A Rep’s Perspective
After thirty years as a representative in the furniture industry, I can safely say that this industry is totally unique and different from other consumer good suppliers. We are an antiquated, archaic, one of a kind industry that fits no business school primer! After watching companies come and go, with more going each day: this recent market a prime example with untold empty spaces available in High Point.
We as reps have been caught up in the dynamics of this ever changing industry. We have watched countless companies which were once mighty, fall, and new companies emerge! Where once we had security, and if you did your job well, a home and secure income for life! No more! There are a few companies left which offer the above, but today they are the minority, and a small one at that! There is no more security, nor is there loyalty!
The representative today has recognized this issue and though jaded continues to do the job that they love. The furniture industry is akin to a large fraternity, we all know each other and have to work together for the benefit of all: manufacturers or suppliers, retailers and representatives. We have all suffered in these current economic conditions, but the representative has suffered most!
When times get tough, factories try to save money. One easy way is to cut commissions, or cut us out entirely. We have lost several thousand representatives over the past ten years. This is through factory closings, retirements, but mostly reps who were unable to make a reasonable living. Our expenses are high and getting much higher. Our commissions are down, one need not be a PHD Economist to figure this out!
In today’s business climate, where retailers are trying to exhaust inventory from their warehouses, lack of consumer participation has meant it has become more and more difficult to see retailers who are in a buying mode. Yet the dilemma exists where out of sight is out of mind. We must still travel and see our retail customer. There are always catalogs, price lists or fabrics to update, yet we have to find ways to do this economically in today’s four dollar a gallon gasoline! I know many reps who fill up at least once a day some twice a day, at a cost that is double what it was a year ago.
Factories in order to cut costs, send us by bulk, the materials they use to send to the retailer, for us to deliver on our dime. One has to consider carefully one’s itinerary today in order to conserve resources.
Will I go on a three day road trip when I’m still waiting new catalogs to distribute? It makes no sense to do the same trip twice in a matter of a few weeks, or as Patton says in the movie, “ I don’t like paying for the same real estate twice,” when asked if he was going to pull back. We all have to work harder and work smarter to get ahead on today’s economy.
No one ever promised that this job was going to be easy, with its inherent problems over which we have no control. We are fortunate to be independent, self motivated, resourceful, creative, and to some extent stubborn with the never give up spirit, in order to be good representatives. We give the added value to both our retail customers and the factories which we represent.
I think I’ve said enough for one sitting. If reps want to contact me with ideas, suggestions, comments or criticisms I can be reached at risser7307@aol.com
van thorpe commented:
dusty and other reps are correct.work hard smart for retailer/company you work for and then you....many reps think it's all about themself's..and they can do it all..remember ..customer first/then company/then you...and talk to the retail sales people like human beings..they are.toughest job in furniture..
JTS commented:
Here is the deal...Manufacturers must have "professional" sales representatives in order to achieve success -no question. However, there are so few sales reps that get the "total" picture. When times were good, how many articles were written about how much money some sales reps made for basically delivering catalogs? ZERO! Get with it an understand that we ALL must work harder when times are bad so when things do turn around everyone benefits. Retailers must have your total support right now with a positive attitude and suggestions for improvement. So if that takes another trip to the same "real estate" to maintain your investment- JUST DO IT. You might not get the order now, but what you'll get is a retailer that won't forget that you were there for them when they really needed you the most.
Young Whipper Snapper commented:
What business hasn't changed in 30 years ???
Succesful people change with it, the losers lament.
If I were a manufacturer I would not attend shows nor would I have a 'Sales Force". In this day and age, the only reason you need one is to service the few remaining old school retailers that expect one. 10 years ago I could have become a rep. At the time it would have been a very lucrative move for me, however I saw the writing on the wall. I could see then that reps were on the way out. That they did not add enough value to justify their expense. If they did then there would be more of them today, not less.
Manufacturers aren't stupid. They trim the fat and invest where they will get a return. The typical rep brought this on themselves (and their peers). Those that added value all along are still at it. Those that did not are not.
undetermined commented:
I am amazed by most of these comments and it shows that most reps just don't get it. Retailers and manufacturers are looking for partners in their businesses, NOT order takers. Reps need to find a way to ad value and it not updating price lists and catalogs as was mentioned above. How many reps know the difference between mark up and margin? How many reps can calculate GMROI or even know what it is? How many reps know how to speak to the dealers about advertising? Most reps need mananagement to make your presentations to your majors at Markets because you at not prepared at the shows. Wake up, speak to your retailers and find out what they need from you, don't assume you know. If you keeping driving down the same road you will keep getting the same results.
