“Commitment” Cements Perfect Relationship
One of the first points that David Pastor makes when he speaks about independent manufacturers’ reps
David Pastor emphasizes the need for more independent manufacturers' reps, stating, "We sell only through reps. But when we partner with a rep, one thing the agency has to exhibit is a commitment to our line. That’s exactly what Fred Schultz and his agency have provided us." As the vice president of sales for Hystik, a manufacturer of pressure-sensitive tape, Pastor was quick to recommend Schultz and his S-L Marketing Specialists, Inc., Clifton, New Jersey, to Agency Sales magazine’s growing list of “perfect reps.”
According to Pastor, "We’ve been working with S-L Marketing for more than a year. In that short period of time, they’ve shown us how well-organized they are, and how devoted they are to detail." He highlights the success of the partnership, noting, "They have become almost a part of our organization. They are hardly an agency that expects a check every month for just showing up. They sweat with us every month to meet our sales goals. Already they’ve tripled the sales that we used to get in the territory."
Pastor recalls the initial meeting that set the partnership in motion: "One of our key accounts alerted me to S-L and arranged a meeting between us. When I arrived for the meeting, Schultz brought in all of his people to meet with me. He explained how they cover the territory and exhibited a working knowledge of our product line. It was evident immediately how well-organized they were." He praises the firm for their training, relationships with key accounts, specialization in their niche, and excellent communication.
The Value of Rep Commitment
Pastor discusses the challenge of agency commitment to a manufacturer's line, noting, "Some agencies carry so many lines that we can represent as little as five percent of all that they sell. Often we can be used simply as a complementary line to everything else that they do. That’s why when an agency works with us and does the kind of job that S-L Marketing does, it really makes an impression with us."
Fred Schultz of S-L Marketing Specialists shares his perspective, "David Pastor possesses a great deal of enthusiasm and energy in his desire to create a market for the products his company manufactures. They make an excellent quality product and have provided us with an ideal marketing opportunity for our agency." With nearly three decades as an independent manufacturers’ representative, Schultz has extensive experience and began his career with a tool equipment wholesaler before founding his rep agency.
Building Relationships
Schultz emphasizes the importance of establishing and nurturing relationships, particularly with distributors. "Business has changed considerably from the way it was conducted 30 years ago. What has allowed us to thrive is our ability to develop relationships with distributors. We spend the majority of our time at the street level developing demand. If we can accomplish that task, then the customer will buy the product from the distributor."
The Importance of Communicating
Schultz discusses his approach to communication, "We take a proactive approach for keeping our principals informed relative to what’s occurring in the territory. I have a 30-day itinerary from each of my outside salespeople describing where they will be going and what they will be doing in the territory. We also report on activities of competitors and any trends or events that are occurring."
Working With MANA
Schultz praises MANA for its support and educational resources, "If you look around the country, there aren’t that many other groups you can join that provide lend support and communicate the importance of the independent manufacturers’ representative. MANA has always treated manufacturers and reps fairly."
As Schultz reflects on the foundation of S-L Marketing's success, he concludes, "When you consider all that we’ve accomplished and continue to do in the marketplace, I don’t think we’re any smarter than anybody else. But we do understand the distribution business and the needs of our customers and principals. For us to succeed, everything we do must result in a win for all parties. There must be just rewards and good relationships among all that are involved."