Sales Channel Development

NetGAIN has assisted clients in all facets of sales channel development, from selection of optimal channels (direct, distributor, OEM, etc.) to profiling, hiring and training the reps. NetGAIN brings experience and expertise in developing, implementing and managing a sales process, to optimize sales long term.

NetGAIN has recognized how much companies invest in distribution, oftentimes millions of dollars a year, and how little control those companies have over what goes on at the point of sale. With most companies the power of persuasion—the essential message the customer needs to hear—lies with the CEO or the Vice President of Sales or the Product Manager, but not really with the frontline sales person. In fact, most executives are shocked at how diluted (and ineffective) the message is at the point of customer contact.

NetGAIN addresses this vital communication issue with MAPP. The MAPP process consists of:

MAPP has quickly paid for itself with every company that has implemented it. Medical Data Electronics (MDE) increased sales 40% per year over a seven-year period. MDE Founder Jay Brown says, “Once we refined our message and perfected the delivery we grew twice as fast as any of our competitors.”

Masimo Corporation increased its sales from $3 million to $25 million in two years prompting Marketing VP Eric Heer to say, “We had the technology but no market share. Once NetGAIN recruited and trained our sales force, sales skyrocketed.”

MD Buyline implemented MAPP and sales grew by 25%. By creating a process to reach administration and deliver a precise, persuasive message, MDB President/CEO Larry Malcolmson says, “In the first four weeks after NetGAIN trained us we had ten-fold the number of appointments—and with the right people.”

NetGAIN will put MAPP to work for you. The process is simple and produces measurable results immediately. The program is customized for each particular client starting with the following template:

  1. Strategic Planning Session. A review of the client’s products, market share, market position and competition. Frequently invited particpants include industry decision-makers like hospital CEOs, physicians and equipment coordinators for critical market feedback and input.
  2. Message Development. NetGAIN facilitates a critical discussion of the client’s message, to refine and develop the core message and sub-messages to be communicated to every customer.
  3. Sales Tool Creation. From CD ROM to brochures to sales books and scripts, NetGAIN facilitates the creation of informative tools that ensure accuracy and persuasiveness.
  4. Sales Training. Whether it’s direct reps, distributors, manufacturer’s reps or OEM partners, NetGAIN trains distribution channels to understand the message and to convey it—using the sales tools NetGAIN developed.
  5. Customer Feedback. Ask a rep how a sale was won and most often they will say, “the sales rep.” Ask them how it was lost and they say, “price.” Both are false. NetGAIN surveys the customer—both successes and failures—and reports exactly what transpired. If necessary the message and its delivery can be refined to continue growing sales.

The entire process can be completed in as little as 6 weeks and results are immediate. The cost is a fraction of what companies already pay for one individual rep and are recouped in their first new sale. NetGAIN provides a free consultation to assess needs and establish a cost base.