3 Tips for Improving New Product Rollouts

Today we have a guest post from Alan Sipe, President of Toolbox sales and consulting. Alan has over 40 years of experience including Sr. VP of Sales and Marketing for Klein Tools and President of Knipex Tools. His insights in selling through various distribution channels and professional contractors are invaluable. Alan can be reached at alansipe@gmail.com. So, why isn’t your new Super-Duper Widget selling? Your Research Department talked to your users and found a need. Product Development and Design took that information and developed the world’s best Super-Duper Widget. Marketing put together literature and an excellent introduction display and sales package. Sales developed a forecast and Production has plenty of Super-Duper Widgets in stock. Literature, samples, promotional material and quotas went out to your Manufacturer’s Representatives ... right on time. Now you only have one little problem … your fabulous new Super-Duper Widgets are not selling into distribution at anywhere near projections. You did everything right … Right? There is a mistaken opinion that as soon as you give someone the title salesperson they immediately are professional Super-Duper Widget salespeople … you couldn’t be more wrong! Whether your sales staff is your own or if you use independent reps. Here are some things to consider: The first thing to consider (no matter what they tell you)is that as a Manufacturer’s Representative they represent many lines and no one can intuitively be an expert in all things. Mary may be an excellent salesperson and has great relationships with all her customers and gets good repeat orders but doesn’t do well with new products. 10312read more >