The Rep's eyes and ears

Next up was Layton Dodson, national sales manager, United Receptacle, Pottsville, Pennsylvania, who emphasized the need for manufacturers to schedule their time with reps and to constantly communicate with them.

"We have manufacturers' reps that might represent as many as 18 or 20 other lines,

Dodson emphasizes the need to communicate regularly when he says "Keeping the reps up to speed on the product line is a matter of continuous communication. I've been pleasantly surprised at how quickly they focus on the important features and benefits." He adds: "I think that manufacturers' reps are becoming more professional in their approach to the market .... They are cognizant of their place in this industry, they know they are needed, and they know that they have to be very professional."