Best Practices With Reps, Planning With Intent

Your company’s decision to outsource field sales by teaming with manufacturers’ representatives has created many benefits such as cost savings and local market access. However, is this partnership maximizing the benefits for your company, you and all your manufacturers’ representatives? By developing a better understanding of your field sales force, how it functions, and techniques for better management, your sales team will become much more productive.

Stock photo of seminarYou’ll Learn:

  • Sales and Marketing Tactics with Reps
  • Leveraging Synergistic Products
  • Selecting, Recruiting & Hiring the Rep
  • Partnerships & Expectations
  • Motivating Representatives
  • Good Communication with Reps
  • Planning, Pioneering & Performance
  • Multi-line Conflicts

Who Should Attend?

  • Small manufacturing businesses starting a rep sales force
  • Manufacturers moving from a direct sales force to a rep sales force
  • Foreign manufacturers interested in developing a North American sales force
  • Manufacturers needing to restructure their rep sales force
  • Manufacturers who want quick access to new markets through reps

To receive notice of our next scheduled dates, e-mail


  • Day 1 — Thursday, October 30, 2014
    8:00 a.m. Continental Breakfast
    8:30-12 noon Seminar Program
    12:00-1:00 p.m. Lunch on your own
    1:00-4:00 p.m. Seminar Program
  • Day 2 — Friday, October 31, 2014
    8:00 a.m. Continental Breakfast
    8:30-12 noon Seminar Program


  • MANA & Sister Association Members: $995
  • Non-Members: $1,250


  • AMA Executive Conference Center
    8655 West Higgins Road, Chicago, IL 60631
  • Special Rates offered at nearby Hotels (when registering be sure to mention you are attending an event at AMA)


Seminar Instructors:

photo of Hank Henry P. Bergson has a 40 year career in the Electrical Industry as both a manufacturer and as the CEO of the National Electrical Manufacturers Representative Association (NEMRA). Hank currently works as a consultant, helping manufacturers enter the market place utilizing manufacturers’ representatives, providing expert witness testimony on rep matters and speaking about the value provided by going to market with manufacturers’ representatives. He was also one of the founders of Manufacturers’ Representatives Education Research Foundation (MRERF) and was honored by them for his contributions in 2008.
photo of Kris Kris Hefley has over 25 years of consulting experience working with manufacturers’ reps and manufacturers that utilize reps to go to market. He has worked with and taught seminars for the following rep associations: National Electrical Manufacturers Representative Association (NEMRA), Electronic Representatives Association (ERA), Manufacturers’ Agents for the Food Service Industry (MAFSI), Power-Motion Technology Representatives Association (PTRA) and the Manufacturers’ Representatives Education Research Foundation (MRERF). Kris is also an Associate Professor of Marketing at Johnson & Wales University in Denver where he specializes in B2B marketing and sales management.

To receive notice of our next scheduled dates, e-mail