So, we had a national meeting and the obvious sole purpose was to reinforce the fact that MWI is all in on tech offerings (in particular the wellness offering) as opposed to selling product, or even trying to switch customers from one distributor to another (also evidenced by their continual account shifts to telemarketing), and they’re trying to pass this fact off as business as usual.
I have no problem with the tech offerings in general, but don’t do a complete 180 degree turn from your core business of selling product and switching customers to MWI, to focusing on tech and saying everything is just great. Pay is down, morale is way down, sales are down. And do TMs want to go into accounts on every call and spew out the same information every month, wearing the vet out to the point of them losing interest and confidence in the rep?
If you’re going to continue in this direction, have more than one dedicated tech rep per 15-18 territory managers. And let the TMs do what they were hired to do. And actually pay them to do it. Zoetis tried this dual purpose rep thing not too long ago with products and diagnostics, how did that work out??
I have no problem with the tech offerings in general, but don’t do a complete 180 degree turn from your core business of selling product and switching customers to MWI, to focusing on tech and saying everything is just great. Pay is down, morale is way down, sales are down. And do TMs want to go into accounts on every call and spew out the same information every month, wearing the vet out to the point of them losing interest and confidence in the rep?
If you’re going to continue in this direction, have more than one dedicated tech rep per 15-18 territory managers. And let the TMs do what they were hired to do. And actually pay them to do it. Zoetis tried this dual purpose rep thing not too long ago with products and diagnostics, how did that work out??