Security Manufacturer Representatives Statistics

By Brian Rhodes, Published Jun 06, 2012, 12:00am EDT (Info+)

Do reps represent more than a 'free lunch' to integrators? Manufacturer Representatives, called 'reps', frequently find themselves wearing many hats when working with integrators. Not only do reps 'sell to the salesmen', they are also expected to know where to direct technical questions and put the local integrator in a position to successfully sell and install their respective products. We asked integrators 'How useful do you find manufacturer reps to be?', and in this update we share the answers.

Overview

** ********* *****, **** **** ****** neutral ** ******** ********** ** *** market, **** **** **% ** ********* answering '********' ** '**** ******':

**** **** ********* **** * '***' rep *******, *********** ******* ** *************** of '****' ****. ** ***** **** major ****** **** ************* ***** *******:

  1. **** ************* **** '**** ****'.
  2. '****** ** *** *****' ************** **** not ****
  3. **** **** *** **** **** ********
  4. **** **** *** ****** *********

********

*************, ***** ****** **** ********* ** voters *** **** ****** **** ********* and ***********, ********** **** **** **** a **** ** *** ****** *** can ******* * ******** ******* **** done ********. ******* *** ********** ** simply ***** **** *** * '**** lunch', **** *** ** ** *********** part ** *** *** ******* ***** model.

Good ************* **** '**** ****'

*** ********* ***** ********* *** **** the ***** ** * *** ** determined ** *** ******, *** *********** the *******/* **** *********. **** **** are ******* ** *** ******* ** smartly *********** *** ********* *** ********** channels ** ******* ******** *** ****** contacts. *******, ** ***** ********, **** reps **** *** ********** ** ***** lazy, ***********, *** *** ********** ** integrator ********. **** ******* *** **** polarizing. **** **% ** ****** ********* fell ** *** ** *** ******** of '**** ******' ** '*** **** Useful'.

  • "****** **** *** ***** **** ****** who **** *** ******* ****. ***** you * **** ** * **** demo *******. ***** **** *** *** All-Stars, ****** *** **** ** ** business **** ,***** ***** ** * great **** **** ************. ** **** are *** ******* ****** ** *** face ** *** ***** **** *** just ******* **** *** ****** ***'* care ***** ***. *** *** **** another **** **** ****. ****** * home *** ** * *********. ***** is ** **-******* **** ***** ***** "
  • "*** ***** ** * *** *** firm ** ********* ** *** ********** skill ****, ****** ******, **********, ******** and/or ******* *********, *************... ***** *** extremes ** ****, ***, *** ***********, with ******* ** ******* *********** ** the **** ********."
  • "**** *** ***** *** **** *** worthless"
  • "**** ***** ** ******. ** ****** from *********** ***. **** *** ********* and **** ****** (**% ** *** sales ***). **** *** ******* (**%). And **** **** (**%) ** **** to **** **** "*****" **** **** anything. ***** *** *** **** **** useless, **** *** *********. ******* ** have ****** ********* ** ****** *** scratch *** *** ****"
  • "**** ********** **** ***** **** ** you ****** ****"
  • "** *** ******, ** **** * lot ** ****. *** **** **** (responsive, *********** ************) *** *****. *******, there *** **** **** *** **** than **** ****."
  • "***** *** ****** ********** ** *** rule, *** ******** ******* ** ******** is ***** * ********** ****** ********."
  • "**** ******* ***'* **** *** **** much *** *** ** ****** ** pulling *******. **** **** *** ******* good *** **** **** ****. * few ** **** *** ************, ***** guys * **** *****."
  • "**** **** *** ******** *** **** to **** *** ***** * ****, they *** *****. **** ** *** reps ***'* ****....** **** *****."

'Flavor ** *** *****' ************** **** *** ****

**** *** ***** ********** ** *** foot ** ***** *** ****** **** product *************** **** **** ************* **********. Pushing *** **** ***** ** ******* 'flavor ** *** *****' ******* ** not ***********, ******* * *** ** expected ** **** **** **** ****** product *************. ************* ******* ******** ** just ** ******** ** ************* *********, and **** **** ***** **** ********. They ** *** **** **** **** a ********* ******* **** **** **** are ***** ** ******* ***** *** sales *******. ***** ** *** ** difficult *** **** ** **** ** rapid *******, *********** ***** ****** **** with * ******** ******* ** ****** time ** ******* ** ****** **** one **** ******* ***** ** ** recommend ******* ******* *******.

