wide format specialist

We have a dedicated AEC rrep, can sell everything but is more engaged with WF. Comp plan I can't help you with that, however with the AEC market coming out of the recession, the future is still good for wf.

I don’t have a dedicated WF rep now, but I was a dedicated WF rep for several years. It is a great market and if you have a dedicated rep that really gets in and understands the business you will sell a lot more. Two points to consider. First, I would not split the deals between the general reps and the WF rep. The general reps may cry a little, but it’s not fair for the WF rep to not get the whole deal. Make a clean break. Maybe do a lead fee program, which by the way; the WF rep will be giving leads to the general reps for "small format" systems. Second, if you don’t have a lot of WF systems in the field now, this assignment will be all new business. Recruit the right person to take on that challenge. A farmer will starve, you need an aggressive hunter.

I totally agree with Jrlz. Don't split, they aren't selling it, they aren't comp'd on it.

Lead fees are the way to go.

Besides, the reps would complain either way!

I am a dedicated WF specialist and the business is coming back. I agree, if you don't have someone who really knows the business, it's hard to sell it. Locally, I can prospect any account in our database and get 100% if I find it regardless of what rep might own the account. If they bring me in, they get 30% of the deal which is worth it on their part ot be looking for WF and get me engaged. About 35% of my business is referrals from reps. Lots of eyes on the street helps me out.