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Consolidations: are they good for reps? In the latest installment in this series, two well-respected manufacturers' agents air opposing arguments on whether consolidations by manufacturers affect rep companies adversely.(Interview)

"YES"

Ed Gregory

CEO, The HGA Group, Plymouth, Mich.

If we were to go back to the beginning of "repdom," say the 1930s when the modern foodservice industry was just starting to take form, those who produced equipment and supplies had no clear path into the marketplace. Most were local metal benders manufacturing sinks and tables or ranges and steam cookers or else they were regional hotel supply importers of china and glassware. Then along came that breed of salesperson who would agree to work for nothing until a sale was made and travel for weeks at a time covering a territory in the process. These were the first manufacturers' agents who, over time, developed ...

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