Well, I've stirred up a little bit of a controversy - and we need your (the readers') help to resolve it! I'll summarize the situation for you - but if you really want all the facts, refer to my article on manufacturers reps in the SUPPLY HOUSE TIMES December 2005 issue, page 71. Then dig out your January 2006 issue and read the letter to the editor from Bill Freeman, president of AIM/R (Association of Independent Manufacturers'/Representatives).
Hopefully you've absorbed Part One of “Keys to Selling Success” (January 2006 SUPPLY HOUSE TIMES, page 168). If you've followed my articles in the past, then you know there are several topics pertaining to showrooms that I'm passionate about. Teaching and learning selling skills is one of them. Learning how to produce gross profit margins of 35% and more is another.