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How large of an area can a dealer rep effectively cover?
I will soon be hiring 2 or 3 reps in Illinois, to be calling on individual dental offices. I have a line of consumable and disposable products, that a motivated person could sell into other non-dental specialties as well. I understand that territory size, density, and population are all things that must be considered. I would like to make the areas as large as possible, so the reps can make a good living. But I would also want to make sure that each area is being completely covered. I think we are going to base each territory in a major population center, and allow the reps to travel as far out as they would like.
Knowing that there are many considerations, it seemed to make sense to come here to get the thoughts of the people who would know best. Any thoughts will be greatly valued and considered. I would like to thank you in advance for sharing your experience.
Replies to This Discussion
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Permalink Reply by Dental Sales Rep on -
Wow, that is a tough one Bill. I think it would really depend on the depth of your product line and what you and your company are trying to be. A Patterson, Benco, Schein, Burkhart that has almost everything a dentist could use may focus on just 150 offices and see them every 2 to 3 weeks. That is everything from cotton rolls to imaging equipment.
How about a bit more info. on your product line.
Bill
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Permalink Reply by Scott Mahnken on -
Bill,
It may not be the size of the territory that's the challenge - rather as the other reply mentioned, it's about the quality / price and demand for your product line. You also have to consider one other magical word "marketing". The big three have tremendous resources,
Therefore if you only offer a "portion" rather than a total solution; you might want to identify a few independent reps to help your cause. There are a few in IL that are very good!
Lastly, like most things, it might not be bad to bear most of the burden yourself. Consider adding a lead and sales generating CRM like Leadmaster and hire a telesales rep - one that you can coach and monitor. They will outperform any outside rep if properly coached.
Scott Mahnken
Edge Marketing
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Created by Dental Sales Rep May 14, 2008 at 7:30pm. Last updated by Dental Sales Rep Dec 9, 2010.
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