Manufacturers’ representatives famously coddle their customers, the people and companies that buy products from the manufacturers listed on the representatives’ line cards.

The manufacturers listed on the representatives’ line card, often referred to as the representatives’ principals, are the entities that send the representatives monthly commission checks.

Too often representatives remember to sell to the companies that buy products from the representatives’ line cards and forget to sell to the companies that send the representatives their monthly commission checks.

In this podcast, manufacturers’ representative and past MANA Chair Tom Hayward discusses the reasons why it is important for manufacturers’ representatives to remember that even though the customers are their customers, the principals are their customers too.

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Fotolia Cacaroot
013: The Principal Is the Customer

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