Sales Partners - Agents, Distributors, Licensing and Franchises

Written by Stuart Ayling

Continued from page 1

If you find that your products do not requirerepparttar intensity of support required by a business format franchise thenrepparttar 127360 other sales partner options may be more suitable.

From a simple commission-based arrangement with an industry sales agent (or broker) to a more formalised licensing deal that may offer exclusive territory and advertising support, there are opportunities to get your partners working for you to increase your overall sales. 

Don't Just Leave It To Your Partner... However, it's not simply a case of thinking, "Let's sign a deal and let them worry about gettingrepparttar 127361 sales". No matter which option you choose there will be ongoing communication and support required from you if you want your sales partner to getrepparttar 127362 best results.

And there are always potential pitfalls in any relationship. Remember,repparttar 127363 less committed your sales partner is to you,repparttar 127364 lower your products or services will appear on their priority list.  So here are a few things to keep an eye on if you want to stay on track for success:  * Agents - Stay in regular contact. Sell them on your products. Get them excited. Make sure your commission is competitive. Do you have an exclusive arrangement with them? Try to avoid agents who also represent competitive products, as they may have a conflict of interest.

* Distributors - Be aware of how your products fit with their ranging policies. Train their sales team. Help them to promote your products by way of co-operative advertising and sales incentives. Stay on top of any seasonal or dated stock. You don't want your distributor overstocked with old merchandise (because they will think twice before ordering current stock!).

* Licensees - Make sure your legal documentation is sound. Gain a thorough understanding of your licensees business so you know how your product/service is being used. Are they committed to you for a period of time, number of units, or value of sales? Limitrepparttar 127365 license to their specific use so you are free to deal with other licensees.   * Franchisees - Use a franchise consultant to help develop your package. Remember your selection of new franchisees will be of paramount importance - people makerepparttar 127366 business! Have procedures to measure customer service levels and operating standards (use random checks, mystery shoppers, contests etc). Gain co-operation and 'buy-in' from franchisees, rather than confrontation.

Sales Partners Online... It's no news to online businesses that they should use productive partnerships to increase their chance of success. For example: * An affiliate program can be compared to a sales agent. * Syndicating content can be compared to licensing (ofrepparttar 127367 information). * Patented code/software is commonly used under license.

Always do your sums and make sure your choice of sales partner presentsrepparttar 127368 best outcome for you. Look for commitment, synergy, innovation and growth potential in prospective partners - your future depends on it.

Stuart Ayling is an experienced freelance marketer. He has worked with businesses across many industries to develop intelligent, cost-effective sales and marketing solutions. You can reach Stuart at or online at

Show and Tell

Written by John Boe

Continued from page 1

Thanks to Bill’s training,repparttar company shattered its previous monthly record for safety glass sales! The owner was extremely pleased, but noticed Bill’s sales had also increased dramatically and that he continued to maintain his production lead overrepparttar 127359 rest ofrepparttar 127360 sales force. Surprised that Bill’s production was still significantly higher thanrepparttar 127361 rest ofrepparttar 127362 sales force; he asked Bill if he had discovered any new techniques. Bill replied that he had made a minor change to his presentation that really made a major difference in his sales effectiveness. “I still userepparttar 127363 hammer technique,” Bill said, “except now when I get torepparttar 127364 part where I demonstraterepparttar 127365 strength ofrepparttar 127366 glass, I handrepparttar 127367 hammer to my customer and let them hitrepparttar 127368 glass!”

By handingrepparttar 127369 hammer to his customer, Bill discoveredrepparttar 127370 secret of successful selling. He took his sales career torepparttar 127371 next level by finding a way to keep his customer actively involved during his presentation. Are you keeping your customers actively involved? If not, learn from Bill and discover a way to putrepparttar 127372 hammer in your customer’s hand!

John Boe, based in Monterey, CA, is recognized as one of the nation’s top sales trainers and motivational speakers. He helps companies recruit, train and motivate quality people. John is a leading authority on body language and temperament styles. To view his online Video Demo or to have John Boe speak at your next event, visit or call (831) 375-3668.

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