How do we measure success? And why is our role advantageous for the companies with which we work?
For Peregrine, the simplest description is that we are an outsourced sales team. The most accurate answer is that we do just about anything that the brands we represent need us to do: that always includes pre-sales activities and closing sales, but also can include helping with demand generation through events and social media as well as preparing marketing deliverables and helping with ordering and logistical processes.
The most valid measures of our success are 1. the growth in sales of our brands, at the brand’s desired levels of profitability. 2. High levels of channel and end-user satisfaction. If those measures are met, then we will flourish as a rep firm.
We believe the rep model offers flexibility to manufacturers: we can scale our hiring as needed, without restrictions from hiring freezes; we can travel as needed, while sometimes the brands we represent have restrictions on travel. We are a variable cost because we are paid only commission, not an assured base salary. We bear the risk of slowdowns in activity from pandemics, natural disasters, or economic-political pressures and we benefit if sales grow.
Donald Lyman, President, Peregrine Security, Inc.
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