The Marketplace Situation

Consumer Products manufacturers increasingly find Sales & Marketing Agencies a cost efficient and effective means of sales coverage. Manufacturers’ Broker Managers must be prepared with the skills and knowledge to get the best results for both the manufacturer and the broker. This is a constant struggle given the daily pressures of the business. Agency management strategies must shift from reactive, “fire fighting” to proactive analysis and planning.

The Compass Solution

Quality Broker Management utilizes an eight step Agency Management Process. The process, similar to a strategic planning process, guides Broker Managers through market analysis, alignment with company objectives, and setting clear objectives. The process then goes on to create an implementation plan detailing what must be accomplished, when, and by whom.

Once the agency sales plan is in place, the workshop shows how to support the agency through
training and retail sales meetings, how to monitor progress towards the objectives through market visits and evaluations, and how to resolve business problems that inevitably occur.

Enables a Broker Manager to:

• Set quality objectives with their brokers using the Quality Management Process;
• Plan action steps needed to achieve their broker’s objectives;
• Ensure accurate communication of responsibilities within the broker;
• Train their brokers through sales meetings and coaching;
• Monitor their brokers against quality objectives through market visits and formal evaluations;
• Resolve business problems through objective problem solving methods.

Program Details

The Workshop is a highly interactive 2 days. Ideal class size is 16 participants, and there is a minimum size of 12 people. This provides for maximum involvement in the process and learning.

In addition, participants receive the following valuable materials.
• A complete workbook/reference guide for managing brokers
• A strategic planning guide for developing broker objectives and strategies
• A quick reference job aid for easy recall and application of key information
• Helpful templates and forms for training brokers and market visits