All articles are available for free to MANA members in the MANA Member Area. Non-members and Agency Sales magazine subscribers may purchase them for $8 per article (California locations please add 8.75% sales tax to your order.) To order an article, contact MANA by email or phone (949) 859-4040.
Beware And Be Aware Of The Healthcare Dilemma (October 05, p.28)
Key Accounting Questions Answered (January 05, p.9)
Major New IRS Study Of The “Tax Gap” Signals Increased Audits For S Corporations, Partnerships And High-Income Taxpayers (June 05, p.17)
New IRS Business Code Number For Manufacturers’ Representatives (March 05, p.57)
Rep Meetings Share Economic Theme (August 04, p.36)
Financial Fax
• by Mel H. Daskal, C.P.A., M.B.A.
• edited by Morris Spector, C.P.A.
Assorted Info — Some Good, Some Bad (August 07, p.12)
Buy-Sell Agreements (October 07, p.42)
Latest IRS Audit Figures, The (December 07, p.44)
Selling Or Buying A Business (September 07, p.14)
Tax Strategies, Year-End 2007 (November 07, p.40)
Agency Operations
» Business Planning
Alternatives To Bankruptcy Liquidation — Crisis And Turnaround Management (Ray Lackner, February 05, p.61)
An Updated Profile of The Manufacturers’ Sales Agency (August 05, p.6)
Changing Rep Business — Agencies are getting bigger and less specialized than in days of old, The (Jim Olsztynski, January 04, p.6)
Characteristics Of Successful Professional — A Propensity To Take Risks (Dave Kahle, June 06, p.40)
Deadly Sins In Family Business (Bill Lee, June 06, p.55)
How To Be “Up To Par” In Your People-Reading Skills (Bill Brooks, January 06, p.49)
Like A Good Wine, Better With Age — Key steps to building rep-firm longevity (October 07, p.8)
No Markets Are Immune To Change (February 04, p.10)
Plan Your Way To Success And Increase Sales (Donna L. Cohen, October 06, p.36)
Reinvention Of The Rep Agency (January 04, p.8)
Rep Strives To Keep Time On His Side (March 07, p.6)
Reps Share Approaches To Varied Industries (February 04, p.6)
Secrets Of Time Management, The (May 04, p.40)
Secrets To Better Time Management For Entrepreneurs (Kristie Tamsevicius, January 06, p.56)
Staying Motivated In Challenging Times (Dave Kahle, March 04, p.48)
Successfully Negotiating “Down” Times (January 04, p.31)
Top Rep Myths In The Eyes Of A Rep, The (Harry Abramson, August 06, p.47)
Would I Be Happy As A Rep? (Dean Baum, August 06, p.35)
» Compensating Salespeople
Capital Equipment Reps Meet Unique Challenges (May 05, p.16)
Case For Incentives, The (May 05, p.8)
It’s Not Just About The Bling — It takes more than compensation to unleash a sales force (Dave Kahle, December 07, p.21)
Seven-Alarm Fire of Family Business Compensation, The (Gerry Murak, July 05, p.6)
Survey Shows Compensation Changes For MANA-ERA-NEMRA Reps (October 05, p.34)
Building Trust And Rapport (John Boe, October 04, p.48)
Customer Relationship Management Can Work For You, But Is It? (Camille Schuster, March 05, p.28)
Dealing With Angry And Difficult Customers (Dave Kahle, January 07, p.52)
Developing Sales Professionals In Today’s Complex Selling Environment (Jeff Thull, April 05, p.61)
Different Strokes For Different Folks (John Boe, June 04, p.48)
Going Above And Beyond Customer Expectations (Laurie Brown, September 07, p.34)
Golden Rules Of Negotiation For Sales Professionals, The (Marty Latz, December 04, p.50)
How Good Is Your Guarantee — And How Well Do You Back It Up? (Bill Brooks, May 04, p.37)
How Hot Is Your Prospecting? (Ed Budanauro, December 04, p.48)
Managing The Difficult Business Conversation (Dean Baum, February 05, p.24)
Negotiating To Enhance Relationships (September 07, p.6)
