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We understand how to design
and implement a cost effective
National Sales Strategy.

 

The Highlands Group National Services is an outgrowth of our experience and expertise in anticipating and responding to new opportunities in the Office Products channel.

Over many years in this business, we have seen great companies and products under perform in the Office Products channel due to inadequate representation or a true understanding of the success criteria. At The Highlands Group, we understand how to design and implement a cost effective National Sales Strategy that leverages our experience and access to key decision makers throughout the value chain.

National Services focus on two management areas that are crucial to achieving effective national distribution to the Office Products channel: National Accounts and Field Sales.

National Account Management

The challenge for anyone wanting to distribute through any of the national mega-dealers or wholesalers is getting your foot in the door. The Highlands Group is already in the door. With us as your National Account rep, we simply bring you in, and together we sell your solution through. This is an advantage for you in several ways.

  • It's cost effective. At a fraction of the cost for managing your own national account sales representation, we bring you further into the process because we're already there.
  • Pre-established relationships. We've been calling on national resellers and wholesalers for years. They know us. They trust us. They listen to us.
  • Seamless National to Regional representation. Once your product is in the pipeline, we can coordinate with key account regional decision makers to educate, train and sell your line B to B and B to C.

Field Sales Management

For many companies, launching a proper sales effort at the national level in Office Products channel would present one of two drawbacks. You'd either be spread too thin to be effective everywhere. Or you'd spend way too much of your own resources trying to support such an effort. However, with The Highlands Group managing your field sales function, you get all the coverage you need without the resource drain. That's because we can economize your effort as part of our core day-to-day business. A few of the capabilities you have with The Highlands Group field sales management:

  • Regional representation. As a national rep firm, we know all the important players across the country and use only the best regional rep firms in each geography. We handle all sales calls, training and demand generation efforts on your behalf out to each region.
  • Collective bargaining. Our portfolio of products is a very valuable bargaining chip when we come to call. We have the ears and eyes of local rep firms distributors, resellers dealers and wholesalers and as a result, your company has a leg up when it goes through The Highlands Group.
  • Measurement and reporting. We have the technological resources to keep your management up to date on all relevant sales figures in real time. You have virtual transparency of the whole process.

Consulting

As a supplier who uses The Highlands Group National Services, you also get full access to our Consulting Services as part of the arrangement.