A Presentation toA Presentation toCustomer, INC.Customer, INC.

from (rep’s name here)from (rep’s name here)

Why we’re hereWhy we’re here

We’re responding to your concern We’re responding to your concern whether reps bring valuewhether reps bring value

We know that this is a broad policy We know that this is a broad policy issue, not aimed at us personallyissue, not aimed at us personally

We appreciate our long-standing We appreciate our long-standing mutually beneficial relationshipmutually beneficial relationship

Your concerns about value are Your concerns about value are understandable, but we think misplacedunderstandable, but we think misplaced

What You Are Hoping What You Are Hoping to Achieveto Achieve

Improved communicationsImproved communications

Faster reaction timeFaster reaction time

Increased confidentiality and securityIncreased confidentiality and security

More “clout” and resources from vendorsMore “clout” and resources from vendors

Lower pricesLower prices

The RealitiesThe Realities

Improved communicationsImproved communications?? Because Because of our multiple line capabilities, we reach of our multiple line capabilities, we reach wider and deeper into your organization than wider and deeper into your organization than can a single-product salesperson. That allows can a single-product salesperson. That allows us to bridge inter-departmental us to bridge inter-departmental communications gaps here. Because we are communications gaps here. Because we are territory-bound, our commitment to our territory-bound, our commitment to our customers motivates us to advocate more customers motivates us to advocate more strongly for you than could a factory strongly for you than could a factory employee.employee.

The RealitiesThe Realities

Faster reaction time?Faster reaction time? We can be here faster when you need us than We can be here faster when you need us than

can anyone not resident in your plant.can anyone not resident in your plant. We are electronically linked to our plants, for We are electronically linked to our plants, for

immediate status reports and updates.immediate status reports and updates. We can bring you appropriate new and We can bring you appropriate new and

unannounced technology for all your projects, unannounced technology for all your projects, not just the one’s where we’re already spec’ed not just the one’s where we’re already spec’ed inin

The RealitiesThe Realities

Increased confidentiality and Increased confidentiality and security?security?

You are protected by the NDAs we sign, as well You are protected by the NDAs we sign, as well as by our track recordas by our track record

Were you to deal one-on-one with each of the Were you to deal one-on-one with each of the product lines we bring you, how many more product lines we bring you, how many more people would be “in the loop” on your new people would be “in the loop” on your new projects?projects?

The realitiesThe realities

More clout and resources?More clout and resources? Because we are territory-bound and Because we are territory-bound and

independent, our primary commitment is to independent, our primary commitment is to our customers in the territory. We can go as our customers in the territory. We can go as high as necessary in our hierarchies with your high as necessary in our hierarchies with your clout. A company employee can’t go over his clout. A company employee can’t go over his boss’s head. We can fight harder for what you boss’s head. We can fight harder for what you need!need!

The realitiesThe realities

Lower prices?Lower prices? Field sales activities – serving your Field sales activities – serving your

account – have costs. Our principals account – have costs. Our principals save money by using representatives. save money by using representatives.

We are not middlemen nor channel We are not middlemen nor channel intermediaries; we are factory sales intermediaries; we are factory sales people paid on a different basis. people paid on a different basis.

We do not take possession, nor do we We do not take possession, nor do we mark up costs mark up costs

The realitiesThe realities

How do we save our principals money?How do we save our principals money?

We don’t get paid until you buyWe don’t get paid until you buy

We take care of our own expenses, for offices, We take care of our own expenses, for offices, cars, travel, benefits, etc.cars, travel, benefits, etc.

Our multiple lines let us spread costs, which Our multiple lines let us spread costs, which permits investment in better technologypermits investment in better technology

We don’t expect raises, promotions, transfersWe don’t expect raises, promotions, transfers

Our staff is stable, motivated, better equippedOur staff is stable, motivated, better equipped

Today’s business trends Today’s business trends underscore underscore

the rep advantagethe rep advantage Focus on core competenciesFocus on core competencies Growth of outsourcing, including salesGrowth of outsourcing, including sales

Convergence of technical and business factorsConvergence of technical and business factors

Vendor reduction - we are one vendor, Vendor reduction - we are one vendor, bringing you many lines you now buybringing you many lines you now buy

Growing use of reps by major playersGrowing use of reps by major players

Sophistication of today’s rep firmsSophistication of today’s rep firms

How your own trends support How your own trends support keeping repskeeping repsin the picturein the picture

Your own commitment to outsourcingYour own commitment to outsourcing

Your own commitment to vendor reductionYour own commitment to vendor reduction

Your need for in-depth, multi-level, Your need for in-depth, multi-level, inter-departmental coverage inter-departmental coverage

Your need for strategic partnerships Your need for strategic partnerships representing you to your vendors’ hierarchiesrepresenting you to your vendors’ hierarchies

What you’ll lose if you don’t What you’ll lose if you don’t work with repswork with reps

Loss of penetrationLoss of penetration Loss of high-level advocacyLoss of high-level advocacy The benefit of the system sale over the The benefit of the system sale over the

product saleproduct sale Earliest introduction of new ideas and Earliest introduction of new ideas and

approachesapproaches Reps’ bridging intra-company politicsReps’ bridging intra-company politics

How squeezing out reps hurts How squeezing out reps hurts everybodyeverybody

Forces vendors to use second-best sales methodsForces vendors to use second-best sales methods

Short-term price advantages create long-term lossesShort-term price advantages create long-term losses

Limits choices by squeezing out small Limits choices by squeezing out small and start-up vendorsand start-up vendors

Stifles open competition and free enterpriseStifles open competition and free enterprise

How we serve youHow we serve you

(use this slide to detail your relationship (use this slide to detail your relationship with the customer – how many people with the customer – how many people serve their account, how many of their serve their account, how many of their people you call on, how long you’ve people you call on, how long you’ve been working with them, how close your been working with them, how close your offices are to theirs, how often you see offices are to theirs, how often you see them, how many lines and products you them, how many lines and products you bring them, etc.)bring them, etc.)

Why working with us is Why working with us is win-win-winwin-win-win

Products you likeProducts you like Services you needServices you need People who deliverPeople who deliver Our principals’ solution to cost-Our principals’ solution to cost-

effectivenesseffectiveness

We are the VALUE proposition!We are the VALUE proposition!

Customer Inc. andCustomer Inc. and (Your name) (Your name)

A long-standing mutually beneficial A long-standing mutually beneficial relationshiprelationship

Let’s keep it that way!Let’s keep it that way!