Times & Trends: Nicely Niched

Times & Trends: Nicely Niched

In the not-too-distant future, many reps will need to decide what they want to be when they grow up. For many of them, developing a more precisely targeted market focus may be the key to survival.

The rep world is seeing a ton of change these days. There’s always been the constant uncertainty of 30-day contracts, and the distributor and manufacturer mergers and acquisitions can wreak havoc on business relationships carefully nurtured over the years.

Succession planning issues are still common, too. Like many small businesses, some family-owned reps wrestle with the transition of their companies to the next generation. With savvy management of their territories and profi

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