Kevin A. Busza ICD Systems Since when does a manufacturer representative provide a services component on its line card? Yes, I am referring to services such as system programming, system commissioning and professional design documentation. Symco, Inc. a Mid-Atlantic manufacturers’ rep sees the potential, and is making the offering to its network of dealers. If […]

By Ron Devoe Successful Sales Consulting A phrase often quoted from the Bard is “a rose by any other name is still a rose.” While it does not roll off the tongue quite as well, it can be said that a rep by any other name is still a rep. For over three decades, I […]

Last week I was talking with a rep I had just met from another channel. He mentioned that he had been employed with the manufacturer for almost four years now. These days that makes him a rarity on two counts: working directly for a manufacturer rather than a distributor or agent, and holding the same […]