I had a rather “lively” conversation with the sales manager and the president of a prominent industrial manufacturer/contractor in my area. I asked the president (who I’ve known for years) if he’d like representation in the area I served. We agreed to have a meeting. His sales manger scowled at me for most of the meeting, until I asked him if there was a problem and was he even high on the idea of my firm repping them. That’s when the truth came out.

He claimed he’s been through using reps like me before — “They go in, open the communication and start activity, but 10 years later, if we knock down a sale they still want a commission….” The conversation went downhill from there. However, they did offer me the opportunity to represent them on two deals per account I established. They would commission me on both sales but after that, I get zero. In their mind, my usefulness is, at that point, over. Not making this up.

I bump into a lot of deals. One of those circumstances recently happened with an account I’ve maintained for years with other products and services. I put this manufacturer’s hat in the ring. They got the deal. I will be commissioned. But one more deal there and I’m done. I realize much of this has to do with the realities of presence, hunger and necessity. If they really needed me that bad, their level of respect and need for me would be greater. Chances are they have enough business on their own (or so they think) that my services are genuinely not needed.

I’ve already decided to move on from them and find someone else who’ll fill that void, willing to work together and create a relationship. Maybe an upstart looking for a spark. That, as they say, is life….

Ken Brown
Manufacturers’ Representative
MEP Tech Sales, LLC
Wellsville, PA