ADVANTAGES:
Long Term Customer Relationships: Manufacturers’ Reps don’t get promoted or transferred. Limited turnover
facilitates long term relationships with key decision makers at your
important customers.
To insure we meet the expectations of our principals and customers, YPE maintains a team of highly experienced experts drawn from the industries we serve. YPE's staff has been dedicated to an active approach which keeps our company in front of our customers.
Solutions and hands-on attention as well as acountability make YPE the first call made by our customers and the manufacturers we represent.
Access to Critical Information: Because of the long term customer relationships reps have, they have
access to critical information than can make the difference between
success and failure. The customer may also be more open with a rep as
the customer often sees the rep as more of a third party advocate for
them with the manufacturer.
Synergy: Reps handle multiple lines that are complimentary to your products.
Because of this, reps are well entrenched with multiple disciplines at
your customers. Reps therefore have a complete picture of the
customer’s operations and requirements. Whether an opportunity starts
with engineering, purchasing, planning or operations, reps may know
about it sooner than a sales resource that only deals with a single
group as a result of only having a single type of product to offer.
Reps can also cover multiple needs a customer may have in a single
meeting because they represent multiple lines. This makes the
customer’s life easier in today’s world of reduced staffing and
proportionally increased work loads.
Low cost: A manufacturers’ representative can be a cost saving solution to
marketing your products. Fixed and overhead costs normally associated
with a direct salesperson are covered by the manufacturers’
representative. These include support staff salaries, automobiles, air
travel, hotels, telephones, computers, pension, healthcare, field
office costs, and much more. The manufacturer pays a commission based
on performance only. If the market is slow, or during long sales cycles
the manufacturer’s sales cost are negligible when using a
manufacturers' representative.
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| WHAT YPE DOES: |
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Maintains long term relationships with the decision makers at assigned accounts. |
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Identify applications for the manufacturer's products. |
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Educate the customer to the capabilities, application and advantages of the manufacturer's products and services. |
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Coordinate factory supplied evaluation equipment, demonstrations and technical presentations |
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Work closely with the customer to get products specified as early and completely as possible. |
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Monitor the evolution of the specification and get a last look before bid request is sent out. |
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Insure purchasing has manufacturer on bid list and bid is received. |
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Provide any past bid history to help manufacturer submit competitive bid. |
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Review final bid for submittal to insure all necessary bidding requirements specific to customer are met. |
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Attend bid opening, record results and supply to manufacturer. |
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Work closely with evaluating team at customer to insure bid is clear to them
and supply additional information or clarifications as required. |
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Close, we don't close, we build relationships. |
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Get the order. |
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Act as and EDI hub. |
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Review the order and insure accuracy with customer's requirements and the manufacturer's quote. |
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Track order for on time shipment from the manufacturer. |
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Co-ordinate any field effort required from factory with the customer. |
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Solve field problems |
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Inspect and document any damaged equipment |
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Insure customer is satisfied with products and performance on an ongoing basis. |
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Pinnacle West selects