MarketTime has hit the trifecta in building a B2B wholesale software that connects and nurtures the relationship between suppliers and retailers via salespeople. Other digital platforms have erased the middleman but what they have failed to recognize is just how valuable a sales representative relationship is to the brands looking to sell wholesale on their digital B2B eCommerce platform.
A good salesperson is the conduit of success for brands and retailers. As a small business brand, there are many parts to the puzzle that a salesperson provides in addition to invaluable information they share with no hefty upfront cost or monthly salary. One of the most critical steps to take toward success as a business is to hire the right people for the job. A salesperson helps write wholesale orders using a B2B order writing app, retain re-order rates, and sell your products to retailers by getting in front of them via tradeshows, markets, on-the-road, and digital outreach. In addition, they also provide crucial feedback directly from retailers and consumers. They often go above and beyond to ensure that brands and retailers have a seamless transaction, follow up to ensure that both are satisfied with every purchase, and provide new product recommendations to established retailers that best fit your niche or market. This is the Human Factor you just can’t get from AI or algorithms on any other Wholesale eCommerce platform. It would take a lot of time and effort to connect individually with each buyer, time that should be spent focusing on creating, producing, and growing.
A salesperson that utilizes MarketTime’s B2B eCommerce platform shared this thought about what a salesperson can do for you and your business:
“I am a sales rep and have grown my company since 1987 by working for both the retailer and the vendor. We work hard promoting the vendor and opening accounts. We let retailers know about new items, trade shows the vendor will be at, specials, price changes, and booking deadlines. If the vendor needs help with past-due invoices we contact the retailers. We offer customer service to both. I work closely with my vendors on product and design development. For retailers, we offer a large showroom as well as travel the state within store meetings and tidying up displays, and taking inventory of racks. We book appointments all year long with retailers for shows, the showroom, and in their stores. We email out everything they need to know about shows, sales, deadlines, and new products. It is a full-time job and overtime to do this right. If the retailers are happy and the vendor is happy we are successful.”
-Terri Davenport Principal of Tweedie & Storter Marketing
Here are 3 ways brands can take advantage of working with an experienced Sales Rep. Both your success and your salespersons’ success depend on the relationship they have with suppliers and retailers. It behooves them to establish a good report on both sides of the equation. This isn’t a full-time position that you have to account for financially every pay period, sales reps are paid commission on sales that they procure. Meaning you only pay when they make a sale. There is an incentive for them to sell, unlike in-house employees on salary who may not be as eager or have as much motivation.
Data Feedback + Receptivity
MarketTime user Jill Manzara, Jilzarah shares that there is crucial feedback that she receives from her sales reps that she wouldn’t have access to otherwise. Manzara can get direction on what works from her buyers. Her salespeople can process and organize real-time data to help guide her next production season as a business.
It's essential to keep your reps in mind during your planning phase. Consider reaching out to your best reps and asking what they have gathered and heard from retailers and their consumers. This is data your reps would love to share with you. The more they sell, the more both of you make. Your business's success is their bottom line. Being open, receptive, and adaptable to constructive input, is market research that is readily available to you at no cost. You have someone on your team, boots on the ground ready to collect and share, so take advantage of it.
A Sales Rep using MarketTime shared:
“One of our vendors is very good about incorporating designs for our territory based on design input we give thru surveys or conference calls or simply images”.
Ask your reps about how and what information they collect throughout the year on behalf of their brands and suppliers. As a fashion designer, I have found that some of my best-selling pieces, were pieces my reps had input on when discussing what buyers were looking for. My sales reps gave feedback on what they were hearing from consumers by way of the retailers. I had to be open to adjusting styles and dropping or adding color selections. This feedback led to some of our best-sellers of the season. Leave room for growth in your business model. Expansion often means being open and receptive to feedback from those that know your product best.
Retailer Relations
On average, MarketTime research found that brands saw a 71% reorder rate when working with a salesperson compared to only 35% when not working with a salesperson. Online marketplaces are important and great for growth but shouldn't be used as a stand-alone resource. Your salesperson is the liaison between you and your new and existing customers. They help with writing and relaying wholesale orders, maintaining brand and retailer relationships, and are your direct line with new or established retailers. Think of them as an extension of your wholesale communications team. Your salesperson is working for you on the road at markets and via phone and e-mail. On average they represent 20-60 brands and reach 100-300 customers each. 82% of salespeople surveyed found direct contact as the best means of retaining reorders from a customer. Know you have access to a brand extension and representative to work and nurture client relationships. Get creative and find innovative ways to utilize this branch of your business to stand out from the competition, ask your rep for feedback on your vendor relations process. How could it be better or how can you prepare to grow and expand? They are working with brands at all levels and can provide reliable information that can be extremely useful for brands looking to establish good relational roots and recognition.
New Inventory Promotion
There is just nothing else like physically getting in front of your buyers. Your regional salesperson is going to know local destinations and demographics by heart. They have a good read on each retailer and city/neighborhood and can better assist both you and the retailer in the buying process. This is crucial in the re-order and new inventory lead arena. Their word of mouth holds weight and financial value that turns new orders into re-orders so that when you bring new inventory or product into the market, they can quickly assess and recommend exactly where and to who that product needs to get to. The more they know about your brand and your new products the better. Keeping them up to date and providing the best product collateral will positively impact your position in the marketplace. Make sure to update your salesperson regularly about any buying incentives or specials and new inventory. They are regularly checking in and making order recommendations for retailers, so why not be front and center on those calls and suggestions?
Finding the Right Software to Grow Your Business
If you are a brand or a supplier looking to grow your business, schedule your demo with MarketTime today! Learn more about how the MarketTime B2B omnichannel commerce platform can help you grow with tools and real-time data for your sales representatives to get your product in front of the right buyers.