Outsourcing The Marketing Function (John R. Graham, October 04, p.56)
Service With A Smile (John Boe, September 04, p.62)
Synergy Builds A Foundation For Multiple-Line Selling (John Haskell, April 05, p.24)
Teaming Up With Your Customers (Brian Tracy, February 04, p.59)
Value Of Networking Among Manufacturers And Customers, The (March 04, p.6)
What Are They Thinking? (Dan Beaulieu, March 07, p.35)
What Your Customers Really Want: The Qualities Of Customer Care (Laurie Brown, June 07, p.29)
Who Owns The Buyer Relationship — Rep Firm Or Rep Firm’s Salesperson? (July 05, p.59)
Wow Your Customers: Keys For Delivering Great Customer Service (Dennis Snow and Teri Yanovitch, May 04, p.20)
» Employee Management
From Ricky And Lucy To Beavis And Butthead: Understanding The New Generations (Robert W. Wendover, August 05, p.36)
Generational Shift: How Emerging Managers Will Alter The Management Landscape (Robert W. Wendover, June 05, p.25)
How To Boost Sales Productivity And Save Valuable Time (Henry Canaday, November 07, p.20)
Improve Performance Of Your Outsourced Sales Force With Almost No Additional Investment (April 04, p.35)
Taking Away With One Hand While Giving Back With The Other (April 04, p.36)
Tired Company Syndrome, The (John Graham, July 04, p.56)
What’s A Professional Sales Manager? (Dave Kahle, January 05, p.51)
When Salespeople Fail, Blame Management (Landy Chase, January 04, p.28)
» Growth
Changes For Reps In This Recovering Economy (Charles p.Shaw, April 04, p.60)
Former Board Members Tout Benefits Of Participation (May 05, p.32)
Market Needs Determine Move To Buy/Sell (June 05, p.6)
Maturity Factor In Sales, The (Bill Brooks, January 05, p.48)
Measuring Sales Potential (Dave Kahle, April 07, p.29)
Objective View Of A Technology Rep’s Future, An (Harry J. Abramson, June 06, p.33)
Realizing The Benefits Of Top Performance (November 04, p.9)
Reps Learn The Value Of Evolving With The Profession: A Veteran Perspective (October 04, p.11)
Reps Learn The Value Of Evolving With The Profession: A Younger Perspective (Sarah K. Pierce, October 04, p.15)
Reps Ponder Growth Plans For The Future (October 05, p.6)
Strategic Planning For Salespeople (Dave Kahle, June 05, p.60)
» Hiring/HR
Characteristics Of A Professional — Are You Serious About Your Job (Dave Kahle, May 06, p.28)
Hiring Is Like Looking At The Tip Of The Iceberg (Dave Kahle, June 07, p.48)
Hiring Right (Paul Pease, July 05, p.12)
Hiring Rep Firm Winners (Nicki Weiss, June 07, p.56)
It’s All About People — All The Time (Bill Brooks, September 05, p.35)
Power Of Innovative Thinking, The (John Graham, January 06, p.62)
Recruit Your Way To The Top! (John Boe, August 05, p.28)
» Insurance
Control Rising Health Insurance Premiums (Louis R. Adams, CFP, February 05, p.48)
Facts And Figures: What You Should Know About Life Insurance (September 06, p.54)
Health Savings Accounts: Save Now And Save For Later (Paula L. Wilson, July 04, p.48)
Take Charge Of Your Health: Is A Health Savings Account Right For You? (Paula L. Wilson, July 07, p.28)
» Marketing/Sales/Selling
Accepting Responsibility For Your Sales Success (Dave Kahle, August 05, p.19)
Actions Speak Louder Than Words (John Boe, September 05, p.56)
Adding To The Bottom Line By Buying Value Instead Of Cutting Costs (Paul Pease, July 04, p.36)
Adversity Gives You Strength (John Boe, June 06, p.36)
Aggressive Agencies Market Themselves (Michael p.Marshall, Ph.D., November 04, p.14)
Applying The Concepts Of Continuous Improvement To Sales Leadership (Jeff Thull, January 06, p.28)
Are You Hindered By Formerly Effective Sales And Marketing Policies? (Dave Kahle, January 06, p.24)
