“Manufacturer reps have long lasting relationships at all levels of the customers resulting in increased face time, accelerated sample evaluation and ultimately having the part approved and placed for production. Manufacturers’ Representatives live in the territory and continue to call on customers on a regular basis. All of which bring tremendous value to the partnership. While a direct model also has value, the Manufacturer Rep model works from a commission structure, fundamentally costing the supplier nothing until they sell something resulting in all the up-front expense and investments made by the rep, giving them buy in and incentive to win the business.
We continue to see great value in our Franchise Suppliers that use the Manufacturer Rep model as their channel strategy….whether it be a full rep model or a hybrid direct/rep model. Fundamentally having more qualified sales engineers on the street that have established long-term relationships with local customers is valuable for all parties involved including the Distributor, Supplier and more importantly the customer.”
Todd S. McAtee, Vice President, Americas Business Development, Mouser Electronics
“For those of our franchised manufacturers that use reps, which is most, it is as efficient for us as it is for the end customers. In fact, the more lines we have in common with a rep firm, the better. The time efficiency goes up the more we have to talk about and work on with each rep, and vice versa. A well aligned distributor and rep network is a great way to get a lot done… the ultimate one-two punch in the battle for time and attention at the customer.”
Michael Knight, Senior Vice President, Americas, TTI SVP Americas
Yesterday, as I was reading the Harvey Mackay (Outswimming The Sharks guy) article in the Minneapolis paper titled, “Good Relationships Key to Success in Business” highlighted were three simple rules: “ If you do not go after what you want, you’ll never have it. If you do not ask, the answer will always be no. And, if you do not step forward, you’ll always be in the same place.” Great thoughts and true to most businesses and individuals making up businesses including the “rep model”. We can attempt to avoid such rules at all costs, clinging to the illusion the past will be tomorrow. And/or confront the reality, accept and even embrace while converting our consciousness into something new and fresh. In adopting such fearless philosophy we gain a sense of new proportion, driving to a new sense of urgency and mission.
Good selling in 2016.
Chris L. Beeson, Executive Vice President, Sales & Supplier Management, Digi-Key Electronics
Direct Manufacturers, Manufacturer’s Reps and Distributors all exist to add value to our mutual end customers. The Manufacturer Rep model continues to thrive by bringing value to the customer by offering a range of (full bill of material) technical solutions while offering the non-competing focus that component manufacturers desire. Their local touch results in the Rep often having the most comprehensive understanding of the customer’s needs and thus the ability to best recognize and service those needs.
Dave Doherty, President and COO of Digi-Key, Digi-Key Electronics
Manufacturers who use the rep model and hire rep firms that share multiple lines with Sager gain valuable advantages and efficiencies. The teaming that occurs between two sales people representing multiple shared suppliers, in the same account, tends to be deep and long lasting. They stay in close contact regarding next generation projects where they can work together on design and fulfillment. They alert each other to opportunities gained through the multiple technologies they represent. Because this engagement occurs across multiple suppliers, the time spent provides a greater ROI for Sager than working individually with many suppliers. Due to the frequent interaction between our teams, the manufacturer rep team becomes much more familiar with and derives maximum value from our selling tools and service set.
Frank Flynn, President, Sager Electronics