by Adam J. Glazer | Apr 28, 2017 | Sales Rep Articles
Most reps hunt for some valuable takeaways when a relationship with a principal ends badly. No hard searching was necessary after a recently completed rep-principal trial in Chicago, where the final count of useful “lessons learned” proved nearly as...
by Adam J. Glazer | Apr 13, 2015 | Sales Rep Articles
A written rep contract is circulated, unsigned and quickly forgotten. Meanwhile, the parties perform for about eight years. When a dispute then arises, does the contract control? Both the principal and its reps long ignore certain key contract terms...
by Adam J. Glazer | Feb 6, 2015 | Sales Rep Articles
Most terminations are telegraphed. Reps must pay attention to the warning signs. Consider Roger Rep’s plight:A Classic Termination ScenarioOther principals seem to come and go, but not so Roger’s most dependable – and most lucrative – line, Batteries...
by Adam J. Glazer | Nov 1, 2014 | Sales Rep Articles
This column ordinarily features legal issues confronting independent sales representatives who promote manufacturers’ products, not company reps involved in marketing the services of their employers. However, when Keith Miller maintained he was mistreated by his...
by Adam J. Glazer | Mar 15, 2013 | Sales Rep Articles
It’s an old, even classic dilemma for independent sales reps, but it continues to play out across the country. Fueled by his own sweat equity over long hours and on his own nickel, an industrious rep scores a big customer contract for a principal. Rather than treating...
