This came across my email earlier ... thought I would get some input from my fellow OptiBoard patrons. This was anonymous, not signed with out a return address. Let's hear it ...
Rules from Reps
This came across my email earlier ... thought I would get some input from my fellow OptiBoard patrons. This was anonymous, not signed with out a return address. Let's hear it ...
Ha! That's comedy GOLD right there! We'd all love to sit home, and have someone mail us checks for doing no work. And we all have days where we're loosing money just in showing up to the office or lab for varied and numerous reasons. If you don't like the risks of being on a commission only sales job, and selling product you have little to no control over, you should probably look for a different line of work.
I know of a rep that gets a ton of grief for being vocal about his desire accounts live by these rules. I got to say its a two way street. Sometimes a refresh and a bit of service is needed to draw excitement to the collection again.
That being said, I told my doctor that I wasn't as concerned about return policies as I was with having frames we can move at great margins. That even if we had to create a closeout center, if the problem is my purchasing decision, then lets sell it on a special. Maybe we won't make as much, but over time we will make more than buying 40, selling 20, exchanging 10, rinse and repeat 4 times a year. More money for rep, creating better relationships, patients happy with a good sale, and so it goes.
"Some believe in destiny, and some believe in fate. But I believe that happiness is something we create."-Something More by Sugarland
Were's the rule that takes into account all of the frames ordered in between rep visits?
Optical retailers have always been spoiled for many years
A frame sales rep on commission, lets say he/she earns 20% commission on direct sales on the road, and 10% on directly placed repeat orders.
On customer returns he/she gets the commission recharged, to his/her account.
All sales people on commission pay their own travel expenses from car and and other expenses, as gasoline, hotels, meals, phone services, when on the road.
Prior to the early 1980' s frame sales were final, and returns only accepted when defective and an exchange was allowed.
Then the market exploded with loads of frames made in Japan competition got rougher and many new frame distributors offered consignments and easy frame exchanges. This all lead to become a large burden for sales reps.
Returns in the old days could be 5%, while they went up to 39 and 40% range.
So if a rep has a sales commission coming of lets say $ 5,000.00
repeat commission $ 3,000.00
Sub Total $ 8,000.00
less 40% returns -$ 3,200.00
Total commission $ 4,800.00
on the road travel expenses -$ 1.000.00
car payments, insurance ect. -$ 450.00
Take home pay $ 3,350.00
The optical frame rep has to sell at total of close to $ 9,000.00 in order to make a bit over $ 3,000.00 net and work hard for it.
In most other fields commission based commercial sales reps do sell their products still as a final sale, while the optical has always has been a little off key. Optical retailers have always been spoiled for many years by the oversupply of frames on the market.
Email looks good to me. Too many "opticians" have a chip on their shoulder for whatever reason. They buy crap that they think will "jazz" up the frame boards, without paying attention to their demographic. They buy emotionally instead of logically, then wonder why the frames don't sell themselves.
I agree. In general, most of my reps are great. I never return a line, sell through if necessary. I have one line that I am thinking about dumping. (the doctor made me bring them in and they have not sold well). That rep also carries a great line that sells well. So instead, he will allow me to swap them out. I'd much rather have more good sellers on the board than a bunch of spaces that aren't turning over. Most reps agree. Fortunately I have sold that line down pretty well, so I am only down to about 8 or so.
These changes in the supply chain are not a common occurrence in other lines of business and seem to be pretty much limited to the eye care business. Most other retailers are stuck with what the buy and the old adage "you buy it, you own it" still seems to be the case. I'm sure that your local department store would love to get rid all those leisure suits in the back of their warehouse that the bought back in the sixties.Originally Posted by Chris Ryser
I hope that none of you are complaining about the high cost of frames these days. You, the retailer, and not the frame vendor are paying for this unreasonable business practice. And, the salesman is getting screwed especially since he has to interact between the irate customer and this bogus policy.
You buy it, you own it.
I was told by a frame rep than many frame manufacturers were heading towards not having reps. Or doing it via phone/fax/email like Altair or liberty.
There are several companies now that operate via mail only. Eyes of Faith sent us out a kit that had trays of several frames, and sample cases and pop. Asked for us to look at it, show it, do whatever then send it back in 30 days or be charged.
You get a feel for the quality of the frames, and the look/aesthetic. From there you can translate the rest of the collection to envision what you would be buying. I can see it working for many. I also know several frame companies that are limiting the samples given to a rep. So it is possible they don't have the complete collection in their own bags available to view.
I have mixed feelings on this. I think a good rep provides a valued service above and beyond just showing frames.
"Some believe in destiny, and some believe in fate. But I believe that happiness is something we create."-Something More by Sugarland
Were's the rule that takes into account ...................
Those are repeat orders where the Rep gets a reduced commission, as he sold the original samples.
aaaaaaaa, yeah I understand they are repeat orders. Again, the rep rules should account for those money making transactions. Full commission or reduced commission or even how much commission for the frame sales rep certainly wasn't my Doctors concern. The Doctors I worked for allotted "x" number of display spaces per frame vendor plus 5 extra for stock. If the rep wanted to make money all they had to do was put frames that sell on the board in their display slots, when a frame sold off the display it was reordered in. Piece for piece exchanges were the rule with the Doctors and only the number of pieces set per frame company was allowed. We never had a shortage of new reps wanting in to the practice and I don't recall ever having a rep leave because they weren't making money from their displays.
