1. How to Become an Independent Sales Rep! By Gift Rep Sandy VIDEO 9 – Finding Lines to Represent

2. Choosing your product or service specialty Follow your passions “Know Thyself” Generalist vs Specialist’ Develop a “Shtick” The Huckleberry Lady The PMS Lady story Follow the money Copyright 2013 Niche Innovation 2Video Nine: Finding Lines to Represent

3. Venturing Out Solo, Under a Non-Compete Agreement Check with your attorney Love your product specialization?: MOVE Cemented in your geography?: CHANGE product category Communicate with your previous employer Copyright 2013 Niche Innovation 3Video Nine: Finding Lines to Represent

4. Ways to find lines: Referrals from other reps UAMR (United Association of Manufacturer’s Representatives) Online “Matching” Services. Customer referrals Copyright 2013 Niche Innovation 4Video Nine: Finding Lines to Represent

5. Getting lines is EASY! Reps are harder to find than lines, TIMES TEN! Copyright 2013 Niche Innovation 5Video Nine: Finding Lines to Represent

6. How to approach prospective clients Much like dating Script No thanks Territory open Negotiations Rough draft agreement Copyright 2013 Niche Innovation 6Video Nine: Finding Lines to Represent

7. Product Line Development More product lines is not always better Offer a full, balanced palette of lines Copyright 2013 Niche Innovation 7Video Nine: Finding Lines to Represent

8. Screening prospective clients How it fits into your line Quality of company/products Due diligence Can I do a good job? Copyright 2013 Niche Innovation 8Video Nine: Finding Lines to Represent

9. Client Relationships for the Long Term Monthly check ins When in doubt, communicate Sales materials Quality of relationship is paramount Beware of competition Vendor and customer loyalty Copyright 2013 Niche Innovation 9Video Nine: Finding Lines to Represent

10. Terminating client relationships Rampant turnover in some industries Hire slow, fire fast Life is too short to work with mean people More longevity with experienced companies Copyright 2013 Niche Innovation 10Video Nine: Finding Lines to Represent