Most startup manufacturers are led to believe that gathering a harem of reps around you is the holy grail, and that if a rep shows any interest at all, jump on board! Please, please do not leap just yet.
Horror stories abound about reps. One horror story I especially liked was the rep who demanded lots of samples and then ended up selling them at flea markets. Luckily, the client found out and stopped sending him samples before too much financial damage was done. I was chatting with one of my B Team buddies this morning, who relayed the story of the rep agency that took 80 samples off of her hands, after which she never heard from them again.
Most horror stories I have heard regard scads of samples provided, or scads of money paid, after which the rep is never heard from again. It is enough to make anyone recoil in horror at the thought of even acknowledging the existence of independent reps. This is unfortunate, as there are some excellent reps out there. Sorry reps, but if you are reading this blog, I can’t undo the damage that those who have gone before you have done.
We now work comfortably and confidently with three rep firms. In the next entry or two I will tell our tale, which I hope most of you will find useful.
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