My vision is for the reps to invest time to plan thier 2010 sales campaigns with a futuistic view rather than rote behavior. The Reps know who in thier sales turf generate current and future revenue. Reality dictates short term dollars vs. long term missionary effort. However, this approach isn't making anyone happy. With all the new electronic and cyber tools, working smarter utilizing new tools rather than working harder repeating outdated routine will accomplish more.

Hire someone to call on end users and specifiers. Too many reps do little other than call on electrical wholesalers.

I do think that a focus to end users - specifiers to develop need will be important in the future for reps. Distributors have great relationships at the customers but are not always the best people for developing needs for the product. They (the distributor) service - stock - handle the product ONCE it is specified but the reps could do a lot more to develop the need for us.

Most valuable to us are agents that can influence end users: contractors, industrials and oem's. Some are effective with their salespeople handling distribution and end users, but others that have added specialists have shown improved effectiveness in gaining market share.

Would like to see them invest in more end user specialists. These persons would make calls on specifiers, end users, and contractors. They would not have distributor duties, but be focused entirely on creating a draw through for manufacturers' products.