The words “they don’t make you anymore” recently tied together a topic I had long wanted to write about.

I happened along the words while engaged in casual banter with a handful of kitchen and bath professionals at a recent conference. The members of our exchange were grazing the surface of numerous topics regarding our industry. At an opportune time for me, the matter of a company seeking an independent rep popped up and one of my manufacturer friends looked at me and said: “They don’t make you anymore.”

Now, he didn’t mean me specifically, but rather, independent reps in general.

I found the statement both fascinating and intriguing. After all, as a rep, I thrive on being a valuable asset to a manufacturer. The words “they don’t make you anymore” certainly implied value based on limited availability – and that was good for me. Being a valuable asset is important when you’re being considered to rep a new line, but being valuable and in limited supply is even better.

That was not my first reaction to the statement, though. I initially found it to be wholly inaccurate; after all, even in our small cabal right then and there, I counted three independent reps, each with more than 20 years’ experience. The supply seemed rather abundant in the current circumstances.

As the conversation continued, my manufacturer friend spoke of how difficult it was to find a qualified independent rep, and how often his company had to settle for “whatever they could get.” He spoke about how advertising nets had been cast, headhunters had been sent forth, but few reps had been harvested.

He noted that, in today’s environment, very few people are willing to take on the risks of being an independent rep. After all, he pointed out, independence is a big leap, and the discipline required and insecurity involved make a lot of good people shy away.

He further commented that when a company interviews a salesperson, the first questions they often hear relate to how many weeks vacation they would get, what the health plan is like and how the 401K plan works – none of which are afforded to an independent rep.

After quietly listening to the comments of the group, I had to agree. Independent reps are not a huge group to begin with, and the quality ones are a unique and select pack in very limited supply.

As the group began to disperse, a comment was made that stayed with me for much of that day. One of the men grasped my elbow, leaned in, smiled and said, “We just can’t find guys like you anymore. We need a store where we can go and pick you out.”

A Great Opportunity

I missed an opportunity that day, and I hope everyone involved in that conversation reads this column. There actually is a great place for manufacturers to meet the highest-quality independent reps in the kitchen and bath industry – and to meet them all at once.