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Business Skills For The Agency Owner


These webinars are designed to help owners of manufacturers’ rep agencies improve their skills in the operation of their businesses.

Starting A Rep Agency

Business Skills for the Business Owner

Being the owner of a manufacturers’ rep business is a lot more than just being a salesperson that pays their own expenses. For the business to grow and succeed, skills other than just selling are needed along with the entrepreneurial attitude.

This series of hour-long webinars covers the skills most needed by rep agency owners:

Webinars are available in the Member Area of our web site.

Details For “Business Planning For Reps” Webinar

Operating any business without a plan is very risky. Without a plan, how do you know whether there’s a chance the business will succeed and how will you get to your desired situation without a roadmap to guide you? The objective of the business planning webinar is to help those planning to start a rep business understand why it’s important to have a business plan, what needs to be in a business plan and how to go about creating one.

Why have a business plan?

  • Without a plan, you won’t get where you want to go
  • A well-written business plan is a great marketing tool

What’s in a business Plan?

  • Executive summary
  • Mission
  • Vision
  • SWOT Analysis
  • Objectives
  • Strategies
  • Action plans
  • Financial plan

Resources for helping write business plans

Details For “Selecting The Right Principals” Webinar

Representing the right principals is crucial to the success of your agency. Your whole future depends on providing quality products that are delivered on time and help your customers solve problems. Start representing companies that create problems rather than solve them and you’ll be out of business before you know it. This webinar is designed to help you make the right choices.

What’s the cost of making the wrong choice?

  • Damage to reputation
  • Lost opportunity costs
  • Direct costs

Where do you prospect for lines?

  • MANA online directory
  • MANA classified ad program
  • Trade shows
  • Trade missions
  • Customer referrals
  • Distributor referrals
  • Networking at rep meetings

How do you make the right choice?

  • In addition to finding the right product, you also need to find the right company
  • What are the steps you’ll need to take in selecting the right principal?
  • What criteria do you use in selecting the right company to represent?

Resources for selecting your sales partners

Details For “Negotiating Better Contracts” Webinar

Most of us lack negotiating skills so we are reluctant to get into negotiations. However, for rep companies it’s essential to be able to negotiate a fair and balanced deal, otherwise the relationship will ultimately fail. The objective of the negotiating webinar is to help reps understand the need for negotiating, the current supply-demand state of the rep/principal relationship and the major issues that need to be negotiated.

Why negotiate?

  • If you don’t, it can cost you a bundle later on
  • You will gain respect in the eyes of the principal
  • The negotiating process can flush out an undesirable business partner

The current supply-demand state of the rep/principal relationship:

  • Is it a buyer’s or seller’s market for reps today?
  • Why is this important?

The major issues to be negotiated:

  • The termination clause
  • Rights upon termination
  • Shared territory development fees
  • Product liability indemnification

Resources for negotiating

Details For “The Legal Contract” Webinar

Attorneys familiar with the rep business will tell you that you must have a well-written contract and some understanding of your legal rights as a rep agency owner. The objective of this seminar is to provide some basic legal knowledge about the rep business, such as what needs to go into contracts and what happens if a principal decides not to pay commissions.

This webinar will cover the following and will be presented by an attorney:

What clauses should be included in a typical rep/principal agreement?

  • The background and rationales for the typical 18 clauses
  • The structure of the sample agreement
  • Other specific issues, such as:
    o Non-compete clauses
    o Shared territory development fees

Commission Protection Acts

  • What are they?
  • Punitive Damages
  • Attorney’s fees

Legal resources

Details For “Marketing Your Rep Firm” Webinar

Experienced reps will tell you that this is the one “job” where you get fired for doing too good of a job. This is a marketing problem that occurs if you fail to market or back-sell the value of the rep firm to your principals. The objective of the Marketing the Rep Firm webinar is to help start-up agents understand the value of marketing their rep firms to principals and how to do this.

Value of marketing the rep firm:

  • Importance of letting principals know the value you provide them
  • Importance of letting principals know how much it costs to run a rep business
  • If you neglect this, you can lose the line

How to back-sell to principals:

  • Creating the agency profile
  • Annual meeting with key principals
  • Open communications
  • Resources for marketing your rep firm