Last week we discussed why PCB and PCBA manufacturer’s reps need a better deal. This week we will discuss some ideas, suggestions, and ideas of what that better deal and that better contract should look like. We are looking for a win for both the principal and the rep. Let’s look at the issues and […]
Giving Our Reps A Better Deal Is A Win-Win
First of all, let me say there are no bad guys here. Only good guys trying to work with each other. I am sure you have all noticed how difficult it is to find good reps today when it comes to selling PCBs and PCBA’s. That is not to say there are no good reps […]
The Rep / Principal Relationship Part Four: The Productive Partnership
For the past three weeks we have been discussing the rep-principal relationship and how it needs to be improved, for the future. We listed what the reps want from this relationship and what the principals want from the relationship and just by comparing those two lists we can see that there are some wide gaps […]
Reps vs Principals Week Three: What The Reps Want
Turn around is fair play: last week we discussed what the principals want from the rep-principal relationship, now we are going to discuss what the reps want. As we mentioned last week, these are wish lists only, some of the things both these entities want are not fair or even practical, but it symbolizes the […]
Reps Part Two: What The Principals Want
Last week in the first column of this four part series we discussed how the rep/principal relationship is no longer as productive as it once was. We discussed the disconnect between what the reps want out of the relationship and what the reps want from it. And we discussed how this relationship has to not […]
The Sales Rep Dilemma: There Has To Be A Better Way
Overall, the sales rep-principal relationship is not working the way it used to. In fact, it is archaic to the point of being unworkable. Let’s look at this issue from both sides and examine why it just doesn’t work. From the Reps point of view here the challenges of being a rep in 2021: Reps […]
PCB Reps Are Back!
After years of avoiding representing PCB shops, the reps are back looking for a good company, or two, to represent. There are a couple reasons for this. One is the onshoring of the market due to the pandemic and the tariffs. The other is that they feel – and several have told me this – […]
The New Era of Rep Partnerships
For years one of the most difficult relationships in business has been the one between an independent sales representative and the principal, the company she is selling for. This relationship has been tenuous at best and adversarial at worst. In fact, most of the time it has been adversarial. The principal’s constantly resenting the money […]
Why PCB Sales People Are Forced To Be Farmers Not Hunters
…and what we need to do about it. I was talking to a friend of mine the other day about why it seems to be so hard to get PCB sales people to focus on any aspect of selling from lead generation to closing a sale. This makes our job as sales consultants particularly daunting […]
3 Great Ways To Support Your Rep Sales Team
Let’s face it those of us in the board industry have not always treated our reps fairly. We have not supported them, not been honest with them, not trusted them and yes, not paid them – the biggest sin of all. There seems to be some kind in instinctual adversarial relationship between board shops and […]