Moments after my last article was published on “throwing strikes in strategy,” I was discussing marketing plans with a distributor to comply with information we had received on their customer’s expectations, and where they might improve. We discussed various issues […]
During recent conversations with some reps, the topic of rep warehouses came up. Some markets support rep warehouses; others seemingly despise them. Some reps have embraced for many reasons, some think it is a foreign concept whereas others say, “how […]
In 1913 Henry Ford utilized a new system of manufacturing for mass production referred to as the assembly line, enabling him to lower costs while significantly increasing production. Although no unions at that time existed in the automotive industry, workers […]
When I titled this, I really wanted to say “Should Manufacturers Be Concerned? Reps Overjoyed? The Future of Distribution” but David told me it was too long and would not be good as a title, so … But I think […]
Two representatives recently contacted me to solicit my input regarding contracts from two manufacturers on potential compensation changes that were being introduced. Over the years I have worked with manufacturers on their rep contracts and have found many to be […]
MANA (the Manufacturers’ Agent National Association) recently had a very interesting article in their magazine on the need for manufacturer representatives to market themselves to their manufacturers as this can help reduce the risk of terminations caused by manufacturer personnel […]
Last September NEMRA released its “Manufacturer of the Future Report” as a follow-up to its 2020 report on “The Rep of the Future.” As always, they are extremely well done and include a significant amount of time interviewing many key […]
A recent article by David suggesting that contractor-oriented distributors identify the “dual trade contractors” that they serve as a potential growth strategy and attending last week’s Electric Expo, put on by the Electrical Association of Philadelphia, that had about 2000 […]
We have often discussed how acquisitions have affected manufacturers and distributors in our industry, but we seldom talk much about the effects it has had on representatives. Both NAED & NEMRA once described the relationship between a manufacturer, a distributor, […]
Twenty-five years ago, I was the Chairman for the Thomas & Betts Rep Advisory Board. This was back in the days when, rep input was solicited, and perhaps valued more. We were charged with assisting in the development of a […]
