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How We Work
- After meeting with principal management to identify company priorities and goals (such as improving distributions, scheduling promotions, etc.), we assign an Account Executive who will assist our Vice President of Sales manage the business.
- Once those goals are determined, a tracking report is set up and account specific goals are assigned to each sales representative. These business reports are designed to help the salespeople achieve stated objectives and/or identify a customer's objections, which in turn will make it easier to produce new action plans.
- Account specific presentations are created in-house utilizing syndicated data from IRI and any other marketing facts that will support our sales position.
- Promotional programs are submitted to the principal's Regional Manager on planning guides that are developed internally or are supplied by the manufacturers. The events are entered on an MDF log, which makes it easier to review the account's annual promotional activity, and determine if the co-op marketing dollars were well spent.
- Sales representatives are assigned a quarterly sales quota in dollars or cases and they receive a weekly update to measure their progress.
- Sales reports are issued monthly or as needed that will list the customer, individual SKU's purchased and dollar totals.
- The administrative staff provides new vendor, new item and new promotional forms that are customized for each key account in the territory. Planogram service and syndicated data analysis (IRI), etc. are also available.
In summary, if you are ready to go to market, we would like to discuss the best way to introduce your product to the appropriate trade classes.
We know how to...
- Conserve time and expense for our principals because we are most familiar with the specific account requirements that make a product or promotion worthy of consideration.
- Get on the appointment calendar for many decision-making category managers who find themselves with too little time to interview vendors.
- Complete the many submission forms for products and/or promotions required at each account in the territory.
- Deliver orders once the manufacturer and customer have agreed on basic terms and conditions of sale.
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Pankow Associates
Pankow Associates is a member of these prestigious trade associations, and participates in all appropriate conferences with the most influential executives from drug, food and mass merchandising, as well as the supplier community.
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