Rep Code of Ethics

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Wonderful explanation of facts avaailble here.

I have read everyones comments and had a few things to say. After being in the furniture business for over 15 years (sales & management), I'd have to say that most of the reps are good and they are usually the underappreciated ones. But we've all had a rep that doesn't do anything other then sit back & collect a paycheck. The one that never returns calls, make appt's to come in but never shows up. And of course, the ones that forget to enter the orders that we send in to them. What I don't understand is how the good reps don't get the recognition from the factory and the lazy reps get away with doing absolutely nothing. Plus, when you complain to the factory, they don't want to hear it. Whats that all about? I'll tell ya, If I knew a better way to make money, I would do it in a heartbeat. If anybody has a good suggestion about how to handle a worthless rep (without dropping the line) I'd love to hear it...

I have read everyones comments and had a few things to say. After being in the furniture business for over 15 years (sales & management), I'd have to say that most of the reps are good and they are usually the underappreciated ones. But we've all had a rep that doesn't do anything other then sit back & collect a paycheck. The one that never returns calls, make appt's to come in but never shows up. And of course, the ones that forget to enter the orders that we send in to them. What I don't understand is how the good reps don't get the recognition from the factory and the lazy reps get away with doing absolutely nothing. Plus, when you complain to the factory, they don't want to hear it. Whats that all about? I'll tell ya, If I knew a better way to make money, I would do it in a heartbeat. If anybody has a good suggestion about how to handle a worthless rep (without dropping the line) I'd love to hear it...

My apologies SD Morgan I mistakenly confused your post with TX Rep.

I agree with your most recent post. Reps do move on for betterment of their careers for a number of reasons and each case is different. And factories do the same. Good reps and good factories work together with good retailers for the betterment of industry.

jeff you cant read,never mentioned poaching lines ,having been a sales manager for numerous companies was always on toes when other companies eyed our reps,when they leave they are going for some reason?more money , more terrain to attain ,more status with a better line.reps are in trouble in todays mkt , one wrong move and out they go ,a retailer can complain,or new mngmnt brings in their own people it happens to all and great reps are hard to find.be happy if you even have a rep who shows up at your door.they are gold in our industry.........

Great Territory Managers truly partner with their dealers while professionally supporting the factory or factories that they represent. They train, service, sell, motivate, build brands, offer creative suggestions and solve problems. They speak the dealer's language. Their efforts make good products better and help guide the manufacturer in the right direction. God Bless them.

A great article again Mike.

To stay on topic and to put in my .02

@SD Morgan in regards to "poaching" lines. If the factory is happy with their rep than there will really be no issue. If they aren't than game on. At the end of the day this is a business for all parties involved, factory, rep and retailer. (in no particular order)

My present bag comprises of 3 lines in which the factories all approached me due to lack of coverage/proper representation and their own organic growth. I had no problem accepting these offers. Furthermore, I work very hard to make sure that my factories are happy with me and with that this means my retailers are happy with what I do for them. This equals job security. In 8+ years of being a rep I have yet to be fired from anything I have had. As a matter of fact last year due to new distribution issues I walked away from $35K year in income because it was the right thing to do for the factory & retailers.

To address the other comments. Part of being a rep is about offering service and handling issues. When they are legit and need credit, repair, or whatever I make sure this is done. Period. I would implore all retailers to consider their factory they buy from and the rep no matter how good at handling all the service issues you have and if they are plentiful, why continue buying. No matter how good the service is on continual problems you are far less profitable than you would be if you bought from a better factory. Loyalty is great and I truly appreciate the loyalties extended in my direction but when it is time to move on it needs to happen.

In regards to commissions it is more expensive to be out there and we do make less now more than ever. For instance one of my lines most recent commission rate was 1% for the month. This is a warehouse based line that used to average 4.5% for the month. My numbers are up, customers are happy, but prices are down and so are commissions and the work load is double what it used to be. Not crying here but these are the facts.

To see how I try and help my retailers rather than just dropping off doughnuts and pointing out drawer construction go to my site www.bedroomguru.tv

Happy selling all!

So what is your position on a factory calling me and asking to sit down and discuss representing that company even though that company may have current representation? Am I not to even have that discussion? How many times has a factory called you gauging your interest in a line that may have current representation? Where is the line drawn between "poaching" and turning your back on a legit opportunity?

As the owner of RepFurniture.com, I regularly speak to Sales Reps and also smaller manufacturers seeking Sales Reps. Both parties are in a very tough position right now. Rep's incomes are way down, the cost of their travel is way up, they can't afford to be on the road very much. There are so many small manufacturers/importers now and they need Reps to pioneer their line. A Rep can't pioneer a line if he's not on the road very much. So the importer can't develop a sales force that will get their sales off the ground.

So manufacturers should just give out more monies to reps just because... We are asking you to perform a service while at your accounts, but a lot of times we hear complaints from retailers that reps are the problem, not the solution. It is sad to hear that business relationships are sometimes stronger from the company personnel than the rep.. Also, who writes the majority of your orders? your accounts do. Keep them trained, up to date and always available to help! Challenging times like these might work out some of you "dreamers" of the 50's..

Thanks Mike for list of "Rep Code of Ethics", maybe people will read the list, see how they compare to what they are doing in their daily business lives..

Bravo Morgan! The commission rate is the same as 1950's. No benefits, no vacations and no loyalty from the factories. The first move from the large chains is to cut out the reps. But they want a rep when there is a return or delivery problem. To rebuild this industry we must value our reps.

reps are the most under paid of the furniture people out in the field.
.Today , the cost of driving and staying in hotels and basic travel is so much higher than the past and they get paid the same comm.as always...we should help the few reps on the road to gain some income before they are history,the service side is now as important as the selling and with fewer accounts the reps need to have more lines and more territory,while still getting same comm paid 30 years ago.The rep side of furniture is as hard as its ever been and not getting better .very few new reps are coming into this industry and as stores go under they will be a job from the past.
So thank your reps every time they come to your stores, they deserve it.

One item sorely missing is the fact that reps are supposed to service their accounts as opposed to just selling them...it is their obligation to service problems rather than just being a yes man to the factory and getting their cut of the action....many of my reps do a good job but some are so scared of getting management upset they do whatever it takes to kiss up to the sales manager and the hell with the account....and you wonder why nobody wants to get into the business!!!....