What Manufacturer's Reps Actually Do & Why Your Shop Needs One | SEMA Hall of Famer Les Rudd | EP034

What does a manufacturer's rep actually do and why does your shop need one? If you've ever been to SEMA, PRI, or HPX and wondered who those guys wearing branded shirts are covering every aisle, this episode is the answer.SEMA Hall of Famer Les Rudd of Bob Cook Sales joins Justin and Jamie on Automotive Advantage for a masterclass on the manufacturer's rep model. Nearly 50 years of relationships, territory, data, and deal-making that most shop owners and small manufacturers never fully tap into.What you'll learn in this episode:* What a manufacturer's rep is and how the model works in the automotive aftermarket* How new manufacturers should approach finding and working with a rep agency* Why a bad program is harder to recover from than a defective product* What shops are missing by not leveraging their reps (market intel, event support, product access)* How to read the aftermarket economy: fuel prices, consumer confidence, and why "flat is the new up" in 2026* The role of private equity in the aftermarket and why passion can't be managed by spreadsheet* Why Les thinks HPX will fill the Charlotte Convention Center within five years* The give-back culture of industry associations — SEMA, HPX Advisory Council, North Carolina Motorsports AssociationLes Rudd is the President of Bob Cook Sales, a manufacturer's rep agency covering the Southeast and Southwest and a SEMA Hall of Fame inductee. Bob Cook Sales has represented brands like ARP, Edelbrock, Comp Cams, DZ, Headman, and dozens more over nearly five decades.Contact Les: [email protected] | bobcooksales.comAutomotive Advantage is a business-first automotive podcast for shop owners, brand leaders, and operators who take this industry seriously.New episodes drop weekly! Subscribe so you don't miss one.#automotiveaftermarket #manufacturersrep #automotivebusiness #performanceindustry