When the author of this article was asked to recall some of his experiences with manufacturers and customers, he was quick to cite a couple of instances that bore out the axiom, “No good deed remains unpunished.” At the same time, with more than 50 years under his belt as an independent manufacturers’ representative, he offers some valuable advice for his fellow reps. Read on to learn if any of his experiences sound familiar.

Here’s what happened to me. It was a number of years ago when I was calling on a major industrial manufacturer who consumed large volumes of … Read the rest