Asking A Prospect To Buy Is How You Make The Sale (Bill Brooks, February 04, p.38)
Best Kept Secret In The Selling World, The (Jeff Thull, December 05, p.57)
Blitzing Your Way To Sales Success (Dave Kahle, February 06, p.36)
Bogus Business Ideas (John Graham, September 05, p.52)
Breaking The Bonds Of Mediocrity (Chip Eichelberger, October 06, p.47)
Building Brand Through Sales (Bob Gold, December 05, p.13)
Calming “Customonsters” And Other High-Maintenance Clients (Kate Zabriskie, May 07, p.56)
Capturing Your Share Of The Market Through Value-Based Selling (Bill Brooks, November 04, p.29)
Case For Incentives, The (May 05, p.8)
Changing The Way You Sell (Rick Farrell, September 05, p.13)
Clone Your Top Producers (Louise Anderson, May 05, p.12)
Closing The Gap Between Value Creation And Value Delivery (Jeff Thull, March 06, p.47)
Closing The Sales — A Realistic Perspective (Dave Kahle, November 06, p30)
Common Sales Challenges That Prevent Executive-Level Access (Jeff Thull, August 06, p.56)
Constructing A Prospect Pipeline (John R. Graham, October 05, p.56)
Creating A Powerful Sales Plan (Dave Kahle, October 07, p.30)
Creating Profitable Relationships By Earning Trust And Credibility (Donna L. Cohen, May 06, p.35)
Customers For Life! (John Boe, October 06, p.51)
Dark Side of Private Labeling, The (Allen Ray and David Gordon, December 07, p.31)
Dealing With A Sales Slump (Nicki Weiss, October 07, p.20)
Decision To Buy, The (Jeff Thull, April 07, p.52)
Driving Forces of Commoditization (Jeff Thull, September 05, p.23)
Dumbest Things Salespeople Do, The (Bill Brooks, July 07, p.53)
Effectively Integrating Statistics Into Sales Presentations (Stephen D. Boyd, December 04, p.61)
Eliminating Price Concerns (Paul Cherry, October 07, p.24)
Emotions Of Buying, The (Bill Brooks, August 04, p.29)
End Of Solution-Based Selling, The (Jeff Thull, January 07, p.35)
End Of The Year Is Near — Did You Reach Your Goals?, The (John Haskall, November 05, p.28)
Face-Off! Direct vs. Rep (John Haskell (March 05, p.25)
First Steps To Effective Sales Planning (Dave Kahle, September 06, p.35)
“Five Percenters” Deliver 100% Effort (January 05, p.6)
Following The Best Path To Market (May 04, p.10)
Four Factors Of Risk, The (April 07, p.48)
Gaining Credibility By Asking Questions (Jeff Thull, November 06, p.54)
Good News About Cold Calls! (Lenann McGookey Gardner, July 07, p.36)
Go From Good To Great: Boosting Your Sales Career (Chip Eichelberger, May 06, p.54)
High Cost Of Marketing, The (John Graham, May 06, p.52)
How Important Or Fatal Is A Strong Ego To Sales Success? (Bill Brooks, April 06, p.53
How Positive Thinking Affects Your Sales Career (Bill Brooks, March 05, p.56)
How Sales Professionals Screw Up Sales Meetings (Pam Holloway, June 07, p.52)
How To Get Marketing Right (John R. Graham, February 04, p.21)
How To Prevent “Unpaid Consulting” (Jeff Thull, July 05, p.40)
How To Stay In The Mind Of Your Prospect And Win The Sale (Bill Brooks, July 04, p.32)
Identifying Buying Signals (Bill Brooks, August 06, p.53)
Indianapolis Chapter Keeps Members Involved (March 05, p.16)
Is It Sales And Marketing Or Marketing And Sales? (John Graham, July 06, p.47)
It’s All About The Risk! (Dave Kahle, December 06, p.55)
Knowing How To Handle Objections (Michael E. Rega and Lisa M. Clayton, May 04, p.56)
Leveraging Value To Retain Profitable Customers (Jeff Thull, November 07, p.24)
Managing Your Most Valuable Asset — And You’ll be Surprised At What It Is? (Bill Brooks, March 06, p.32)
Marketing Budget: “We Need Marketing But It Costs So Much,” The (John R. Graham, November 04, p.21)
