Is Co-travel dead?

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Permalink Reply by Troy Steinbach on July 2, 2009 at 11:58am

For the most part, you can't get co-travel time unless there is a demand in the market for in-office demonstrations. I have a week of co-travel coming up this month in New Mexico, but only because I have a new product that doctors and hygienists want to test-drive. The technology of this equipment is new, and dealer reps no longer have the time or capacity for learning this information, so it's just easier to bring me along and sell it to the end user for them. This week of co-travel represents the first opportunity to do so in a couple of years.

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Permalink Reply by Mark Haas on July 2, 2009 at 10:03pm

When I read "this question has been nagging us for a while" I thought, yeah for the last 21 years of my manufacturers experiance !

There are MANY factors to co-travel, getting it and having a good reputation for it.ON BOTH SIDES, retail/wholesale. I'll let others elaborate on things like "showing up on time" or "being able to close".

Too many manufacturers consider the sale, sales numbers due to managers that "push numbers'.! Consider the retail rep! Knowing that "not all of your products" are winners, understanding that "not everyone can support everyone" and that "Your Army of retail reps" can sell XXX times the amount you could in a day/week/year.

For a retail rep, trading dollars, SLOWING down or risking returns. problems or lack of support after the sale- it is a crap shoot. A proper relationship with a retail rep will allow you both the time and attention to your product and to your time when needed. That being said I'm going to guess that the NUMBER ONE thing a retail rep needs from a wholesale rep is (and it isn't info, samples. or closing).............
LOYALITY

This isn't just "not sharing infomation", this is working your territory so that one retail rep isn't doing all the education only to have a competitor get the close -due to next times detail cycle !! It also means, giving everyone the same support, info and "head start" for a new product or when new to our industry. How many (now seasoned) retail reps remember when they couldn't get detail time when new-AND NEEDED IT ! (could be a little payback for some)

Mark Haas
P.S. Troy - let me guess "you are doing the Hobbs, Roswell, Artesia, route "!! I said this has been bothering me for 20 years ! (Ask Randy and Rick) While you are there say hello to Dr. Greenhaw & Dr.McCormmic-tell em Mark from Premier said hello !

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Permalink Reply by Troy Steinbach on July 2, 2009 at 10:46pm

Mark- Don't forget Las Cruces and El Paso! Hooray!

I can empathize with the dealer reps for the most part- having a thousand things to remember, quotas to reach, more work to do and less time to do it in... We're all feeling the corporate crunch as the economy has been winding down over the last couple of years, and especially now. As a manufacturer's rep, it's frustrating that the only way to get past that Doctor's receptionist is with a dealer rep so that you can get a face-to-face with your end user. God knows, they won't come to your booth at the conventions unless you're handing out CE credits... But I agree with Mark, this business is still relationship driven. Establish a good rapport with a rep and you'll have a mutually beneficial outcome. Be loyal to your reps and they (hopefully) will return the favor. I just wish more reps were willing to travel with the Independents. After all, we're the guys who care because we own our business, we're not just punching the clock for some clown within the corporation.

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Permalink Reply by Pam Mertz on July 13, 2009 at 9:24am

I agree with Mark that relationships and loyalty are the keys to our success as manufacturer's reps. The term co-travel should be redefined and doesn't necessarily mean an 8 hour ride in the car with the retail rep. Education of the retail rep is the first step and can lead to qualified referrals and sales.Respecting their time and providing them with the valuable education and tools to close sales is what is needed and valued from the manufacturer rep..

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Permalink Reply by Dental Sales Rep on July 3, 2009 at 6:25am

The Trimira OCS3000 will get you some windshield time with retail reps.

BTW, nice job on your website.

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Permalink Reply by Troy Steinbach on July 3, 2009 at 11:24am

Not as much windshield time as I would like, but you take what you can get, right?
-and thank you!
The article on independent reps in the June issue of Proofs Magazine articulates the need for dealer management and retail rep support. Co-travel is certainly a big part of that. Proofs article

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Permalink Reply by Mark Haas on July 6, 2009 at 9:30pm

It does and I must say, "I looked at over 10 independents name's from around the country that (while I didn't compeat with ) had the honor and pleasure to know and work with !"

That stuck me that the independent reps must harbor similar relationship qualities.

Mark
P.S. I also was impressed with your website! Is Randy your father?

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Permalink Reply by Troy Steinbach on July 6, 2009 at 10:13pm

Yes- He finally convinced me to get into the dental industry. I'm hard pressed to find someone who hasn't heard of (or worked with) him, and proud to be following in his footsteps.

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Permalink Reply by Roy Martin on July 10, 2009 at 12:37pm

Well, let me be rather simplistic on this. Co-travel and face-time with the dentist can be re-gained (more on that in a minute) by making it worth their time to see you (both the retail rep and the dentist). Educate the retail reps between calls instead of 100% discussions about non-dental stuff. Selling doesn't stop when you get back in the car! Make yourself valuable to the rep. For example, Jack Clark, an independent in the Carolinas, co-travels virtually 5 days a week. Why? He's knows his stuff and isn't afraid to spread the knowledge. The dentists like him and will take time to see him because he knows what's he's talking about and doesn't BS anybody and they know it. They actually look forward to his visits most of the time.

I said "re-gaining" earlier because I'm old enough to remember the "glory" days of co-travel. A week in the car with the same retail rep covering the boonies of Western Oklahoma and Texas. The relationships that everyone talks about was established on trips like this. These relationships have been damaged or lost due mostly to 90-day wonders that can only recite the company line on a product that the customer can read for themselves in the literature. What "value" is that? The dentist is looking for confidence and proficiency in demonstrating a product and more than just handing out a piece of literature. If you show it (well!), they will buy! Just my humble opinion.

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Permalink Reply by Troy Steinbach on July 10, 2009 at 12:46pm

Amen!

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Permalink Reply by Zack Branch on July 11, 2009 at 7:13pm

Hallelujah!

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Permalink Reply by Paul S. Infante on August 4, 2009 at 9:05pm

I have been fortunate to have worked both sides, for years as a Manufacturers Rep and now as a Dealer Rep.
I value highly the manufacturer reps that take the time to value me. I always look forward to manufacturer co-travel because it increases exponentially my value to the dental office.

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