APSP Quarterly - Spring 2008 - (Page 24)

carrying competing product lines. However, manufacturers aligned with rep firms that carry complementary product lines get the added benefits of a shortened learning curve and the pre-established relationships of the firm. Is the firm technically savvy? Synergies can only exist with good communication between the reps in the field and the manufacturer. Clear communication at the strategic and tactical levels ensures that nothing falls through the cracks. Today’s rep firms are highly sophisticated, often getting orders to their principals in real time. Principals should select a firm that enhances the technical capacity of the manufacturer. expenses, and no payroll tax issues. Because reps see the same customers for a variety of products, they can serve as an early-warning system for customer complaints. They are also more likely to deliver honest feedback to manufactures because they are only interested in making sales, not in organizational politics or game playing. How Dealers Win Dealers value the specialized training on products that reps provide, and because of the variety of product lines each fi rm carries, reps are great at environmental scanning – dealers use reps to spot trends and share best practices. Many reps also design special training for dealer employees to help them sell products. Dealers appreciate the efficiency and convenience of having one contact for a variety of related products. Because reps often have close relationships with dealers, they are often viewed as valued business counsel. “Dealers value the straight talk they get from our reps,” says Tim Dougherty, chairman of the APSP Manufacturers’ Agent Council. “We can offer a much more objective analysis of products How Manufacturers Win There are many benefits to an outsourced sales approach including consistent and predictable sales costs that go up and down with sales. In a highly seasonal business like the pool and spa industry, this strategy presents manufacturers with a fi xed cost of sales. Human resource costs diminish because firms tend to hold on to reps for long periods of time, so there are reduced turnover rates, fewer training because we’re not tied to a single manufacturers’ product line. We can help determine what specific mix of products work best for each dealer.” While the gunslingers of the silver screen could alter a town’s future in just a few hours, outsourcing field sales professionals should never be seen as a quick fix. It’s important to remember that outsourcing is only one of the possible solutions. “The decision to implement a rep program is not always black and white,” explains Gene Fields. “Manufacturers and rep firms can often find ways to augment sales strategies that need a boost.” The key to a successful outsourced field sales program is open lines of communication and clear expectations. The gunslingers you bring in can make an immediate positive impact, but the true measure of success is how the long-term relationship works. The best westerns are often the ones where the hero and the townspeople ride into the sunset together. If you would like more information about the advantages of selling through affiliations with manufacturers’ representatives, please contact the APSP Manufacturers’ Agents Council by visiting www.apsp.org. A Q Sweet and Healthy This year will be healthy and sweet for your customers and your bank account thanks to a new array of breakthrough products from Splash. ■ Dolce Vita, the designer look in our most versatile pool ever, can be in-ground, above-ground or anwhere in between. ■ The all new SuperStream exercise pool provides a resistance current for long distance swimming, low-impact cardio workouts, and aqua fitness in your customer’s backyard. And, of course, our vast variety of SuperPools, the original soft-sided pool. 3912 E. Progress • North Little Rock, AR 72114 800-92-SPLASH • www.splashpools.com 24366153_SplashSuperPools.indd 1 | AQ A P S P Q UA R T E R LY 1/24/08 10:46:46 PM http://www.apsp.org http://www.splashpools.com

Table of Contents Feed for the Digital Edition of APSP Quarterly - Spring 2008

APSP Quarterly - Spring 2008 Contents President's Message Chairman's Message International Awards of Excellence Spotlight Quality and Innovation If You're Still in the Pool Business, You're Leaving Money on the Table Gunslingers for Sale-s Can Pool Builders Hedge a Tough Year With... Hedges? Creating a Shared Vision: An Interview with PoolCorp CEO Manny Perez de la Mesa Grow Boating Initiative Helps Industry Imagine a Better Tomorrow First Ever CBP of the Year Award Presented at Inaugural CBP Recognition Dinner Safety Department News & Resources Advertiser's Index

APSP Quarterly - Spring 2008

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