A recent article by John Tschohl talks about customer loyalty. This not only applies to manufacturer representatives that have a large territory with many customers, but also to firms that cater to a select few corporate partners.
Everyone says the customer is important; only a few savvy companies invest the time, effort and financial resources to do what needs to be done to build a more loyal customer base. Executing a loyalty strategy takes a true understanding of what it takes to create the kinds of experiences the customer will come back for, and tell their friends about.
No matter the size or number of customers, great manufacturer representatives create loyalty in their customers.