What Reps Actually Need from the Brands They Represent

If you're a furniture manufacturer and you think you're giving your reps what they need, I'm going to stop you right there.

Because odds are, you're not.

And I don't say that to be harsh. I say it because I've spent the last 7 years working directly with sales reps who are doing everything they can to make their lines look good with very few resources to actually do that well.

Here's the hard truth:

Most reps don't have access to:

• Fresh lifestyle images that haven't already been posted 15 times

• Organized Dropbox folders that are easy to navigate on the go

• Up-to-date product info or pricing without emailing three different people

• Any kind of marketing direction they can actually use on a daily basis

And while you're probably cranking out beautiful catalogs and launching amazing new designs, if your rep doesn't have an easy way to showcase it, it might as well not exist.

So, what do reps actually need? Let's break it down.

A Simple Digital Toolbox

Not a 45-page PDF. Not a marketing portal that takes 17 clicks to load. Reps need a one-stop shop for lifestyle photos, product info, pricing sheets, showroom photos, videos (if you have them), and marketing copy they can repurpose.

Better yet? A Dropbox folder with labeled subfolders by category that's accessible on their phone in a showroom.

Social Media Support

Most reps don't have a marketing team. They are the marketing team. If you can't post content for them, at least give them:

• Captions that are plug-and-play

• Stories they can reshare

• Consistent brand assests sized for social

Want to go the extra mile? Ask your marketing team to schedule one 30-minute Zoom a month just to help your reps navigate their social. I promise, they'll thank you.

Market Prep Materials (that don't arrive late)

Don't wait until 3 days before High Point to send your showroom map, invite, or list of new intros. Reps need time to absorb, organize, and plan. The earlier they know what's coming, the better they can sell it.

Content Permission Guidelines

If you want reps to tag you, talk about you, and post your product, make sure they know:

• Which images are okay to post

• Whether or not they can reuse website copy

• What hashtags you want them to use

• Whether UGC (designer posts) is okay to share

If you leave this vague, they won't post at all - or worse, they'll post something you'd rather they didn't.

Recognition

Reps are not your B-team. They're the face of your brand in their territory. Treat them that way.

Tag them when they post about you. Celebrate their wins. Invite them to the content conversation.

Let's Build a Better Brand-Rep Relationship

The best brand-rep partnerships I've seen are collaborative, organized, and responsive. And the brands that provide their reps with digital tools are the ones actually growing in today's market.

Need help building your digital toolbox? That's what we do.

We work with both reps and brands to create done-for-you, easy-to-navigate marketing systems that keep everyone on the same page - and keep your product in front of customers.