Azione Posts Rep/Dealer Discussion
Buying group Azione Unlimited has posted a discussion held at its recent fall conference on the question of “Does the Rep Model Work?” The conclusion was yes, Azione's Richard Glikes says.
"We love reps and have deep histories with many of these great people and companies," Glikes said in a statement. "Manufacturers have limited knowledge of individual markets and the personality dynamics that exist. In my career as the vice president of retailer Bryn Mawr Stereo, good reps made huge contributions to the success, profitability, and growth of the company.
"Even now they have been prudent advisors. It is interesting to note that members thought that “taking orders” was eight out of ten on the responsibilities ranking and that having an agenda prepared in advance would make these time starved executives more efficient."