Quote of the Day -- "The age of co-travel is Dead"

Comment by Troy Steinbach on October 26, 2010 at 3:01pm

It's virtually impossible to get co-travel as an independent rep, unless you've got a product that everyone wants to see. The major mfg reps get all the windshield time, and have an astounding take-your-retail-rep-to-lunch budget that Independents can't afford unless your lines are really rocking- and in this economy, that ain't happening. It really falls back on the manufacturer to step up and utilize good advertising and marketing to generate some industry buzz, and create some genuinely innovative products that will turn heads. No one wants to hear about a new alginate or another widget that costs too much.

Comment by David Goldshaw on October 28, 2010 at 11:04pm

I have the reverse problem, I have so many retail reps contacting me for travel time....I am squeezed!
I believe it has to do with your technical knowledge and 'word-on-the-street' about your reputation and success that you have given retail reps. They will take you out if (i) You have a product or service that they have been asked about (ii) A colleague of theirs told them about your success with other retail reps (iii) They heard about your reputation (iv) They have been asked to take you out by their branch manager.
Retail reps are very smart and want to utilize their time to their best advantage. A half day is sometimes better than none. The Manufacturers Rep/Independent Rep is fortunate to have this time and should complement the retail rep as they travel together without getting a visit delayed (unless they are selling loads for them) Being punctual and following up later with a summary from the day's travel and sales will go far. A nice thank you letter will go even further still!
See which retail rep makes special appointments for you or your product/service
It is not down to the "major manufacturers" that get all the gravy or any detail time they want.

Comment by Roger Abigt on October 29, 2010 at 8:52am

I totally disagree with this statement! If the retail rep has done a good job of "pre selling " his co-travel rep to qualified accounts and the co-travel rep is a good Rep. it can be a excellent day with wins for both salesmen and the customer. It takes work and cooperation from all three.

Comment by Troy Steinbach on October 29, 2010 at 11:18am

Perhaps the region has something to do with it, too. David, your territory is VERY different from mine, and you have considerably more time in the field to have developed the rapport. Even the more experienced IRs in my territory simply don't get the windshield time that often. I've been out a few times with good products that Drs have been talking about and had a fairly positive response. From those experiences, those reps have expressed a willingness to co-travel again. On the other hand, I was asked by a branch manager in another state (450 miles away) to detail with his reps for a week, and I spent the week at Chili's using their wi-fi or cold-calling- every rep had bailed out on me even with the branch manager telling the reps to get me in their cars.

Perhaps I don't have the years of experience under my belt to speak with any authority on this subject, but from where I sit, I have maybe 5 reps out of 130 that will co-travel. I've been told that the big players will get the time first, since they produce more in commission for the retail rep, and are pretty liberal with the spiffs.

The question remains- if you remove the detailing from your sales toolbox, what are you doing to get your retail reps to move the product?

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