The Truth Can (Really) Hurt

Proof that there’s really wisdom in the words “Say what you mean and mean what you say”

A candid meeting among independent reps and manufacturing executives revealed the importance of honest communication. A rep shared his experience of providing feedback about a regional manager, which led to accusations of betrayal from the manager and others mentioned. This incident highlighted the need for confidentiality and trust in feedback processes.

Appreciating Each Other’s Problems

Manufacturers with a history of successful relationships with reps discussed the mutual challenges they face. One manufacturer emphasized the benefits of a rep council that has been active for over 20 years, fostering open and effective communication and preemptive problem-solving.

If You Can’t Trust Your Rep…

The issue of trust between manufacturers and reps was underscored with a reference to a 1950s TV show, "Maverick." The discussion focused on the necessity of honesty in communications about customer-related information, stressing that trust is essential for a profitable partnership.

The Value of Working Together

A manufacturer described how annual national sales meetings are used to foster openness and trust, encouraging reps to share everything happening in their territories. This approach has proven effective in addressing issues promptly and maintaining a healthy business relationship.

Preparing for a Successful Product Launch

The National Electrical Manufacturers’ Representatives Association (NEMRA) and its NEMRA Manufacturers Group (NMG) developed guidelines to enhance marketing promotions and product launches. These guidelines aim to reduce waste and improve efficiency through better planning and communication.

Making Websites More Useful

After gathering input from reps, manufacturing executives compiled a list of essential website functions to enhance usability for reps and customers. These functions include stock checking, order placement, and access to product training and information.