1/27/2010
From the Manufacturer's Perspective - Are You an "A-Rep"? Internally, in the rep world, we often segment (at least mentally) our line cards by the quality of our manufacturers. Everyone knows which lines are their A-, B-, or C-lines. Sometimes it is determined by volume, profitability, customer service, or even how many reports they require.
But have you ever considered what kind of rep are you? Are you an A-rep? B-rep? Or C-rep?
What makes an A-rep?
What distinguishes you from your peers inside your territory? Why are you better? Different? You may not be the biggest rep firm, but what benefit do you bring to manufacturers that are considering using your firm?
As we think about how to differentiate ourselves, it is important to think objectively. Think how the manufacturer sees you and compares you to your colleagues.
I think it is an interesting point to ponder.
I welcome your thoughts!
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