As NEMRA hired a new director of Digital Transformation, it led me to think of how digital is changing rep selling. Transformation can impact operations, but it also affects sales processes. Using my own experiences. and that of others I […]
This is a follow up on my last writing regarding manufacturer’s representatives and their functions. Based upon reader requests, I was asked for some compensation suggestions to motive reps. This is just one perspective from someone with agency experience. There […]
Have you noticed that with all the manufacturer and distributor mergers & acquisitions, that manufacturers representatives are following a similar strategy? For reference, since last August: There have been at least four major mergers of lighting agencies (most notably in […]
If the last year and COVID has done anything for our business acumen, it would be the importance of continued customer contact through any means possible including the benefit of a relatively new sales tool … virtual meetings (euphemistically most […]
After the recent NEMRA meeting and listening to the presentations from the marketing groups and the national chains, the question of “strategic relationships” came to mind. What is the most important factor in choosing relationships between a distributor, manufacturer and […]
