Question: How is a Rep good for me?
A representative (Rep) is focused, first and foremost, on cultivating
and maintaining a good, long-term relationship with his clients. This
involves looking out for your best interest Ė first. Naturally, he is also
loyal to his principals and interested in building long-term relationships
with them. A Rep works for you and his principals to make sure that every
situation is a "Win-Win" for both parties Ė not one-sided and advantageous
just for the company.
Question: How is a Rep different from a company,
or direct, salesman?
Answer: The direct
sales employee is there to help clients but their first loyalty is to the
company that pays them every month. They have to sell what their company
makes, even if it is not the best solution for the customer. A Rep works
with multiple principals and can choose the best solution for you,
irrespective of who provides it.
Question: But donít Reps turn over more than
Actually, no! Reps do turn over principals, as they tailor
their product offerings to the needs of their customer set. Also, most Reps
started out as a company salesmen with one of the large companies.
Question: Is my Rep going to be around when I
REALLY need him?
Most successful Reps are old gray beards with many years of experience
in the industry. They know you, their clients, and you know him. Reps know
how necessary it is to cultivate and maintain long-term relationships with
you and this means being there when needed. Also, since they have been in
the business a long time, they can tell you the best place to go to solve
your measurement problem if they canít provide you with a solution.
Question: Isnít a large company going to have a
solution better suited to my needs?
Not necessarily! In general, smaller companies are more innovative, faster
on their feet and provide a better value to you than larger companies. Your
Rep will have worked hard, over the course of many years, to represent
companies that consistently provide the best measurement solutions to you.
Of course, if your Rep canít provide what you really need, he will tell you
which company where to go to get your best deal.
Question: Will my Rep shoot straight with me?
Especially if he has been around for some time, yes! Reps serve a
vital policing action on the industry. If there is an bad principal or
company that does not conduct itself to the highest business standards, it
is in the Repís and customerís best interest not to do business with this
Question: Okay Bill, how long have you been in
the nuclear business?
Starting with working with one of the large companies in 1974, Iíve been
an independent Rep since 1989 with the same customers the whole time!