Being a Rep Means Facing Challenges
Late last year, Lisa Wilson was contacted by Agency Sales magazine to describe her efforts in spearheading a MANA special interest group for female agency owners called“ A League of Their Own.” While that article in the November issue detailed Wilson’ s efforts in putting female agency owners together to share and learn from experiences and best practices, there’ s more to Wilson’ s history as an independent manufacturers’ representative. Her agency, L. S. Wilson & Associates, Inc., Bristol, Wisconsin, specializes in motors, stainless steel coatings, surface preparation products and industrial cleaning solutions.
According to Wilson, her beginnings as an independent rep can be traced back to her previous experience when she was halfway through her business career.“ I was in operations management as a purchasing manager for 23 years. I had a variety of business people including several manufacturers’ sales agents who urged me to make a change and sell for them. I met with one rep who operated his own agency in an effort to understand the pros and cons of going into business for myself. He answered some questions and provided some food for thought. A week after I met with him I received a proposal from him to join him as a business partner.”
Admitting that she was“ scared to death” of going into business for herself— a sentiment that’ s hardly new to other reps following a similar path— she took that step.“ I was at a point in my career where I had the security of a full-time time job and a guaranteed salary. But I also told myself that if I didn’ t at least try this, I would blame myself forever for not taking a chance. And, if it didn’ t work out, I knew I could always go back inside.” With that as background, she made the move and has been an independent rep for more than two decades. That initial business partnership arrangement lasted for about two years before she opened her own doors as L. S. Wilson & Associates, Inc.