Growth and Proit

Rep Group

Building a brand or creating awareness around a new concept is extremely difficult. Another fast and efficient way to build the brand around the electric boat industry is to have other rep groups promote the product. While this would require a change from the current sales strategy, there are many of the advantages to using a rep group that could benefit the electric boat industry as well as Carolina Electric Boats. Many of the advantages to using a sales rep group are directly related to cost. The manufacturer and agent agree in advance on a set commission, which remains the same for the life of the agreement in good times or bad. Knowing up front that your cost of sales is a fixed percentage of the unit price eliminates many planning and pricing headaches. These groups also help reduce administrative overhead. With an outside sales force, the constantly escalating costs of administrating sales payroll and furnishing various administrative services for sales employees is reduced significantly. Additionally, partnering with a rep agency will give you immediate access to the market place. The agency reps will be very familiar with the area and have a good number of prospects that they feel would be ready to consider your product line. This information is also helpful when forecasting sales for the upcoming quarter or year. It is estimated that the individual agent sells approximately 70% more than the average company salesman – partly due to his independent status and greater need to succeed.

Many of the rep groups that focus on the outdoor industry have trade shows specifically for rep dealers. These shows allow independent reps to find additional products to add to their portfolio, which many have found to compliment their existing items. Groups such as Eastern Outdoor Reps Association, Big Rock Sports Association and Ellett Brothers offer a rep and dealer network that would provide CEB an alternative outlet to reach interested parties. Big Rock...