Highlights from the NEMRA 36th Annual Conference

During the National Electrical Manufacturers’ Representatives Association’s (NEMRA) 36th Annual Conference, two presentations stood out that were of significant interest to manufacturers across various industries who collaborate with manufacturers’ representatives.

Study on Eliminating Waste

The first presentation shared initial findings from a study focused on how representatives and their manufacturers can reduce waste within their channel. Key points included:

• Manufacturers appreciate reps for developing strong local relationships and providing excellent customer service.
• Reps are praised for their responsive service and local market intelligence.
• However, areas needing improvement were identified, such as pushing new products and developing strong relationships with end-users.

Educational Session Insights

The second presentation was an educational session where the dynamics of how reps evaluate manufacturers were discussed. This session highlighted:

• The importance of manufacturer personnel tenure and current market position.
• The increasing significance of IT capabilities in maintaining strong business relationships.
• Discussion on flexibility in contracts and the specifics of the territory covered.

Reps Evaluating Manufacturers

Larry Fisher from Erico, Inc. led a session titled "How Representatives Choose and Evaluate Manufacturers," providing insights into what reps consider when selecting manufacturers to partner with. Key considerations include:

• The manufacturer's reputation for innovation and product delivery.
• Communication and flexibility in contract terms.
• Support in training, marketing, and sales efforts.

Commission Structures and Challenges

A notable discussion on commission structures revealed differing opinions on whether reps should be paid commissions if the customer fails to pay for an order. This highlighted the need for clear communication and potentially a rep council to address such issues.

The conference not only provided a platform for sharing valuable industry insights but also fostered discussions that could lead to more efficient and effective business practices between manufacturers and their representatives.