There is a line from this episode that captures the shift:

"You're not in sales. You're helping design in."

That is Walter Tobin talking about the manufacturers rep role and why the best rep firms are positioning themselves differently now.

Walter spent much of his career in electronic distribution, including senior leadership at Future Electronics, before becoming CEO of the Electronics Representatives Association. In this part two conversation, we talk about what rep firms need to do next if they want to stay relevant to manufacturers, customers, and the next generation of technical talent.

In this episode, you will learn:

• Why rep firms need to show value beyond the line card
• How the lead flow has changed between reps and manufacturers
• Why digital presence matters more than many firms realize
• How a consulting mindset helps recruit technical people
• Why succession planning should be visible to principals
• What smaller manufacturers often misunderstand about the rep model
• How AI can help reps find customers and opportunities faster

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Stay curious. Keep learning.

Sannah

P.S. If you work with reps, manage reps, lead a rep firm, or depend on the rep channel, this episode will feel very familiar.