December 2-4, 2025 | Henry B. Gonzalez Convention Center | San Antonio, TX

Developing Healthy Rep Relationships

Nov 19 2024

2:30 PM - 3:15 PM CST

19AB

The issue: Stores and Vendors both have expectations for their reps. Sometimes these expectations align. Often they don’t.  

The current state: Over the past couple years, there have been forums for developing better communication between stores and vendors. The rep relationship is the contact point of this communication.

The solution: It’s important for all parties to understand the duties of the rep from all sides. The saying 51% vendor/49% account still holds true today. These duties include:

  • Product knowledge of vendor product and competitors
  • Program Understanding: How a store can maximize profitability based on their size and growth
  • Business Management: Understanding retail metrics and managing assortment and product flow to meet store objectives
  • Education: For vendors without a tech rep force, reps lead product education at the store level to enhance sell-through
  • Administration: Managing orders, revisions, bookings, account requests, vendor initiatives, marketing launches requires acute scheduling, organization, and prioritization
  • Territory Management: Prioritizing travel and workflow to cater to high volume stores while tending to other accounts with specific needs

 

Session Learning Objectives:

1.) Understanding the role of the Rep.
2.) Communicating Vendor and Store needs realistically and clearly.
3.) Establishing healthy expectations for all parties.

Moderator

Karnan Associates

- Founder / General Manager

Speakers

Palmetto Running Company

- Co-Owner

Get Fit

- Owner

ASICS

- Senior Director, Sales

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