The manufacturers rep role is changing. Territory coverage and relationships still matter, but manufacturers now expect stronger opportunity visibility, better data, more technical confidence, and a clearer reason to keep investing in the rep relationship.

In this episode of the Leadership in Manufacturing Podcast, Sannah Vinding continues her conversation with Walter Tobin, former CEO of the Electronics Representatives Association. This is part two of their discussion on the electronics channel, and it focuses on how rep firms need to evolve beyond traditional sales positioning.

Walter explains why the best rep firms are thinking more like consulting firms, how  ...