Lets say a slow mom and pop location does not ever send anything back or do a even exchange because they are trying to help the rep make or keep a few bucks. Or a frame rep quits coming by for what ever reason and a frame gets discontinued unknown to mom and pop. Now they are stuck with it. We all have those frames that have been on the shelf year in and year out. Remember this is a slow and the ONLY mom and pop location. What do other locations do with with those type of frames? Mark them all down to $20 and just take a loss? Clearing space on the board for another gamble with a frame that might be a hit?
Just curious what other locations do with dead frames?
from an optician viewpoint looking at a rep viewpoint, a rep needs to service an account and be sure they sell account something that the account will sell and not just go to said account and move volume. How may times have reps sat with you and just tried to move frames that you know wouldn't sell, but yet they keep pushing after you tell them It won't sell. A good rep will look at what the account sells and emulate and help it grow with their line. Give Practices stuff they can sell and if the practice is good they will order more and returns will go down.
If that is truly how the frame rep feels maybe they should look into a new career.
Why not have specials for those frames...............
Why not have specials for those frames. Sell them at cost + the lenses at your regular price.
Have a corner for discontinued frames and if you feel the patient to look for a bargain you have it.
Chris what you speak of is a given.
I'm talking of those frames you cant even move off a discount board............maybe those are the frames to do a BOGO frame deal, but sell them lenses.
CCGREEN, those would be the ones that I would swap out to a new vendor at a discount. Like I said, some companies want your board space and will give you a discount on their new product. Just make sure that you get discounted what the old frames are worth. And even if it is a little bit of a loss... better use the space for frames that turn over and donate the frames and use as a tax deduction.
I have a closeout board for my buying mistakes, they eventually sell. Once in awhile I will give one of them to someone that can't afford a frame or if someone wants a 2nd pair, I give them one if they buy the lenses. That is not something I promote but have been known to do it. You can always donate the frames and write off what you paid for them. I am not a tax person, so check with yours.
Most companies will allow new reps to clean up the prior reps mess too.
I would swap out to a new vendor at a discount.
If a vendor can give a discount to exchange obsolete frames with new ones, his selling prices are way to high and he/she has lots of room to play with.
This came across my email earlier ... thought I would get some input from my fellow OptiBoard patrons. This was anonymous, not signed with out a return address. Let's hear it ...
Read between the lines.
I’ve talked with a lot of reps over the years and we have all expressed points we would like to share with our accounts.
Out of self hatred and the lack of anything resembling a soul we have agreed that we collectively hate our accounts guts.
If you are going to try a new line, order at least 12-15.
Buy the complete collection, we hate picky people.
When discontinuing a line, sell it through. Don’t ask the rep to return product,it’s against companies policies.
Why should I be bothered by your bad decisions? I don’t care what you do with those frames, but I do have a suggestion where you can insert them.
An exchange is not an order, it’s a wash. Most companies want a 30% and lower return rate. We only make money on an order. No one wants to work for free.
I hate it when I have to explain basic economics to you.
Most of us work on commission and pay for our own expenses. If we arrive at your officefor an ‘’exchange’’ we have lost money on auto, gas and our time. Please call and reschedule if you are not purchasing.
I don’t care about investing in our relationship. I would rather sit at home watching porn on my computer and wait for the orders to come in.
Far too much time is spent when a buyer tries on each frame in every color, even if they have sold it before. Try to limit this to new styles only.
You are wasting my time with your cherry picking, instead of listening to my company gossip and me back stabbing my fellow reps. At least listen to me drone on for hours about my countless personal issues.
We want to work with you and have it be profitable for all.
We regard you as a cash cow that should be milked to the last drop before slash burning the next account.
Thank You!
Last edited by Dirk; 10-30-2015 at 07:58 AM.
Dirk, lol
I see nothing wrong with this polite gripe. (And we all do it!)
I only ask that the rep take into account those of us who board manage so every 3 months when we swap out the non sellers they take into account the couple dozen (or more) frames that we replaced as they sold.
Which I think they do.
What gets me is how frame companies b*tch about returns but won't offer a decent discount in exchange for final sales (except defects.) Just try asking most any, they won't do it. Now labs are another story. You can work out discounts for final sales (no Dr's error or SRC N/C remake.)
To those frame companies that want to continue complaining about returns: tough beans, you made your bed, but don't like sleeping in it. Change your policies if you don't like it, and offer substantial discounts for final sales.
I take this as Willie Loman complaining.
For those who forget---
https://en.wikipedia.org/wiki/Willy_Loman
Frankly I would rather buy frames at what I feel is a good price then a company have the frame prices artificially inflated just so that they can hand out, make me feel good warm fuzzies.
Car dealerships are notorious for doing such just trying to get you in the door. BUY AND NEW TRUCK FOR $10 THOUSAND OFF.
So your in essance telling me its $10 grand over priced to start with. Lets just get that out of the way first then maybe I will look at the numbers.
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