ABAutomation

What exaclty is Rep Management?
Managing your representatives / distributors in the area, with the purpose of improving your sales results.
Actively cooperating with your representatives / distributors in the area, with the purpose of reaching the ideal level of product understanding on their side and the ideal understanding of the potential market in the area on your side.

How does ABA achieve it?
One of our team members will be deeply trained in your product range, thus acquiring enough knowledge to behave as a sales member of your company and successfully handle your product / service portfolio.
His/ her task is to gain the best possible understanding of your existing and potential market in Latin America, and use this knowledge to improve the rapport between your company, your local representative / distributor and your customers; and by so doing, achieving the sales results you are looking for.
By supporting the sales activities of your reps / distributors, through project study, and sales activities such as customer meetings, product introduction and promotion; He or she will achieve these sales results.

Who needs Rep Management services?
Companies that are based outside Latin America and already have a representative / distributor in the area, and find it challenging to fully develop the partnership and make the best out of the sales team in the Rep / Distributor’s organization
Companies that wish to dramatically improve their knowledge of the market attended by their rep / distributor.
Companies that due to their HQ geographical location do not find it cost effective to travel constantly to support sales activities of Reps / Distributors Companies that find a challenge in pushing their Reps / Distributors for sales results.
Companies that have not been able to achieve a thorough understanding of product knoledge by their Reps / Distributors

Why do companies need Rep Management services?
When companies decide to partcipate in foreign markets, they usually search for a distributor / representative in the target area. Even though companies may have chosen the most appropriate partner, they may still have several challenges to reach the targets they had in mind when they decided to participate in such market.
These challenges may come from cultural diferences, lack of product knowledge from the Rep / Distributor, time diference, lack of internal resources In an effort to overcome these challenges some companies may consider opening a direct sales office in the area, or constantly traveling to the area, or making constant phonecalls, or even sending an expatriat to the target area All of these efforts are valid and may be succesfull, but there is ONE solution that offers more bennefits than those comming from the above mentioned efforts, it is called Rep Management ABA offers professional Rep Management Services that successfully overcome the challenges of the old fashioned strategies

Rep Management VS Own Office establishment
Establishing an own office in any foreing country represents a cultural and financial challenge that is rarely wothwhile.
The challenges can be overwhelming and organizations may spend more time figuring out how to make it work than enjoying the results of successful networking.
Unless the market activities demand and clearly justify local direct presence, organizations will participate in markets through Representatives / Distributors.
Rep Management is the key factor to get the desired results from your Reps / Distributors.

Rep Management VS Own Expatriate
Sending an expatriate to Latin America may be an immense cultural challenge for some individuals and certainly is always a considerable finacial effrot for companies.
ABA’s Rep Management combines the bennefit of dealing with an global company and the simplicity of knowing the local culture to obtain the best results.

Why isnt having a Rep / Distributor enough?
Once you have selected the best possible partner, you will need to drive it, support it, coach it and encourage it, in order to motivate it to reach YOUR targets.
Unfortunatelly you are not the only principal that your Rep / Distributor carries It is trully necesary to have an excellent rapport and push towards YOUR targets in order to make them come true, but when cultural diferences or geographical distances become an obstacle you must act or you will run the risk of losing your potential customers to more agressive competitors.
The best way to do this is through ABA’s Rep Management Services.

Why doesnt my rep sell what I expected?
This is a series of possible challenges that can be overcome through ABA Rep Management.
They dont have enough sales personnel.
They dont have a full understanding of your product.
They are not good sales people.
Their focus is not exclusively in selling your equipment (a fact in most cases).
They find your equipment ”too dificult to sell” (sales require too long project studies).
They dont feel motivated by you or your product.
They havent been able to locate the potential customers for you.
They are in a comfort zone with the market that comes with your brand name, there are no efforts to open new markets or to introduce your products to new customers.
They arent agressive enough

Why not hiring a local sales man to do this Rep Management Job?
Chances are you will have a hard time to find a trustworthy individual who can carry out the Rep Management activities that you would expect and achieve the results you expect in Latin America.
If you do find him, you will need to invest a lot more in that individual than you would by hiring Rep Management Services.
This individual will not have a direct supervisor to manage him (This is a key factor when dealing with Latin American executives)

What is the profile of a Rep Manager at ABA?
His / Her Abilities Dinamic Excellent communication skills. Excellent language skills. Ideal combination of sales person and project manager. Organized Trustworthy Professional Ethical Motivated	His / Her Duties Doing Rep Management for no more than 2 companies. Understand your market. Improve the communication between you – rep – customer. Drive your rep to reach your sales and rapport targets. Help you obtain as much information about your existing and potential customers in the area.