Using reps to stay focused and fresh

from Toy Times February 2023

B.I.G.G. Time in 2023

Using Reps

to Stay Focused and Fresh

By Allison White, Sugar B Sales

Hooray! We made it through the fourth quarter frenzy and are setting sights on what’s new for 2023. While some reps, retailers, and manufacturers are already deep into show season, there’s still many others who haven’t traveled, or are utilizing their reps and other resources to work remotely. In this new era of Zoom meetings, digital assets, and everevolving B2Bs, it’s important to maintain your focus on core lines, keeping your store feeling fresh for returning customers, and truly taking advantage of the best information resources: your sales reps! While retailers were busy with holiday sales, reps were having vendor meetings and gathering all the info to be ready for the new year kick-off in January. They’ve updated their dropboxes and Google drives, compiled lists of specials, and they maybe even have some hot new samples to show off in person! Your sales reps are an invaluable resource when it comes to learning what’s new for your core lines. They can share best seller lists, let you know what’s discontinued, and what the best deal is when placing an order.

Also, if a rep has multiple core lines, they can work with you to set an agenda for the appointment. With everyone seemingly short on time, setting a meeting agenda and sticking to it, or just setting a time limit to get things done, can be a game changer. All those things help both the reps and retailers stay focused, with no time wasted.

Reps can help retailers keep their stores feeling fresh, too. They’re happy to recommend new displays and demos, or better ways to merchandise products or lines. Also, reps can let retailers know when it’s time to move something to the clearance shelf or sidewalk sale bin. Both reps and vendors want retailers to be successful with their products, but if an item is still on the shelf during a rep’s third or fourth visit to the store, it’s time for the bargain bin.

Another great way to utilize your sales reps is to have them visit the store for staff training on your core lines. Good sales reps know the ins and outs of their lines, and can share talking points, product knowledge, and do game or activity demonstrations.

For stores that have returning customers, having a knowledgeable staff that can provide a great customer experience is a huge asset. Reps also like to work with staff members, because they’re the sellers! If your employees have training on products or lines, they gain confidence with them, and they’ll be more likely to recommend those items to customers. However, if you’re still short staffed and can’t make time to schedule a training in person, ask your rep if they have any training videos to share. More reps and manufacturers are creating video content that is available on their websites or in their digital assets, which allows employees to view them anytime.

As we head into this year trying to find the balance between inflation and supply shock, it’s important to maintain a focus on core lines and best sellers, while utilizing information readily available from your sales reps. Remember that your reps are there to help, and our inboxes are open 24/7.