Two representatives recently contacted me to solicit my input regarding contracts from two manufacturers on potential compensation changes that were being introduced. Over the years I have worked with manufacturers on their rep contracts and have found many to be […]
MANA (the Manufacturers’ Agent National Association) recently had a very interesting article in their magazine on the need for manufacturer representatives to market themselves to their manufacturers as this can help reduce the risk of terminations caused by manufacturer personnel […]
Last September NEMRA released its “Manufacturer of the Future Report” as a follow-up to its 2020 report on “The Rep of the Future.” As always, they are extremely well done and include a significant amount of time interviewing many key […]
A recent article by David suggesting that contractor-oriented distributors identify the “dual trade contractors” that they serve as a potential growth strategy and attending last week’s Electric Expo, put on by the Electrical Association of Philadelphia, that had about 2000 […]
We have often discussed how acquisitions have affected manufacturers and distributors in our industry, but we seldom talk much about the effects it has had on representatives. Both NAED & NEMRA once described the relationship between a manufacturer, a distributor, […]
Twenty-five years ago, I was the Chairman for the Thomas & Betts Rep Advisory Board. This was back in the days when, rep input was solicited, and perhaps valued more. We were charged with assisting in the development of a […]
George Santayana, the Spanish philosopher said, “if we don’t learn from history, we are doomed to repeat it!” Our economy is certainly changing quickly, as is our industry Many of us tried fighting the DIY market when they began selling […]
Over the past months I have spoken to many dozens of distributors, manufacturers, contractors, and independent manufacturer representatives from various areas of our country getting their views on the changing dynamics of our industry. The results have been relatively consistent […]
Webster’s dictionary defines the word VIRTUAL as being “such in essence or effect though not formally recognized or admitted; indirect.” How has this word now become a strategy employed by many since COVID to take the place of personal contact? […]
Terry Burkholder, an icon and leader in our industry, passed away Sunday night at 89 years of age. Much will be said about his industry experiences from being Executive Vice President for Tristate Electric to joining and helping to make […]
