When Was The Last Time You Made A Factory Tour?

Today I flew back from a visit at one of my factories in Mexico. This is the third trip I have made to the Progressive Furniture Mexico factory over the years and it's great to see their expansion. I have also made trips to four other factories (some multiple times) that produce products for lines I represent.

Yet in talking with fellow sales reps from these factories I am surprised at how few have ever seen the factories they represent. If you have not seen your factory, here are a couple of reasons why you may want to consider a road trip.

1) It significantly increases your knowledge of how the product is made. On this particular trip, we toured the whole factory. I took videos and digital pictures that I can then share with dealers on how the product is actually produced. It also helps my understanding of the components that go into the construction of the product.
2) It is a great opportunity to network with top customers one on one for a day. My trip was with a large account to see the factory and review a new project. For the client, they had the opportunity to network with the factory personnel from owner through service liaisons so that when problems arise they have that face to face relationship. Retailers are going to Asia or wherever the factory happens to be. Since reps are selling the product, I'm not sure why they shouldn't do the same.
3) Finally, it's a chance to network with the factory personnel from top management on down. How much do you really get to know your factory personnel at a furniture market? They have all kinds of other distractions. But by making an effort to go to their place of business and learn more about how the factory makes the product you are selling, you let the factory personnel know you care about what they do.

These are 3 big ideas from a factory tour. So if you've been with a line for awhile, or if the line represents a major source of revenue, you may want to take the next step and invite a major customer to go with you to see the factory wherever it may be.

As always, leave a comment below if you like. I can be also be reached by email at meroot@mikeroot.com or you can see what else I'm doing at www.mikeroot.com.

Thanks for your interest.