Eyecare Business

OCT 2016

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34 E y e c a r e B u s i n e s s . c o m October 2016 ow do your sales representatives work with you? In this second installment of our Rep Ready two-part series, we check in with two sales reps who share their experiences and offer tips to help improve the purchasing process for both rep and buyer. Kylie Matya has been with Safilo USA for 13 years. A mom to four young kids and based in Omaha, NE, she recently became district manager and business development manager, with eight reps reps reporting to her. reporting reps reporting to her. to reps reporting to her. her reps reporting to her. Jaysun Barr, ABOC, is senior in-office finishing consultant with Santinelli International. His territory includes Michigan, Ohio, and Indiana, which he has covered for 10 years. He is on the road two or three nights per week. eb: How often do you see clients? kylie matya: I have a 10-week rotation with 190 accounts in Nebraska, South Dakota, and Are You Rep Ready? Part 2 This month, we catch up with two experienced sales representatives to see what they have to say about working with you h Iowa. I drive Monday to Friday; sun, rain, or snow. I take three large sample bags, each filled with around 300 frames. jaysun barr: Managing a larger terri- tory is a scheduling balancing act. I make most in- person visits from 8 a.m. to 5 p.m., with phone calls in between. Then after 5, it's researching online, emailing, and setting itineraries. eb: How do you demonstrate product? km: I group collections by brand and then by gender gender. I put sunwear with ophthalmic to empha- I gender. I put sunwear with ophthalmic to empha- put gender. I put sunwear with ophthalmic to empha- sunwear gender. I put sunwear with ophthalmic to empha- with gender. I put sunwear with ophthalmic to empha- ophthalmic gender. I put sunwear with ophthalmic to empha- to gender. I put sunwear with ophthalmic to empha- empha- gender. I put sunwear with ophthalmic to empha- size the importance of both. Dior is grouped a bit differently—a special item needs special care. The collections are together in families to ensure I tell the proper story. Each tray is labeled so I can grab what I need. jb: I strive to have demo equipment with me— transporting it on a gurney for easy load/unload/ setup. Demonstrations are usually scheduled ahead and most often result in leaving I have a 10-week rotation with 190 accounts in Nebraska, South Dakota, and Iowa. I drive Monday to Friday; sun, rain, or snow." —KYLIE MATYA, DISTRICT MANAGER AND BUSINESS DEVELOPMENT MANAGER WITH SAFILO USA B U S I N E S S S T R A T E G I E S

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