WholesaleInteriors commented:
I would love to know how to work with reps better, we never got it straight and I'm not sure why. We, as a company, have grown over 800% in the last 3 years without reps but I know we could have done much much better with better management and a good rep network.
Also, I don't know if there is a stigma in being an importer in the furniture business still, but that would seem silly because we are here to stay. As a rep for 15 years outside of the furniture business, I would have loved at any time to be a part of any territory that was growing at over 100% per year, I would know there would be money to be made.
If anyone has any ideas on how to use a rep network better, I would love to hear them. I'm just hiring a manager to put our rep system together but frankly I'm scared that I'm going to come up with a bad plan and get off on the wrong foot with the reps.
ctanner@wholesale-interiors.com
www.wholesale-interiors.com
furnicologist commented:
hey furn reps ,this old furniture pro says,be inventive,seek the cracks that exist, those acct.sthat are not on your normal radar, catalogs,small stores,home improvement style shops that sell diff products than you normally call on.
the old days are over,the account base has shrunk 50% from 20 yrs ago,the dealers that have credit,or even can...thats can, pay thr bills , are small and few n far between gas pumps.now is time to act like you are the superman you were.
no kryptonese"chinese imports"are going to get you down.
we are selling 70s prices w no and I say no value,its 99% borax,crap,junk,from china and asia ,its not and i mean not good value.sell the future as a rep you only have your reputation.sell junk and die,find good products good people and stick with them.selling is always a grt job
done it all and know the pain in todays furn industry,live in high point......need I say more.
furnicologist commented:
hey furn reps ,this old furniture pro says,be inventive,seek the cracks that exist, those acct.sthat are not on your normal radar, catalogs,small stores,home improvement style shops that sell diff products than you normally call on.
the old days are over,the account base has shrunk 50% from 20 yrs ago,the dealers that have credit,or even can...thats can, pay thr bills , are small and few n far between gas pumps.now is time to act like you are the superman you were.
no kryptonese"chinese imports"are going to get you down.
we are selling 70s prices w no and I say no value,its 99% borax,crap,junk,from china and asia ,its not and i mean not good value.sell the future as a rep you only have your reputation.sell junk and die,find good products good people and stick with them.selling is always a grt job
done it all and know the pain in todays furn industry,live in high point......need I say more.
oldtimer commented:
I have been in the Furniture business as both a retailer and supplier since 1970. I have represented lines and also have been a Distributor for a manufacturer. I would suggest that manufacturing is having issue with paying for unnecessary salaries in sales and marketing. Those are costs that should be bourne by the Distributors of the product. What needs to happen is a return to a business model that puts skin in the game for the Reps (operating as Regiona Stocking Distributors who buy for resale) and Manufacturer. A Distributor model does this but only if the manufacturer can create value and pass the savings of small order processing on to the Distributor. Manufacturers are now either becoming logistics companies for the Asian manufacturers or they cease to exist. All the while they fail to recignize that the personal relationship held by the Reps is far more valuable than the cost savings of overseas manufacturing. How many local retailers do you know that can know afford to buy full containers? Have you noticed that even those retailers are now feeling the pinch from their financial partners? Our industry is killing the messenger (rep) and quickly becoming the slave to foriegn opportunity. We should be leading with change instead of reacting to it. We need to stop selling price and sell value and local service.
Mohd. Aslam Ansari commented:
Sir,
I read your view & appreciate your courage.
Please advise me how can I represent the Rug Importers.
Aslam - India
rugs.dhurries@gmail.com
Mary Smith commented:
You said it all and very well! I just hope manufacturers and retailers read it!
Rich in Retail commented:
Hey typical rep!
All gung hom then
8-10 weeks without a peep!
p. giardina commented:
WOW! HEY, "SEASONED REPS"--WERE YOU EVER TAUGHT IN "BASIC SALES TRAINING"-----NEGATIVITY BREEDS----NEGATIVITY??? WE WERE TAUGHT THAT EVEN IN THE RETAIL ARENA. STAY AWAY FROM THE NEGATIVE---HANG WITH THE POSITIVE!!! REMEMBER, WHEN THE GOING GETS TOUGH-THE TOUGH GET GOING! GOOD LUCK AND GOD'S SPEED TO THOSE OF YOU THAT ARE KEEPING YOUR HEADS UP, GAS IN YOUR CAR, ORDER PAD AND PEN READY---YOU WILL KEEP SENDING IN THE ORDERS THAT YOU AND THE COMPANY YOU REPRESENT NEED IN THESE TRYING TIMES. THIS TOO SHALL PASS!
