Ever since my first rep position in 1980 I have been very aware that many folks; dealers and manufacturers alike, have various views of the role an independent manufacturer's representative plays in their business; how the independent rep can influence their success and how best to work with them.

As the term independent would imply, we have a deep rooted entrepreneurial spirit. You will also find us an intensely passionate lot, making the independent rep one of the most valued business partners a dealer or manufacturer can have. Like any partnership, the participants must share a mutual commitment and concern for not only their own success but that of their partners as well. All too often, I have witnessed partnerships sour when one of the partners tries to micro-manage, manipulate, use or even abuse the other partners.

I have written the following articles in an attempt to help folks better understand the independent rep, hoping this will build stronger relationships leading to more successful business partnerships. If we can improve the success of our partnerships industry wide, our companies will grow healthier and enjoy longer prosperity. And, we all might have a little more fun.

Although, these articles are focused on the Audio/Video industry, the need for reps and the precepts outlined apply to any market segment where competition is steep and buying decisions are made by free-thinking individuals. This is also my effort to give something back to the Audio/Video industry which has given much to me.