Sales Representatives

• The sales representative works on commission.
• Require regular reports and keep the representative updated with current information, sales literature, and products.
• Keep close watch on performance, and don't hesitate to change.

• Wholesalers and jobbers differ from sales representatives in that they own and warehouse your product.
• They then re-sell to the independent dealer at the regular dealer price.
• You have less profit selling to a wholesaler, but also less risk.

• Chain stores, which are common as drug stores, variety stores, and auto supply stores, can be a tremendous source of sales.
• You usually sell to only one buyer and the product goes in all the stores.
• Be wary about giving any long-range exclusives or selling on consignment. You want to be able to sell elsewhere, and you don't want the products coming back.

• Discount stores can be another great source of sales. However, since it is their policy to sell products below normal retail, you run the risk of hurting your regular accounts that sell at a higher price.
• Consider changing the packaging of your product for the discount store by using a private label and changing the name, packaging, and color.

• Supermarkets sell housewares, stationery, magazines, toys, and more. They offer tremendous visibility.
• Specialty stores and discount stores lease out certain departments.

• Armed forces post exchanges carry an assortment of merchandise equal to that of many department stores. Contact them directly, or obtain a list of the exchanges from the US Defense Department.
• Pre miums are those items given away by companies in exchange for the consumer doing something or buying something in return. Could companies use your product as an incentive premium?
• Ad vertising specialties are the give-away items with a company advertising message printed on it. Pens, coffee cups, caps, key rings, memo pads, calendars, and executive gifts are all common examples.