Enesco Revamps Sales Team
Staff -- Gifts & Decorative Accessories, 2/1/2001
The rumor that Enesco was planning to discontinue its use of independent sales reps had been floating around the rep community since last summer. Now the Enesco Group has actually made a move, albeit in a slightly different form than those early fears suggested.
Starting on January 1, the Enesco Group eliminated all independent contractors from its retail specialty sales unit and shifted to a team composed of Enesco employees. However, in an interesting wrinkle, that team is expected to consist primarily of former independent reps who used to sell Enesco lines. Those reps have been brought in-house and trained as employees.
According to Enesco, the shift was motivated by a desire to build sales with its gift and collectible retailer base.
Enesco has also stopped using regional home decor sales rep groups, and has placed the sales of its Milieu home decor product lines in the hands of the same internal sales force.
