Revisiting the Relationship
Point to a difference in cultures or an unfamiliarity with U. S. business practices, but whatever the case, an impediment to good relations developed when an overseas manufacturer began working with an independent manufacturers’ rep. It was obviously a positive that the manufacturer was aware of the importance of communicating shared expectations and for the need of a written contract that insured the best interests of both parties. On the negative side, however, was the principal’ s apparent lack of knowledge of how to establish, nurture and maintain good personal relations between his company( including his factory people) and his rep.
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When the manufacturer introduced this subject in a conversation with a non-competing U. S. manufacturer, the U. S. company advised the following:“ Whether it’ s a brand-new relationship or one that’ s been ongoing for years, it’ s always important that both sides travel the extra mile when it comes to regularly revisiting the terms of the relationship through the business cycle. This should be done because just as anything else in life, situations and people change. In any strong and lasting relationship, all parties have to pay close attention, re-evaluate and constantly ask questions