Results – EDGE Delivers!
Edge holds itself accountable to principals, end customers, boards of directors, and to ourselves. What does that mean? We take ownership of our territory and the sales process. We take responsibility for the successes as well as the mistakes.
- Our well-seasoned and proven Business Development team that leads the manufacturers’ representation industry. We are considered best in class in the telemetry manufacturers’ representation industry.
- The quality of our sales engineers and leadership team is vastly superior to our competition
- Our skills have been honed through both educational and formal employment activities.
- All employees have engineering backgrounds and advanced degrees.
- Unparalleled outside sales service to our principals and end customers.
- We have a passion as well as a demonstrated track record of leading critical technical and sales related projects to successful completion.
- Regular reporting on sales activity, clear communication of what is needed to win or lose a job.
- Unbiased market data so that you can make appropriate bid/no bid and pricing decisions.
- A database of more than 10,000 key contacts!
- Interactive promotion of your products on the web and in e-blasts.
What are some of the advantages of selling through manufacturers’ representatives?
- Sale of one product can “trigger” sales of other products. Multiple line selling creates a synergistic effect, with a broader, better defined customer base, and with more complete coverage, resulting in deeper market penetration and increased sales.
- Sales costs are known. Representatives are paid based on results.
- Provide manufacturers immediate access to a well-educated sales team highly invested in industry programs such as CPMR and CSR.
- Representatives have local acceptance. They are familiar in the sales territory and trusted by the customers. They are permanent residents of their community and not transferred from territory to territory, therefore they have a more vested interest in their products and customers than factory direct salespeople do.
- Provide quick response to customer problems due to representative agency location.
- Representatives provide the “high touch” balance through consultation on merchandising and product selection for the locale. Many buyers may also feel that it is easier to get in touch with the representative if he is local, should a problem arise.
- Provide local market continuity for the manufacturer and end user/customer with business and succession planning.
- Provide quick entry into the market because the relationship between manufacturers’ representatives and the buyer is often stronger than among company-employed salespeople because the representative knows not only those responsible for purchasing but also other decision-makers within the customer management team.
- Provide more complete coverage in specific geographic areas and market because of their familiarity with local preferences.
- Representatives are quick to identify where new products can be sold where a direct sales force, in contrast, may take months or years to acquire similar knowledge.
- Provide more objective evaluation and customer feedback of new products or ideas for improving existing products as they represent more than one line and do not work for the manufacturer.
- Provide information and knowledge to dealers and end users through product know-how, product training, field and test demonstrations and consultative selling.
- Provide market research that cannot be provided from a mass survey or book.
- Alert manufacturer to new trends specific to their territory that might affect their product.
Why do so many manufacturers use representatives?
The manufacturers’ representative system eliminates the manufacturer’s expenses in maintaining sales offices. From commissions, the representative maintains a staff and office operation. Representatives hire and train their own sales people. They pay their own taxes, insurance, retirement benefits, travel, entertainment, trade show and secretarial expenses. The system establishes predictable costs of selling. Commissions are paid only after orders are shipped. It reduces marketing costs. When they sell through representatives, manufacturers reap the benefits of extra services — all at no cost beyond the commissions — such as regional sales management and sales analysis, credit reporting, product detailing, application engineering, and promotion and merchandising. In addition, reps often provide local warehousing and stocking service, if required, at far lower cost.