PUBLISHER’S NOTE

An Homage to Reps

Treat them right, and they can be a source of value for your store.

BY DAN KISCH
Published in the July 2013 issue

Looking for a consultant who can give you great insider information? Give you insight into what might work best in your store? Help you with solutions to your inventory problems and offer great opportunities to move more product? Pick up the phone next time it rings — you might find all that at the other end of the line in the form of a jewelry manufacturer’s rep.

Many of the finest retailers I know welcome both in-person and phone calls from manufacturers’ reps because they are vital to the functioning of the store. Not only do the reps make sure that you have essential merchandise in place, they are continual sources of key information on the industry that smart retailers rely on.

The jewelry sales reps are the true unsung heroes of our business. They spend long weeks on the road at no small risk to themselves to bring retailers essential merchandise without which our industry would grind to a halt. They also know what is turning well at other retailers, information that can be critical in this age of meticulous inventory control.

These same reps are often great educators. They can train your sales associates in everything from the best way to sell their lines to the best ways to romance gold, diamonds or any other product in your store. They will be more than glad to help.

So welcome the next call that comes in from a manufacturers’ rep. If you treat them right, sales reps can be an immediate and continuing source of value for your store.

Dan Kisch
dan@smartworkmedia.com