Dusty commented:
I don’t think that he would be complaining. Harold would probably be too busy preparing for his appointments, selling furniture, and training sales people, just like the most successful sales people in the business today.
One legend in the business that I know coined the acronym STP (See the People). It is amazing what can be accomplished with the right attitude and work ethic.
Sure these aren’t the best of times for anybody, but we as representatives, need to realize how fortunate we are, and fight for the companies we represent and the dealers (Both large and small) who are selling our products and paying their bills during this difficult time.
Make those calls! Otherwise stay off the road, and sit at your computer so I can get more orders this week!
Thanks,
Dusty Fryer
Dusty commented:
What pessimistic blog.
Would you like some cheese with that whine?
Last week I filled my tank up 4 times and covered a very large chunk of western territory. I HAD A PRODUCTIVE TRIP. Guys are filling up twice a day? Why?
Recently I read an intelligent article in a Furniture trade paper with comments from successful reps discussing the keys to adding value to the transaction as a rep. They listed: 1. Effective sales training 2. Problem Solving 3. Accessibility
I would like to put at the top of my list, NO WHINING, NO COMPLAINING, WORK LIKE HELL, & PREPARE.
Honestly, how long would most factories last without a sales force? About as long as a chicken would live without its head attached!
Sure, I have heard about a company who recently eliminated their reps. I believe that this was an act of desperation, that will cost them business. Besides, 9 out of 10 furniture companies are not there yet, and probably will never be.
I am so fortunate to be a furniture sales representative. This is a very rewarding career with a bright future. This last High Point market was an excellent show for me, & I wrote over $100,000 in a far western territory, I didn’t even come close to topping the list in either of my companies, but I was proud of my honest efforts.
Ray, If Harold Stewart was alive today
Hank commented:
Sorry
But reps are thing of the past-especially those ol boys who keep on talking about the old days..
JG commented:
A large problem is that as independent reps we have no legal rights. I only know of one state, Minn,..I learned this while I was vp of sales. I will call Howard Coble and see what he thinks...to be continued!!!
I feel like Willy Loman
Lou O'Reilly commented:
Yes things are slower than last year. When the wind dies down it slows down all the sale boats, large and small. And, yes, gas and hotel cost have risen sharpely over the last eight years. However, there are things that we can do to compensate. For example, credit card companies, like American Express, offer 5% cash back. Assuming annual expenses of $20,000, you can recoup $1000 and offset part of the increase in gasoline.
Large retailers, like Kroger, offer prepaid debit cards that provide a 5% rebate to the organization that organized the card issue. If IFHRA got thousands of reps to participate, hundreds of thousand of dollars could be generated annually and placed in a savings account that could be used in the future to help mitigate the cost of health insurance for the members, without touching the growing and compounding principal.
If IFHRA suspended the cost for manufacturers to advertise available lines in exchange for signing on to a standard that respected the rep's territory and commission, there would be more opportunity made available to the membership.
These are three ideas from one rep. I am sure that there are many more that could be shared if thousands of reps shared their creativity.
Good selling to all,
Lou O'Reilly
Wil Goff - commented:
Ray,
Thank you for your article. I have been a sales rep since 1973 and agree completely with your comments. Many of us, who have been in this business for a while, have experienced the downside of losing a line. Whether it was a result of our job performance, the individual company''s difficulties, or a simple matter of a new sales manager who wanted to give your territory to one of his buddies. Despite that I have always been thankful that I did not have to resort to taking a "real job" (although I came close !).
I now have brought my daughter into "the business". I think it offers her the opportunity for a great life but it obviously is not as secure a profession as it once was. Thank goodness she has great computer skills, which are a necessity in order to achieve sucess in today''s world. (Email is a major tool in my business but I still struggle with Excel documents...)
Best Wishes,
Wil Goff
Tom Ciano commented:
I too am a veteran sales rep for more then thirty years, working as both an independent sales rep for many different factories, and spending eight years in management.
I agree with everything you said. I was curious what conclusions you may have reached, or what suggestions you might have for the future.
We all know that in any enviornment, the "house" has to make money before anything else happens. We are certainly caught in a squeeze. What we need to do as reps in improve our "worth" to our manufacturers, so they think of us as a very good value and worthy of thier investment.
When the manufacturers were small, they needed us. As the manufacturers grow larger, there is the opinion that we are not worth our cost any more. (Hence: lower commissions!) We have always been very good at helping our customers make money with our products and services. Now, we need to find ways to help our manufacturers make money with our customers, so the manufacturers start to think of us a "value" again.
We are supposed to be serving "two masters". Let's make sure we do.
