the picture * Your own commitment to outsourcing * Your own commitment to vendor reduction * Your need for in-depth, multi-level, inter-departmental coverage * Your need for strategic partnerships representing you to your vendors’ hierarchies

What you’ll lose if you don’t work with reps * Loss of penetration * Loss of high-level advocacy * The benefit of the system sale over the product sale * Earliest introduction of new ideas and approaches * Reps’ bridging intra-company politics

How squeezing out reps hurts everybody * Forces vendors to use second-best sales methods * Short-term price advantages create long-term losses * Limits choices by squeezing out small and start-up vendors * Stifles open competition and free enterprise

How we serve you * (use this slide to detail your relationship with the customer – how many people serve their account, how many of their people you call on, how long you’ve been working with them, how close your offices are to theirs, how often you see them, how many lines and products you bring them, etc.)

Why working with us is win-win-win * Products you like * Services you need * People who deliver * Our principals’ solution to cost-effectiveness * We are the VALUE proposition!

Customer Inc. and (Your name) * A long-standing mutually beneficial relationship * Let’s keep it that way!