Most Common Mistakes Sales Managers Make, The (Dave Kahle, November 05, p.24)
“Neuroeconomics” Of Sales — How Buyers Really Decide, The (Paul Cherry, June 07, p.26)
One Characteristic All Buyers Have In Common, The (Bill Brooks, October 04, p.54)
Opening Doors And Establishing Winning Sales Relationships (David Farneti, February 04, p.28)
Overcoming Customers’ Objections (Daniel Adams, December 06, p.36)
Overcoming Obstacles To Believing In What You Sell (February 05, p.21)
Passion As A Sales Tool (Mark Hunter, September 07, p.52)
Personal Credibility Is Essential To Sales Success (Bill Brooks, June 05, p.53)
Power Of Choice, The (John Boe, June 05, p.40)
Power Of Permission-Based Prospecting, The (Bill Brooks, July 05, p.63)
Powerful Prospecting Tips (John Boe, November 05, p.63)
Power-Packed Prospecting Pointers (Bill Brooks, March 04, p.37)
Presentation Trap: Why Making Presentations Can Cost You The Sale, The (Jeff Thull, February 06, p.52)
Principles Of Persuasion (John Boe, May 07, p.32)
Prospecting Skills Are Key To Your Sales Organization’s Success (Bill Brooks, October 05, p.62)
Protecting Your Good Accounts From The Competition (Dave Kahle, July 06, p.55)
Put More “Sell” Into Your “Show And Tell” Sessions (Bill Brooks, December 04, p.58)
Questions Seal The Deal (Donna Cohen, July 06, p.52)
Reading Your Prospect Like A Book! (John Boe, March 05, p.59)
Recognizing A Great Salesperson (Jeff Thull, August 04, p.48)
Sales Cycle, The (Ken Coats, February 04, p.48)
Sales Process, The (Dean Baum, July 04, p.26)
Sales Success — It’s Not About You, It’s About The Customer (Jerry Rouleau, September 05, p.63)
Salespeople: Position Yourselves With Power (Dave Kahle, October 05, p.19)
Selling Isn’t What You Might Think It Is (Lenann McGookey Gardner, April 07, p.56)
Selling To Executives: Who’s Getting Their Attention, You Or Your Competitor? (Jeff Thull, March 07, p.29)
Slaying The Gatekeepers: How To Get To The Top To Make The Sale (Sam Manfer, August 06, p.37)
Strategies To Negotiate Any Sale (John Patrick Dolan, January 05, p.24)
Sweet Smell Of Success — What Your Buyers (Really) Want (Bill Brooks, December 07, p.35)
Those With The “In” Win: Getting Connected And Closing The Sale (Sam Manfer, October 06, p.38)
Timely Tips For Mastering The Complex Sale (Jeff Thull, June 04, p.57)
Top Sales Blunders, The (Kelley Robertson, April 05, p.30)
Traps Of Selling Conventionally In A Complex New World (Jeff Thull, December 04, p.26)
Turning Customer Complaints Into Cash Opportunities (Paul Rutter, February 07, p.28)
Uncover More Opportunity — Ask Great Questions (Suzanne Bates, October 06, p.53)
Under The Influence: Key Behaviors For Sales Breakthroughs (Alan Vengel, July 06, p.36)
Use Questions To Gain More Selling Power (Bill Brooks, May 07, p.35)
Value-Added Selling Is A Team Sport (Tom Reilly, June 04, p.60)
Ways You Can Conquer Call Reluctance (Bill Brooks, January 04, p.36)
When Did “Closing” Become A Bad Word? (Joe Guertin, March 06, p.51)
Where Do You Want Your Sales Career To Take You? (Bill Brooks, August 05, p.56)
Why Do So Many Salespeople Fail To Get It? (Bill Brooks, June 04, p.30)
Winning Big At Botching Marketing And Sales (John R. Graham, May 04, p.49)
Words That Sell (Dawn Josephson, November 04, p.58)
» Promoting Your Agency
Establish Your Own Brand (Jim Ferron, March 04, p.35)
Finding Costly And Embarrassing Mistakes Before Your Readers Do (Ronnie Moore, December 07, p.27)
Grow Your Business With Relationship Marketing (Marsha Lindquist, February 07, p.53)
How Buy/Sell Works For Some (January 05, p.16)
How To Get The Media To Notice Your Business (Pam Lontos, January 04, p.48)
