Not to be "Contentious".......but!

As part of Advergents plan to consistently stay on top of technology, we attended the annual ISC West security exposition in Las Vegas last week to get a glimpse of the latest and greatest innovations in the world of security technology. The usual cast of large company characters where there with their extravagant booths attempting to lure attendees to showcase their wares. It became rather evident that these opulent booths seemed to be missing something. They tried to draw attention to themselves with their scantily clad booth babes, fancy marketing materials, and little chotchkie give aways, but it still seemed to be missing something?????? AHAH! Then it dawned on me. Some of these companies lacked the true substance and meaning of the show...THE TECHNOLOGY!


We had the opportunity to chat with one of the "Manufacturers Rep Firms" out of Atlanta that represents a line of security products from a well known manufacturer. He seemed somewhat puzzled that we had not sought out his products previously nor that he had ever heard of Advergents. Now granted, Advergents may not yet be positioned as a Fortune 100 company, but the fact remains that this is still a small incestuous industry especially in a metro area such as Atlanta, and one would assume that a "Manufacturers Rep Firm" would have knowledge of all the prospective companies that might be prospects for their products...... That is of course if the Rep Firm is truly a sales organization. Knowing a little something about sales, isn't that the role of a sales organization? To seek out and uncover new customers or opportunities? ....or are they just another notch on the totem pole that adds to the price of a product?


The representative boasted about his company's 25 years plus as a "Manufacturers Rep Firm," and proceeded to put himself on a pedestal claiming to be the "all and powerful OZ!" We challenged his representation of companies that have not kept up with emerging technology, yet he labeled us as being "contentious" and out of touch with technology. Huummmm....could it possibly be that times have changed in his 25 years in the industry? That technology has emerged from the old antiquated products to a more robust multi-faceted solution? Or is it just a feeble attempt to ward off the "new guard" by keeping the gates of progress closed?


The fact remains that the old model of the "Manufactures Rep Firm" is worn and tired and has no place in this market. However, there are a few who have taken bits and pieces of the old model and have molded it into a new viable customer resource that provides "value add." These are the "new generation" marketeers that get it! They understand and embrace the technology, know who their customers are and how to create a winning proposition.


So pardon me if I'm being "contentious," but its time to take a stand and deliver what our customers want. It's closing in on retirement time for the old "Manufactures Rep Firms" and its time for the "new guard" to take charge.