A Rep's Perspective

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