Reps Go Big stevegraham/iStock/Thinkstock

Reps Go Big

A string of rep agency mergers over the past few years show why the desire for size and geographic reach is reshaping the electrical market.

Electrical manufacturers’ independent representatives are the quintessential local market players, elite squads of ace salespeople who make it their business to know everybody in town and what it takes to get each one to sign an order. They live what looks from outside like a precarious existence, commission sales based on relationships that are always subject to cancellation, usually on 30 days’ notice. Despite that tenuous “kill to eat” structure, or maybe because of it, reps all over

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TAGS: Sales
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