Is the relationship between reps and distributors becoming more essential to our industry? I was interviewing an executive of a national electrical distributor recently, and he related to me his company now found partnering with a manufacturer’s representative more significant […]
I have interviewed various manufacturer representatives and how they assess their manufacturers and the state of manufacturer / rep relationships. Let me preface this by saying, all also shared that they have some manufacturers that they have great relationships with […]
It has been stated that certain events in US history can be cited as specifically changing our economic environment. Until a few years ago, every example was a war – Revolutionary, Civil, World War II, and Vietnam – until the […]
Twenty-five years ago, a CEO and President who had created one of the first electrical industry platforms told me manufacturer representatives should be compensated via monthly salaries rather than commissions as it was a more equitable system. What are Salespeople […]
Years ago, I was on a Manufacturer Rep Advisory Board when the President of this conglomerate proudly boasted that their products could now be as much as 11% of a distributor’s total purchases. and even greater, at selected industrial facilities […]
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 […]
