Comments on: In defense of the independent sales rep

By: ray allegrezza

ray allegrezza — Wed, 03 Jul 2024 11:45:14 +0000

In reply to Micah. Micah, your point about each spoke of wheel adapting is right on point! Thank you for sharing your thoughts.

By: ray allegrezza

ray allegrezza — Wed, 03 Jul 2024 11:44:06 +0000

In reply to Jack Steger. thank you, Jack. When times get tough, sometimes measures become extreme...on both sides of the fence!

By: Micah

Micah — Mon, 01 Jul 2024 20:45:23 +0000

Ray, Good article and I am a staunch supporter of the independent rep role. My position, and frequently expressed opinion, is, “the elimination of sales representatives is a decision, deliberate or otherwise, to close.” There are, however, a few points I felt your article failed to explore. For example, it is the responsibility of each individual and business to evolve as the environment changes and find ways to stay relevant and provide value. The retail landscape is ever changing and the speed at which it is doing so is escalating. Also, there are far few retailers than a decade ago so naturally there will be fewer representatives. Finally, frequently, it is the retailer who is requesting the elimination of independent representatives as a means of reducing their product costs and increasing their own margins or offsetting cost increases. This is a difficult position for even the most pro-rep supplier who cannot afford to pay commission and reduce the retailer’s costs.

By: Jack Steger

Jack Steger — Fri, 28 Jun 2024 16:42:13 +0000

Fantastic article and spot on. I see this happening more and more to rock star reps and factories that are top tier in our industry.
It is a bad long term decision by the factories and it will come back to hurt the factory, guaranteed. A good rep. can make or break a line in my stores.

By: Michael

Michael — Fri, 28 Jun 2024 14:05:01 +0000

If a factory believes they can manage accounts on their own, they should let the reps go completely. Or if not, let them keeps accounts they’ve cultivated. And reps should quit a line if they are treated poorly. Easier said than done, I know. But there is a lot of competition for floor space and retailers like myself are often more loyal to reps than brands. There are very few brands that the average consumer can name in the home furnishings space. La-Z-Boy, RH, Ashley, etc. beyond maybe 20 brands, the consumer has no idea which Asian factory that greige sofa was made in. They are relying on the retailer. And the retailer is relying on their reps.

By: Thomas Leflein

Thomas Leflein — Fri, 28 Jun 2024 13:46:39 +0000

Absolutely fantastic article Ray.
I hear the same thing from many of the reps I know from all over the country. Manufacturers can’t make it without reps. Thomasville learned it the hard way and went out of business. When very successful reps have their accounts become house accounts that’s a sign that the manufacturer is probably going to be out of business soon. The retailer should know that and then reconsider if they even want to continue doing business with that company. As a rep myself I tell other reps when they see this happening in a company they represent, they should realize they could be next and to look for another company to work for. Life’s to short to have to worry about this kind of stuff happening