Bringing Back the Good Old Days
Scott Adams
This issue is one of my favorites of the year, because I love Thanksgiving, and I always enjoy reading about the manufacturer reps to watch. As I was reading through the writeups on each of the superstars, it struck me how important their role truly is to all of us.
I had 20-plus meetings with manufacturers during HIDA this year, and in over half of those meetings they told me for 2018 they are bringing back ride days and challenging their reps to get in the car and work with you. It was incredibly refreshing after listening to so many of them talk about calling on the IDN directly for the past few years.
I talk a lot about how today’s distribution rep has to be the quarterback. Well, every QB needs an offensive coordinator, which I would say is your manager. You also need a head coach, which I would categorize as your corporate office. They are setting the direction of the team.
While both of those roles are important, it may be the position coaches that truly shape a team and help them sharpen their skills. In my opinion, your manufacturer reps are your position coaches. They have the ability to make you look like a superstar in front of your clients. These professionals can bring real value to you and your clients.
Over the next few months, remember the days when we all went out and tried to help each other sell more stuff. Put a manufacturer rep in your car one day a week over the next quarter – whether you think you need to or not. Who knows, maybe they will deliver some sales that help you gain a new customer or hit your plan for the year.
Lastly, during this holiday season I wanted to say thank you for allowing us to do what we love, which is to support the channel through Repertoire Magazine. I never take the voice of our magazine or its audience for granted. Next year will be Repertoire Magazine’s 25th anniversary. We couldn’t do what we do without the support of the suppliers who advertise in these pages and without you our reader. Thank you!
Happy Thanksgiving
Scott Adams