Some messages never get old. That’s the case with some advice that was offered in these pages eight years ago when an independent manufacturers’ representative explained how he looked at competitors’ house accounts as fertile prospecting ground. Doyle Evans, who was the president of Pinnacle Marketing Inc., Raleigh, North Carolina, authored the following article in the pages of Agency Sales. We republish the article this month emphasizing that his advice is as valid now as it was then.

As with many things in our business, house accounts are double-edged swords and thus can cut both ways. While reps dislike … Read the rest

I have often heard it said by manufacturing management that the process of finding, evaluating and engaging with an independent manufacturers’ representative is a frustrating process. For sure it can be a time-consuming procedure for both the representative and manufacturer seeking representation.

It is somewhat of a “ritual” or “dance” the two parties go through in order to evaluate the other’s compatibility. Both parties have information to share with the other but must first determine the level of sincerity of the other before sharing too many details. The process is much the same for high residual lines, as well as … Read the rest

As with many things in our business, house accounts are double-edged swords and thus can cut both ways. While reps dislike having them, personally I like to discover my competitors’ house accounts. To clarify, I’m not referring to the hybrid programs where dedicated direct sales staff and independent manufacturers’ representatives work as a team to capture all levels of available business. To be more precise, I’m referring to the principal that assigns a manufacturers’ representative to a territory, but holds back one or more customers as so-called “house accounts,” or customers that will be managed directly by the principal.

The … Read the rest