DCI Professional Consulting is
proud to announce
"Working With Reps #101"
What industry professionals are saying about this video:
"First and foremost is that this was the most productive 2 hours of training on how to
properly understand and use Manufacturer Representatives, that I have ever observed."
Joe O’Connell,
President
"I highly recommend that every member of CMA make use of this as the heart of their
efforts in building and sustaining a rep based sales force."
Carl Mathis, President, Power Sales Company
"You have really nailed the issues that need to be addressed by manufacturers using
Independent Manufacturers Representatives."
Carroll Hollingsworth (President of CMA), DH Marketing
This 85 minute video program provides the information to get an effective rep
program underway. Existing rep programs can also benefit from the communication of proven
ideas. According to Steve Lemons, the author of this video, "This video puts together the
ideas and methods that I learned in the 70's with a direct sales force, in the 80's
using industry reps, and the 90's as an industry rep. These varied experiences
provided the knotholes to know what caused the splinters and what made for success."
An effective rep program using independent manufacturer's representatives can be a powerful
method to achieve sales goals. And, with a cost basis that follows the ultimate merit system
where commission dollars track the sales figures. Knowing how to properly organize the program
through proven methods will save hundreds of valuable hours. The best way to make a successful
rep program is to make it successful from the beginning. Often times the learning curve causes
such frustrations that the focus of the program is diverted from the initial goals to managing the
frustrations themselves. This video program is designed to shorten the learning curve and keep
the program on track from the first step.
This fast paced program can be used over and over again to train new personnel that are responsible
for interface to the rep program. Get on board today and gain a head start on the competition.
Content Overview
| Rep Program Basics | LMR Territories | |
| Direct Sales Force vs. Reps | Boundaries and Zip Codes | |
| What is an Independent Rep | ||
| Rep Qualifications | Accounting - The Math | |
| Pick the Right Rep | The Real Motivator | |
| Know the Territories | Commission Rates | |
| Flow of Communications | Pioneer Lines | |
| Rep Value in the Big Deal | What's It Going to Cost | |
| The Team Concept | Rep's Expenses | |
| Rep Management | Commissions | |
| Rep Contracts | Payment @Invoice or Payment | |
| Rep Reports | Exclusive Territories | |
| Program Evaluation | House Accounts | |
| Rep Evaluations | Distributor Programs | |
| Goals | POS Reports | |
| Quotas | ||
| Forecasts | Marketing the Program | |
| Customer Credit Issues | Websites | |
| Traveling with Reps | Direct Mailings | |
| Trade Shows | ||
| Logistics | ||
| Prospect Leads | Rep Training | |
| Rep Samples | The Presentation | |
| What to Train |
| Getting the Program Underway | Wrap-Up | |
| Rep Starter Kit | Orders or Information | |
| Canned Sales Presentations | Make It Work |
Order from our Secure Server via Credit Card
or
Give us a call today to order this informative product!
Ph: 618-842-9662
Part Numbers:
REPS101-DVD DVD Discs(2) $249*
REPS101-INS Instructor CD** $ 99*
*FREE Shipping via US Priority Mail to US addresses.
** The Instructor CD (REPS101-INS) is only available with accompanying orders for the DVD.
Included on the REPS101-INS Instructor CD:
Document with typical LMR Territory Zip Codes
Document with Rep Evaluation Form
Companion PowerPoint Presentation
Document with Narration Script from video
Testimonials
1-31-04
"After viewing the DVD on Reps 101, created by DCI Professional Consulting, I have several comments and
observations First and foremost is that this was the most productive 2 hours of training on how to properly
understand and use Manufacturer Representatives, that I have ever observed. We have attended ERA Rep
training, as well as, a number of seminars held at the annual Communications Marketing Conference, that
did not equal this effort by DCI. We have been using Manufacturers Reps now for the third time.
This training recharged our focus, better directed our energy on what makes a rep “tick.” The demographic
information was very useful. A realistic set of goals for each region is critical to the proper motivation of the
rep. organization and Reps 101 helps focus that effort. The whole DVD series moves quickly, and is powerfully
directed and worth the time and energy spent. If you are a manufacturer, using reps or thinking about it, this is a must have tool!"
Joe O’Connell,
President
Scientific
Dimensions, Inc
2-9-04
"This video provides the information that every manufacturer needs to develop a professional rep program.
For manufacturers that already have a rep organization in place, the program provides insights that get right to the point.
Most manufacturers start a rep program with the same mistakes and same shortcomings and this video addresses the
topics that save months of stumbling. The step-by-step approach to the material makes it easy to follow. I highly
recommend that every member of CMA make use of this as the heart of their efforts in building and sustaining a rep based sales force."
Carl Mathis, President
Power Sales Company
3-18-04
"You have really nailed the issues that need to be addressed by manufacturers using Independent Manufacturers Representatives.
As a Certified Professional Manufacturers Representative (CPMR) who is a graduate of the MRERF program I was very impressed
with your training program. Imagine how more effective manufacturers could be in our industry if they were better skilled in working
with their independent representatives."
Carroll Hollingsworth (President of CMA)
DH Marketing
Manufacturers Representative
