The Rep of the Future Wavebreak Media/Thinkstock

The Rep of the Future

Editor’s note. To help its rep and manufacturer members understand the impact of these changes and provide a roadmap for future growth in our evolving market environment, the National Electrical Manufacturers Representatives Association (NEMRA), Portsmouth, N.H., asked Farmington Consulting Group (FCG), Farmington, Conn., to survey independent manufacturers reps, electrical manufacturers, electrical distributors, electrical contractors and other buying influences on what they think about the rep’s role today and in the future. FCG’s first Rep of the Future study for NEMRA was published in 2009. That study and the 2015 study, which was released earlier this month at the annual NEMRA conference, explore five critical areas for reps in today’s market: strategy management, technology, marketing, talent management and demand creation. NEMRA and FCG offered Electrical Wholesaling the opportunity to publish an excerpt of this study over the next two issues, and EW’s editors think these articles offer a fascinating status check on where NEMRA reps and their business partners stand in this evolving marketplace. Part 2: Sales Technology and Demand Creation Part 3: The Role of Sales and Marketing

A “sea change” is a significant and systematic transformational change in the environment. The three sea changes now disrupting the electrical channel are digital sales technology, the evolution of the employee workforce and consolidation. Smart reps and manufacturers will embrace these three sea changes as constructive disruptions and capitalize on the opportunities they present.

Digital sales technology. Unprecedented growth in the business-to-business (B2B)

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