So you asked how the PRA Started?
- Guest Author
- Jun 25
- 3 min read
Updated: Jul 3
by Sid Humphreys, Co-Founder of the Powersports Rep Association
When the Professional Rep Association reached out to your NPDA, the message was clear that #WeAreBetterTogether. What wasn’t so obvious is what is PRA and how did it get established in a vacuum? Here is the scoop, courtesy of the co-founder:
It's a cumulative effort from many viewpoints. It started behind the parts counter at Star City Powersports in Roanoke VA, now known as Motosport Roanoke. My Goal was to learn each department in the retail powersports dealership to see where that took me.
I got my shot in 2018 when I took a job with Western Power Sports in eastern NC. It was then that I started to understand how important the relationship between rep and dealer really was and how paramount good service can be to a dealership's success and overall revenue. Some dealers were more receptive to consultations and ideas than others but that wasn't good enough for me. I noticed early on a mentality that just seemed bad for business. A mentality that says "oh you need me Mr. Rep" or a rep mentality saying "you need me Mr. Dealer". I never understood the combativeness here.
Fast forward to 2023 when my career took a more "remote" approach to support my family’s needs as a Regional rep. My conversations quickly went from parts managers and sometimes GM's, to Owners, Principals and GMs. A conversation sticks out when I was talking with a well known industry professional at a dealer show when he said that there were 3 legs that drive this industry. MIC, AMA and the dealer network. I quickly replied, "That's inaccurate… You need 4 legs for a chair and what about the rep or brand/product that gets sold into those dealers? It was a long pause and then a shrug of the shoulders...
We realize, there is no stability or resources to the current rep force unless that was provided by the Distributors or aftermarket companies. We need to provide a place for reps and companies to work collaboratively to deliver the service we all expect.
It wasn't long before we started to see reps getting rug yanked from under them time and time again in hopes to find the next opportunity. Which now leaves dealerships with subpar service or maybe no service at all. Not good for our dealers.
During the discovery of the PRA, we’ve recognized a major gap—there’s no clear career path for those looking to grow beyond the dealership. As a result, 1099 opportunities have faded, and dealers are left with fewer reps and less product visibility.
When a new product wants to enter our space, or a brand is looking to expand their rep force, where do they go? Typically, you call around and ask if anyone knows anyone right?
The PRA Is Born:For those 1099 reps who wish to invest in their business, we aim to give them the resources they need to accel. For those grasshoppers behind the counter that have big plans, we will provide a pathway. For those reps who's territory got cut or chopped all together, we have resources and partners available. For those companies and brands who need representation, we will provide you with PRA certified professionals. All which provides the stability we seek.
I go back to the beginning of my story when I mentioned some of the dealers were less receptive to teachings or had their "guard up" when talking to a "sales guy.” With the PRA certification program our hope is that we can provide a group of TRUSTED industry sales professionals to the mass dealer network to provide a healthy buying experience.
We have the right heads around the table and a long list of Industry experts who have stood up to offer their knowledge and experience. We are taking that knowledge and experience from industry lifers and passing it along to the next generation and wave of 1099's. This partnership with the NPDA will also provide paramount feedback directly from the dealer network on best practices that want in a rep. We expect to have a great shopping experience when coming into a dealership right? To do that the dealer needs to train and look for ways to enhance operations. Now it's our turn to be better, not just for us but for the whole industry!
