Coat Hanger

It’s very easy to overlook the daily toil of, and contribution to a trade made by, an individual - particularly when they are just out there “doing their thing” on the high street.

Those early morning starts, late finishes, and multiple visits during the day can all too easily be abandoned, in favour of a faster, more distant and less personal approach to client service.

But if that is the case, then the role of the Sales Representative will have lost much of the added value that was its original purpose.

It was always focused on being LOCAL and absolutely about GROWING SALES; and importantly, it allowed retailers REGULAR ACCESS to a company contact who really understood their business.

Over the last few years, our servants on the road have seen their sales territories grow and their brand allocations increase, and the day-to-day focus of their roles has become more about how re-sellers serve and give brand experience than was ever traditionally the case.

Sadly, over recent months the unique skills and core value added by these sales campaigners have been replaced with apparently quicker distribution fixes, which have been judged more operationally prudent.

So how will new accounts be found now? How will display/promotional opportunities be identified? How will Head Offices come to appreciate specific local trading challenges?

My strongly-held view is that the case for promoting and campaigning to restore our wholesale sales teams is irrefutable. There are of course new avenues to explore and more day-to-day value to be gained from these ‘knights of the road’, but the formula for successfully delivering retail service in a mutually productive and enriching manner has already been proven.

With LOCAL shopping now more in vogue than ever before, why wouldn’t companies support and invest further in their SALES PROFESSIONALS?

I’d Bank(sy) on this being the way forward…