Reps Archives

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Happy New Year!

David Gordon Posted On January 5, 2020

Happy New Year! As we start the beginning of the first week of the year, and with everyone back, we wanted to take a moment to share our thanks and solicit your input. Thank you First, thank you for your […]

More Insights / People in the News / Reps

Orbit Industries Adds ElectriSpecNY to Rep Network

David Gordon Posted On December 9, 2019

Orbit Industries announced a new sales partnership with ElectriSpecNY of Skaneateles, New York. ElectriSpecNY will represent Orbit’s line of electrical products throughout Upstate New York. Established in 2018, ElectriSpecNY associates will focus on educating electrical contractors about Orbit products, and […]

Manufacturers / More Insights / Reps / Sales Channel / Training

The Complicated Rep / Regional Sales Manager Relationship

David Gordon Posted On September 24, 2019

The relationship between manufacturers and their reps is perhaps the single most important relationship that both can have as it is a synergistic, mutually dependent relationship that impacts the success of both companies. The best are a symbiotic relationship. For […]

Branding / Customer Service / Distributors / eBusiness / eMarketing / Growth Strategies / Marketing / More Insights / Reps / Research Reports / Technology

Convenience Will Deliver Sales and Loyalty

David Gordon Posted On September 22, 2019

Buyer behavior is changing. Convenience is now a differentiator. Customers expect it. It’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B buyer expectations, and it will become distributor reality (and is […]

Associations / Channel Strategies / Industry News / More Insights / Reps / Sales Channel

What will the Rep of the Future look like?

David Gordon Posted On September 15, 2019

NEMRA needs your help in understanding your needs to answer the question of “what will the rep of the future look like?” There are three key premises for preparing to prosper (some say “survive”) in the future: You need to […]

Industry Consolidation / Manufacturers / More Insights / Reps / Sales Channel

The Rep Alignment Dilemma

David Gordon Posted On July 31, 2019

The rep alignment dilemma … whom to align with to generate sales? End-users? National chains? Independent supportive distributors? Any distributor who will support the manufacturer? The manufacturer? But, the bottom line becomes, what will generate sales to meet manufacturer expectations? […]

Branding / Marketing / More Insights / Reps

Synergy with Rep Marketing

David Gordon Posted On July 17, 2019

Rarely are the terms “manufacturer rep” and “marketing” referenced together. In reality, their is a synergy between the two. They both relate to communicating and demand creation. Historically manufacturer rep agencies have consisted of salespeople calling on distributors, “buyers” (contractors […]

Branding / Channel Strategies / Distributors / Growth Strategies / Manufacturers / Marketing / More Insights / Reps / Sales Channel

3M Changes. Striving for Control?

David Gordon Posted On June 23, 2019

3M’s recent decision to terminate most, if not all, of its remaining manufacturer reps may have represented the culmination of a decision to drive the business in a different direction where the company believes that its brand is strong enough […]

Associations / Logistics / Manufacturers / More Insights / Productivity / Reps / Sales Channel

NEMRA POS Gains Support

David Gordon Posted On April 30, 2019

A few years ago, NEMRA identified that a major issue for its members was ensuring that they were compensated appropriately. While manufacturers endeavored to pay their reps, and typically did according to their contractual agreements, the reality is that the […]

Manufacturers / More Insights / Reps / Sales Channel / Training

Here He Comes Again … The RSM

David Gordon Posted On March 27, 2019

Over the past few weeks I’ve spoken to and met with a number of manufacturer reps, working on topics ranging from strategic planning to marketing initiatives as well as customer satisfaction and succession discussions. Inevitably I’ve been asked a common […]