Why You Should Sell Through Us

• Predictable Sales Costs that go up and down with sales
• Increased Sales
• Immediate Access to the Market
• Free Consulting Services
• Cost of Training & Turnover in Sales Personnel is Eliminated
• Highly Experienced, More aggressive sales force
• Sales Forecasting is Equal or Superior to a Direct Sales Force
• Broader Sales Context for your Products
• Provides Marketing Flexibility at Less Cost
• Create a System Approach to Selling
• Every Call is Relationship Call for Your Company
• Multi-Faceted, Multi-Skilled Sales Team
• Better Market Intelligence
• Risk Free Exploration of New Market Niches
• Vested Partner in Manufacturer’s Success

Selling Strategies

End User Calls & Training We pride ourselves on having product knowledge and technical expertise for the principals we represent. We know the sale is with the end-user and competent and capable presence adds value to our distributor partners. Our goal is to spend 60% our time in front of the customer who is going to use the product.

Distributor Training Distributor meetings are held to train sales personnel and customer service associates on all principals that we represent. Meetings are customized for each distributor and can cover one or several products. The marketing staff prepares custom training manuals along with power point presentations to increase our effectiveness.

Key Distributors Program A Key Distributor is a distributor that The Factory Link Account Manager selects to focus a majority of his time and resources in developing our joint sales of each territory that they manage. The key distributor should be a distributor that is competent and capable of selling the product, financially sound, has a vision and plan for the future, and must be one we have, or are capable of building and having, a close relationship with.

Planning & Forecasting We set goals and make plans to achieve these goals on an annual basis. The goals are “bottom up plans” established by each account manager for each territory they manage. All of this information is shared with our principal partners and meetings are held to review our progress.

Communications

Monthly Activity Reports Account Managers report field activity on a monthly basis. A report is complied for the principals key management.

Internal Link Compiled monthly, the Internal Link keeps TFL employees up to date on upcoming principal’s visits, co-worker’s birthdays and anniversaries, competitor activities, The Factory Link’s overall sales performance and topics of interest and education.

Bios Internal and External bios are compiled for each principal. The internal bios are for TFL employees to quickly reference principal’s policies. The external bios are given to distributors and lists the principal’s history, product offerings highlights, available literature, distributors discount structure and key personnel to contact.

Leads From magazine reply cards, to tool show inquires, qualified leads are entered into a database then a printout is sent to the distributor for follow-up. The follow up is then entered into the database and can be tracked by line, regional manager and date then printed for review.

Database The Factory Link has customized databases to thoroughly track and report on all contacts and sales. Using both Alpha 5 and Access we have entries for more than 5,000 distributors and direct end-user contacts.

Sales Reports Sales reports are printed and distributed every month to each account manager. The 75 page detailed reports show sales by principal, distributor and the territory they serve.

Marketing

Tool Shows In 2000 The Factory Link purchased a 10 x 10 show booth. The custom built booth and custom built displays attractively present the products, marketing flyers, and sales literature for the principals we represent. Factory Link participates in several regional tool shows throughout the year. Tool show displays are also available for our distributors to utilize in their booths.

Marketing Flyers Marketing flyers are designed and printed in-house. The Factory Link “50 Free Flyers” program is available to all distributors for all of the principals we represent.

Website We construct and maintain the www.factorylink.com website internally. Our goal is to provide an informative and educational site about our company and the principals we represent.

EMvertisements The word “EMvertisements” is a combination of E-mail and Advertisement. EMvertisements are exactly that, electronic mail advertising. Our goal is to provide information that is educational, informative and creates brand awareness. EMvertisements are sent out on average of 3 times a week to keep in touch with distributors, end-users and regional managers.

Principal Literature Binders Personalized for distributor’s sales personnel, sales literature binders keep a principal’s literature organized for ease of access when referencing, quoting and selling products to your customer.