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When Agency Sales magazine reported on a MANAchat that was devoted to a discussion of what reps like most and don’t like about their jobs, it must have struck a chord. Since that article appeared in the December issue, several reps have weighed in with their thoughts on the very same subject. Overall, those who took the time to comment expressed great satisfaction with their choice of profession; however, for every satisfied rep, there were others who voiced some misgivings with what they have to face on a regular basis. Overall, their opinions might very well serve as recruiting tools for those interested in pursuing a career as an independent rep. What follows are just a few of the reactions to that original article.

This first comment is one that was shared by a number of individuals: “What I like most about being a rep are the life-long friendships I’ve established with other reps and manufacturers. The people are what I enjoy the most.

“On the negative side, what I like least is to listen to the complaints about how much commission I am making and how they are (i.e., manufacturers) supposed to justify it to their board. I have been terminated for earning too much commission only to be asked back a year later when sales tanked.”

Next up, another rep offered, “What I dislike most is the lack of understanding/awareness manufacturers often have about reps and how they work (i.e., having to defend our contracts, justify our market development fees, explain how a ‘territory’ works, and repeatedly beg to get needed information from them so that we can do our best to market them and earn them the sales they’ve hired us to get).”

That negative thought was followed with a positive. “What I like most is the partnerships that form, both within my own agency and with our suppliers (once we get over the humps listed above, LOL). Strategizing with our manufacturers to get the best results is by far the most successful — and enjoyable — tactic. Last, being a rep means having more than ‘one thing’ to sell — we are diverse and synergistic, offering multiple solutions to customers.”

Sounding a similar theme, another rep noted, “What I like most about being a rep is the ability to operate my own small business. But that’s not all. There’s also the ability to build partnerships with my principals and assist them in growing their market share. Add to that the opportunities to form relationships with customers and sell multiple synergistic lines.

“Conversely, what I like least about being a rep is manufacturers pulling successful lines and the changes in selling styles that have occurred over the last few years, and that includes less face-to-face time with customers.”

A more lengthy response was forthcoming from another rep. “Since joining the rep business just nine years ago, every day has been a complete joy and breeze! I’m getting plenty of time on the golf course and customer entertainment has been like one long extended vacation — just kidding!

“There are many days that force any rep worth their salt to question why we do what we do. Coming to grips with rejection, driving for countless hours, staying in unglamorous hotels, scarfing down gas station food and taking an earful from customers about how a particular deal went sideways. I believe factory guys have a false perception of representatives. We must have it made in the shade, running to the bank with easy commissions. They often don’t see the years of trials and tribulations it takes to win.

“The reality is that our survival is truly dependent on the mastery of our craft. We are business professionals first, salespeople second. We constantly weigh our time investment against the potential short and long-term commissions earning potential. Just when we establish a beachhead with a particular account, something could change — the customer contact moves companies, the project is canceled, an unscrupulous competitor swoops in for the business, there is a principal change on the line card…. There are nearly 1000 reasons a deal could fall through, making the victories that much sweeter when the stars align.

“My reward is the relationships I’ve formed in the business. I have the privilege of working with companies that share our core values and work ethic. Spending time with my customers, who value the products and services I deliver to them, is a true blessing and a major motivator to stay the course and persevere through the tough days that will inevitably come. We also serve an industry that delivers a critical function to society in the form of electricity. Where would we be without affordable, reliable power? This drives our purpose; the people give it meaning.”

Leveraging brands was high on this rep’s mind when he offered the following: “The thing I like best about being a rep is that we can build our company around strong brands and leverage that in the marketplace much easier than a manufacturer can. Keep in mind that if you’re a manufacturer, you’re constantly placing a bet on building a product that customers may or may not want. Being a manufacturer is really hard. After years of being a manufacturer before I became a rep, I specifically went into this business to be a rep.”

He continued, “I’d say that the thing I like least about being a rep is you’re constantly looking to find and develop your folks — your own employees. I’m constantly recruiting and once we find them, we don’t have any trouble keeping them; but it’s tough to find them in the first place. Having said that, I’d add that we really don’t get enough help from our manufacturers when it comes to higher quality training programs for our people.”

Finally, two recently retired reps had this to say:

Explaining that he worked for more than 20 years as a salesperson for a couple of different companies before joining a sales rep agency, “My agency work was in the electrical, construction world; mostly commodity products, but not all. Our agency president (boss) was excellent in taking on most of the corporate-type reporting etc., and allowing us to be focused on sales.

“As a result, based on my experiences, what I liked best was the varied amount and type of products I dealt with. There was always something to talk about, different customer types (distributors, contractors, engineers, facility maintenance, governmental agencies) to deal with; not to mention dealing in a challenging learning environment. And as mentioned above, I was blessed with less corporate-type interference to the sales-building-relationship work, which, depending on the agency, was how you could maximize your income!

“Conversely, two things stand out for me that I liked least. The first was time-scheduling problems due to many company personnel wanting to see customers (some of whom were not so good at it). The second that was a problem for me was the very different systems that each company employed as far as reporting, computer passwords, log-ons, etc.”

“What I liked most about my independent manufacturers’ rep business was the ability to be the best I could be while serving the needs of both my customers and manufacturers. Being my own boss allowed me to be in full control of my time, so I could live the balanced life I wanted with my family and business. In addition, I cherish the hundreds of friendships I made.”

He continued, “There was little I disliked. As with any business, there are the usual challenges and frustrations. The paperwork required by some of my manufacturers frustrated me at times. In the first years of my career, when my agency was multi-person, there were all the accounting and human resource challenges that come with any organization. I did not enjoy the times I had to let employees go to find other employment; but, overall, being an independent manufacturers’ representative in the commercial construction industry was exciting and rewarding. My career spanned 46 years. I did not retire until I was 80 years old, because being a rep was so much fun.”

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