mfg reps in todays mkt

the world of the mfg rep has changed greatly in the last 10 years. the strength of the partnership between the two largest mfgs and the two largest dealers has changed the business.  indelepened mfg reperesentatives are not effective in this environment if they just go by the branches and replenish sales materials and ask if everything is hunky dory.  now they must be truly experts in their product fields.  they have to become professional sales people who have in-depth knowledge of their product lines' advantages.  i have experience this paradym in other industries where I owned businesses.  it in never easy.  but, it will always take the same course.  the sucessful people will accept the reality and change.