  • "**** **** *** **** ******* ***** to ***** **, ** **** ** the **** **** ****'* ******* ** all. ** **** *****, **** *** trying ** ******* * ******** ******** to * ********, ***** *** ** the ********* ******** **** **** *********, when **** *** ** *** ** those ********** *** ***** ** * good ***. ** *** ***, ** is * ********** ** *** ********."
  • "**** **** ********. *** **** ** the ******* **** ******** **** ******* or ******* ********. ******* **** *** way ****** **** ************ ****."
  • "** ******* ** *** *** ********. The ******* ** *** ***** ******* often."
  • "** ***** **** *** **** **** are ******* ****** ** **** **** can't ******** ******* ** ********** **** should **."
  • "**** **** ******* *** ** ***'* keep ** **** ***** *********. ** fairness, * *** * *** *** I ******* **** ***** *********** *** support **** **** ***** *** ********* the ******* *********** *** ********* ** gain *** ****** *****."

Good **** *** **** **** ********

*** ************, *** ****** * ************** contributes ** ********** *** *** **** a **** *** ** ********* *** rep's *****. ** ** ***** **** integrators ****** **** **** * **** rep ****** **** ***** * ******** with * ****. ********** ** ***** affiliation ** ***** *** *** ****, "good ****" **** *** ** * direct ********* ** *** **** ** lines **** ********* **** ******* **** an **********. ****, **** *** ********* as '****' ** '***' ******* ********** of *** ****** **** *********, *** a ******* ************ **** * **** rep ** **** ** ** ********* over * ***** ************ **** * bad ***.

*********** **** ********** * *** *** can ******* ****** ******* ********* ***** a *******.
  • "*** **** **** ** *** ******** I **** **** ***** ****** *** ex ********* **** ** *** ****** are **** ***** *** *** ********* never **** **** ***** ***** *** product **** * **."
  • "** **** *** * ************ *** then * ***** ******...***** **** ***** It's *** **** **** *** *** very ****** * **** ***'* **** find ****** ******...* **** * ***** call ** ************ ***...**/*** ** ** resourceful!"
  • "**** **** *** *** ***** *** know * *** ***** **, ****** get *** ********* "*** ** *** world *** **** ******* ** ******* if **** ** *** **** **** the ****** ** **********?"
  • "******** ***** ** **** **** ********* when **** *** ************ ********** **."
  • "**** *** **** *** ***** *** that's ***** **. ******** ** ** 12 ***** ** *** ******** *'** never ****** ** * *** *** anything. **** ********* **** ******* ***** the ******** *** **** ***** *** involved **** ***** ** ** *****."
  • "******* ** *** ******. **** ** them *** ************* ** ***** ******** and *** ***** ***********, ****** *** just ******* ***** ******."
  • "* **** **** ********* * *** and ****** ***** **** **** **** not **** **** ******** ***** *** technical ******* ** ***** *******. **** Support *** ****** ** ** * better ****** ** ***********."
  • "* **** *** ************ ********** **** a ******* ***** *****, **** **** to **** *** ** ***** ****** at ** ************ *** *********** ** that **** ** ***** *********. * have **** *** ** **** ***** me **** **** ******** **** **** corrected *** ***** *******."

Good **** *** ****** *********

*** ********* ** * **** *** are ****** *********** ********** ** ***********, and **** ******* ****** ** ********* part ** *** **********'* ********. ** many *****, *********** ********* **** **** reps **** ** ********** ******** *** ***** ** **** manufacturers. **** **** **** ** *** significant ******** ** *** **** ****** their ********** ******* *****, *** **** to ******* *** ************* ** ** Video ********** ** * *****.

  • "** ***** ******* ** *** ***, but *** **** *** ******* *** is ***********. ** ****** ***** *** product, *** *** ********** **** ********* type ** ******** *** **** ********** to **."
  • "**** *** ******* ******* **** ******* us ***** *** ******** *** ***** applications."
  • "**** **** ***** **. **** ***** train, ***** *****."
  • "*********, **** ****** ****** *** **** honest *** *******, (**: ********)."
  • "**** *** **** ** ********* ****** terms **** *** ******."
  • "** *** **** ******* **** ***** and ******* ****, ***** ** *** others *** *******. "
  • "** **** ******* **** *** ***** reps *** **** **** ** ** very **********."
  • "** ****** ******* ** *** ********** rep... * ***'* **** **** **** a ***, *** **** **** ***** "good" ** "*****". ***** ******* ** very *********."
  • "**** *** **** ****** *** ****** fast *** ****** *******, *********** *** commercially"
  • "************ **** ******** ***** *** **** issues, **** *** ********* ** ****."
  • "* ** ***** ** **** * good ***** ** *********** *** ** my ****"
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