At last week’s 47th NEMRA Annual Conference in Orlando, much of the chatter centered on the surge in rep mergers, the number of new LED companies looking for representation, Southwire’s relationship with Lowe’s and their joint effort to build electrical contractor sales, and the keynote address by Shark Tank’s Robert Herjavec.
But another point of discussion at the meeting could have more far-reaching impact on reps than all of these topics combined — NEMRA’s new Power Pact strategy and its focus on strengthening the rep-manufacturer relationship. The Power Pact is based in part on a recent study of association members on the relationship between independent manufacturers’ reps and electrical manufacturers by the Alexander Group, Scottsdale, AZ.
In his remarks before a panel discussion on the Power Pact, NEMRA President Ken Hooper said several aspects of the rep-manufacturer relationship need immediate attention, including sales enablement (rep access to manufacturer support resources); the need for realistic and in some cases updated performance-based rep compensation plans; and engagement from electrical manufacturers’ C-suite executives on rep-related sales and marketing activities.
