MANA is pleased to announce two educational opportunities for MANA members at the National Industrial Fastener & Mill Supply Expo at the Sands Expo & Convention Center in Las Vegas, Nevada.

1:00-2:00 p.m., October 23, 2014

For Manufacturers:

  • Working With Manufacturers’ Reps: It’s Not Just Business, It’s Personal

Commissions you pay represents 10% of one of your rep’s income. Does that rep spend 10% of his time on your line? Maybe, but the answer could also be 15% of his time, or 20% of his time, or 5% of his time. And it all depends on you. In this session Manufacturers’ Agents National Association CEO and President, Charles Cohon reveals the best ways to earn more of your reps’ time than the commission income your company generates strictly justifies, and warns you of the pitfalls that might trigger a rep to spend as little time on your line as possible. This session will give you the tools you need to thrive with reps.

2:15-4:15 p.m., October 23, 2014

For Reps:

  • Line Card Profitability Analysis Workshop

How can you maximize the profit of your manufacturers’ representative company? By rigorously analyzing the lines on your line card to be sure you have the right lines and that you are dividing your time appropriately between those lines.

In this seminar Manufacturers’ Agents National Association (MANA) CEO Charles Cohon will show you the principles and techniques you’ll need to understand to conduct a rigorous line card profitability analysis. You will then complete practice line card profitability analysis worksheets on an example manufacturers’ representative company.

In the second optional hour of this seminar you will have the opportunity to privately complete line card profitability analysis worksheets on your own manufacturers’ representative company. Cohon will remain on site for that second hour to offer assistance as needed.

In order to privately complete line card profitability analysis worksheets on your own manufacturers’ representative company you will need to bring 12-month commission figures for each line on your line card, but you will not under any circumstances be asked to share that information with anyone, it will remain your own confidential document.

At the end of this two-hour session you will have all the information you need to maximize your manufacturers’ representative company’s profits by deciding which lines should stay on your line card and which should go, and which lines on your line card should get priority attention over your other lines.

Save the Date, Check Back in July for Registration Link.

All MANA members are welcome to register for these two free MANA seminars.
You need not be in the mill supply or fastener industry or register for the Fastener Show to attend these free MANA seminars. To attend the Fastener Show, purchase your show pass online at www.fastenershows.com.


NIFS-2013-Logofastnershows.com says: The National Industrial Fastener & Mill Supply Expo is the largest event of its kind in North America. It is the #1 place for manufacturers to market and sell their products and services to thousands of interested buyers from throughout the USA and around the world; and the best place for industrial distributors, importers, sales reps and others to see, touch and buy the latest product offerings as well as find solutions to unique and complex applications.