How much time do you allow for reps?

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Author Message David Axt, AIA, CCS, CSI Senior Member Username: david_axt Post Number: 285 Registered: 03-2002 Posted on Friday, July 02, 2004 - 05:44 pm:    How much time do you allow a product rep to sit and talk to you? Ronald L. Geren, RA, CSI, CCS, CCCA Senior Member Username: specman Post Number: 42 Registered: 03-2003 Posted on Friday, July 02, 2004 - 05:50 pm:    It depends on if I called him/her or he/she called me. If I called, then it's as long as I need to get the information I'm looking for. If they called, 30 minutes max, but I'd prefer 15 minutes. If it's a rep I respect and trust, then I'll give him/her more time depending on my availability and workload. David Axt, AIA, CCS, CSI Senior Member Username: david_axt Post Number: 286 Registered: 03-2002 Posted on Friday, July 02, 2004 - 06:01 pm:    That seems fair. I just got out of a marathon session....that I don't want to repeat. One common trait I notice among product reps is that they LOVE to talk about their products. They also seem to believe that everyone else is as thrilled about their products as they are. I have to figure out a way to tell them to speed up. I'm of the MTV generation. My attention span is limited to sound bites. If someone can't get the information across in miliseconds, than they don't know enough about their product to simplify it for the layperson. Lynn Javoroski Senior Member Username: lynn_javoroski Post Number: 119 Registered: 07-2002 Posted on Friday, July 02, 2004 - 06:12 pm:    It depends on the product. If it's something new from a trusted manufacturer and is something that I feel we would use, I'll allow more time so I can learn as much as possible for future use. We also have lunch 'n' learns where everyone pays attention (when they're not falling asleep) for an hour. If a rep didn't call first, they get no time, unless I have nothing to do and I'm bored. 30 minutes is a good average/maximum. I agree with David (although I'm an American Bandstand generation); if you can't explain it to me in 15 minutes, you obviously don't understand it yourself. Richard L Matteo Senior Member Username: rlmat Post Number: 29 Registered: 10-2003 Posted on Friday, July 02, 2004 - 06:58 pm:    I have to agree with Ronald and Lynn. If they call - 15 to 30 minutes, depending on subject matter and my available time. In our firm, we require reps to make an appointment regardless. If they just show up without one, they usually don't get to see me, unless it's coincidental to a need I have. If I call them to discuss a project, it's whatever time it takes and the time can usually be charged to the Project. Sometimes, if it is one of my better reps, I may go to lunch with them. This way I'm not using up billable hours and we have to eat anyway. When I worked in Phoenix we used to tell reps that if they showed up without an appointment we'd just shoot them! (Only kidding!) David Axt, AIA, CCS, CSI Senior Member Username: david_axt Post Number: 288 Registered: 03-2002 Posted on Friday, July 02, 2004 - 07:12 pm:    How do you get the reps to shut up and leave? I have seriously thought about bringing an egg timer or stopwatch to the meeting. This time problem also applies to our product lunches where the rep keeps talking past his/her alotted hour. David Axt, AIA, CCS, CSI Senior Member Username: david_axt Post Number: 289 Registered: 03-2002 Posted on Friday, July 02, 2004 - 07:15 pm:    Oh one more thing. To make matters worse, a lot of reps bring around their territory manager, local distributor, etc. so I may be stuck in a room with 3 or more people. It's hard enough to shoo one rep, but really hard when 3 people want to talk for 30 minutes each. Advice? Richard L Matteo Senior Member Username: rlmat Post Number: 31 Registered: 10-2003 Posted on Friday, July 02, 2004 - 07:35 pm:    How about the ploy some people use with blind dates? Arrange to have your receptionist or admin. assistant call or page you at a predetermined time. You can then excuse yourself, claiming its an important client & show them the door. As for lunches, tell them up front that they have to keep it within the alloted time. Again, prearrange for some of the people to get up and excuse themselves because they have to get a project out. If they don't seem to buy any of that - use the Phoenix trick: "We shoot Product Reps who overstay their welcome" I know, I know, you can't say that, but doesn't the thought cross your mind sometimes? John Bunzick, CCS, CCCA Senior Member Username: bunzick Post Number: 232 Registered: 03-2002 Posted on Tuesday, July 06, 2004 - 08:53 am:    When a rep calls unannounced, I'll meet them in the lobby and tell them I only have five minutes. Then I just stand there in the lobby with them and let them try to introduce what they want to in that time. For an appointment, or when it's a rep I have a long-standing relationship with, after a little while I just say "I have only five more minutes before to get back to my project. Anything you want to add?" I'll say this ten minutes beforehand in case I'm interested in what they come up with. For lunch presentations, I give the presenter a warning before we reach the time limit. I also make sure that they know just before we start that the time limit of one hour is strictly adhered to. With these approaches, I haven't really had a problem. Plus, better reps understand the time limitations, and are respectful of them. Russell W. Wood, CSI, CCS Senior Member Username: woodr5678 Post Number: 17 Registered: 11-2003 Posted on Thursday, July 08, 2004 - 09:15 am:    As a courtesy, I'll meet with reps. with or without an appointment for at least 5 minutes. My philosophy is to treat the rep. as I want to be treated when I call the rep. unannouced when I have an emergency. Hopefully, the rep. will remember and will return the favor. J. Peter Jordan Intermediate Member Username: jpjordan Post Number: 4 Registered: 05-2004 Posted on Wednesday, July 14, 2004 - 03:36 pm:    I have never imposed a limit on a rep's presentation. I have occasionally told them tht I could not make the time to meet at that point in the day/week/month. I very much appreciate appointments and most have the courtesy to go that route. Generally they understand when I want to put them off and I always give them a future time frame in which to contact me. I do have the reputation of being straightforward and even difficult with people who don't know their stuff (it is fun to see 'em squirm) so there are a number of reps in this area who don't call on me until they really have something to show. I was especially fond of the rep who showed me a hurricane-rated skylight (met Dade County requirements for wind uplift and impact resistance), but could not understand why I thought it would be better if it had a stainless steel curb. I never know when I will see something that will be a "must include" in the next (or even current) project. I do remember putting off an out of town rep who left literature and samples. I was so intrigued by the product that was very sorry I did not have time to see them at that time. David J. Wyatt New member Username: dave_wyatt_csi_cca_ccca Post Number: 1 Registered: 09-2004 Posted on Tuesday, September 14, 2004 - 12:12 pm:    Time is the most precious resource we have - it's really non-renewable. If we respect the value of each other's time, relationships between designers and product representatives can flourish. If a rep is considerate enough to call ahead of time, I will listen to what he or she has to say. But if I am not actively listening, I will not get much out of it. I highly recommend Michael Chambers's discussion on active listening in his "Ask the Architect" column in the September 2004 issue of Doors & Hardware Magazine.