In California we have a saying, “The only thing constant about California is change.” Having been a sales rep for a number of years, you can apply that same analogy to the sales representative business. A good sales representative is always on the prowl looking for a good line and working diligently to keep existing principals happy.

One of MANA’s principles is that a sales rep should be a member of a specific industry rep association in addition to MANA. We have been a long-time member of the Electronics Representatives Association (ERA) and in particular the Southern California chapter of the ERA. Our chapter is very active and sets up chapter meetings, Owner’s Forums, Table Top Shows and informal Friday morning breakfasts at several locations. These events not only provide insight into the various aspects of the rep business, but opportunities to meet customers and network with other reps. It is also not unusual to have prospective lines forwarded to each other and in most cases have the line published to all of the Southern California ERA owners. If you do not have an active rep chapter in your area you can attend your industry association national conference. MANA publishes a list of new manufacturer members along with their products in each Agency Sales issue as well as a biweekly e-mail. I usually scan the new manufacturers’ list for possible new lines.

At sales meetings we spend a lot of time working with our fellow sales reps around the country in addition to the training sessions. This has become extremely important as we work on large projects with customers in multiple locations and with customers that use contract manufacturers. As a result we get references on prospective lines from our fellow reps as well as the people we work with at our principals. When visiting principals I always try to bring with me a token of appreciation for the inside staff to acknowledge their assistance in the sales effort.

Do not underestimate trade shows. We either have our own booth at these shows or help our principals man their booths. These shows not only give you the opportunity to get to know the principals’ personnel better, but they can provide an environment in which customers can provide information they would not volunteer under normal business situations. We also host a principal dinner one of the nights to thank everyone from our principals for coming out to work the show. Trade shows are also good times to interview prospective principals. And yes, over the years we have picked up principals who had booth signs reading, “Looking for Reps.” In one case the principal became our top line and in another case they are one of our top principals today.

A few months ago I was working a trade show with a principal, and they advised that they would have a booth in another upcoming trade show. Knowing that they would like some additional support, I volunteered to help them. Unexpectedly one of our customers came by and expressed gratitude for our help in resolving a quality/delivery problem. Another customer came by looking for assistance at one of their facilities outside our territory. One long day — exhausting; two satisfied customers and one very appreciative principal — priceless!

Finally, I would like to recommend Stephen Covey’s latest book titled, The 3rd Alternative. It provides a breakthrough approach to conflict resolutions and problem solving. Working out solutions to disputes between principals and customers increases your value as a rep.