Not Letting Go of a Good Rep

A Manufacturer's Insight on Strengthening Relationships

A manufacturer shares a story about how a representative turned a potentially disastrous situation into a stronger relationship. The representative, who had always been a top performer, hired a new employee who unfortunately did not meet expectations. This led to a noticeable decline in service quality. However, instead of letting the relationship deteriorate, the representative took responsibility and reached out to the manufacturer to admit the mistake and express a desire to start over. This honest approach helped to preserve and even strengthen their working relationship.

One Vote for Synergy

A manufacturer discusses the importance of synergy in choosing representatives. By examining the other product lines a representative handles and identifying any gaps, the manufacturer can position their product as a valuable addition. This approach has proven successful in establishing beneficial partnerships with representatives who are committed to their other lines.

Another Vote for Synergy

Another manufacturer echoes the sentiment on the importance of synergy. They chose a representative firm that had recently changed ownership and were impressed by their professionalism and dedication to quality. This strategic choice was based on the firm's pursuit of top lines, suggesting a promising partnership.

Putting Some Teeth Into the Term "Value-Add"

A manufacturer explains the significance of the term "value-add" in the context of independent representatives. One representative distinguished himself by introducing monthly strategic sales analysis meetings, which involve detailed discussions about ongoing and potential business activities. This proactive approach has left the manufacturer confident in the representative's exceptional service and commitment.

A Proactive Approach to Joint Sales Calls

Joint sales calls are highlighted as an effective strategy for strengthening business relationships. One manufacturer describes how involving top executives in these calls with representatives has opened doors to higher-level discussions with major customers, enhancing the business relationship and facilitating successful deals.

Patience Pays Off

Emphasizing the importance of patience, a manufacturer advises maintaining realistic expectations and flexibility in the early stages of a partnership with a representative. This approach helps both parties understand and adjust to what works best, fostering a profitable long-term relationship.

You're Not Alone If You're Considering Reps

An interview with the chairman of a rep association reveals a growing trend among manufacturers to integrate independent representatives into their sales strategies. This shift is attributed to the high costs of maintaining a direct sales force and the challenges of personnel continuity in specific territories.

The Importance of Continuity

Continuity is crucial for maintaining successful relationships with representative firms. A manufacturer who has worked with several firms for decades shares that open communication and mutual respect have been key to their long-standing success. Like a marriage, it's important to address issues promptly and maintain a partnership approach to problem-solving.