» Starting An Agency
Following Different Paths On The Way To Being A Rep (December 06, p.6)
» Sub-Reps
Prosper At Your Own Risk: When SubRep Success Cannot Be Restrained (Gerald M. Newman and Adam J. Glazer, January 04, p.21)
» Succession Planning
Charting A Personal Path For Succession Planning (November 05, p.6)
Creating A Business Exit Plan (November 05, p.9)
Executing An Agency’s Plan For The Future (September 05, p.31)
Family Business Succession — With A Heart (Jeff Harris, August 07, p.34)
Positive Side Of Being “Sucked In,” The (June 07, p.35)
Succession Planning — Just Do It (May 07, p.6)
» Training
Best Practices For Salespeople (Dave, Kahle, July 07, p.14)
Essence Of Being “Teachable,” The (George Napoli, May 07, p.29)
Getting ROI On Your Investment In Communication Training (Suzanne Bates, March 07, p.37)
Making A Winning Presentation (John R. Graham, May 05, p.60)
Reaping The Rewards Of The CPMR Experience (October 07, p.14)
Rep Coaching Pushes Team To The Top (June 07, p.32)
Train Well (Paul Pease, August 05, p.32)
Training Program Pays Off Big Time (April 06, p.31)
» Warehousing/Inventory
The Risks And Reward Of Stocking Reps (March 07, p.18)
Agency-Principal Relationship
» Building/Maintaining Relationship
Attributes of A Good Principal (August 05, p.50)
Believing In Reps Since Dirt Was Discovered (December 05, p.53)
Benefits of Being “Rep Friendly,” The (July 05, p.52)
Budgeting For Principal Relations Buys Success With Principals (John Haskell, June 05, p.32)
Business Timelines Keep Focus On Reality (June 06, p.6)
Commitment To Reps Pays Off (October 04, p.34)
Co-Op Budget Just One Tool Supporting Rep-Manufacturer Efforts (April 05, p.51)
Customer Service Makes This Principal Perfect (January 06, p.39)
Developing Impenetrable Business Relationships (Michael E. Rega, January 04, p.60)
Discover The Tools You Need To Get To The Top (Joe Takash, March 04, p.15)
Exclusive Territory vs. Select Account Basis (Dave Dolin, September 04, p.21)
Expanding The Rep’s Role (June 04, p.14)
Hardware Manufacturer Relies On Reps (May 06, p.47)
In The Middle — How To Create “Power” From The Middle (John Haskell, August 05, p.53)
Keys To Success With Outsourced Sales (Tom DeHart, Jr., August 04, p.17)
MANA Local Chapters Prove You Are Not Alone — “The more you give, the more you get.” (February 04, p.13)
Manufacturer And Reps Working Together Hit The Mark (December 04, p.45)
Manufacturer “Gets It,” This (June 06, p.51)
Manufacturer Finds Rep “Golden Egg” (March 05, p.39)
Manufacturer Specializes In Removing Obstacles (July 04, p.12)
Manufacturer Treats Reps Like Partners In Profit (April 06, p.6)
Manufacturers And Reps Explore Their Expectations (July 07, p.6)
Manufacturers’ Views Of The Changing Rep Firm (May 04, p.6)
Mutual Action Planning (Paul Pease, September 07, p.31)
Need For Sharpening The Sword, The (November 04, p.49)
Networking Jumpstarts The Rep Experience (March 04, p.9)
New Line, New Opportunity, New Principal — Don’t Blow It! (John Haskell, July 05, p.48)
Nurturing A Natural Relationship (June 05, p.50)
Partners In Profits Or Adversaries? (Joe Miller, April 06, p.20)
Perfect Activity Report In The Eyes Of A Rep, The (Harry J. Abramson, September 04, p.12)
Perfect Principal Doubleheader, A (February 06, p.47)
Providing Value-Add In A Commodity Market (Don Voigt, PE, January 05, p.12)
Relationship Power (Jeff Blackman, January 05, p.29)
Rep And Manufacturer Forge “Perfect” Relationship (February 05, p.34)
Rep And Manufacturer Skin A Cat The Easy Way (May 05, p.39)
Rep And Manufacturer Trade Compliments (October 05, p.51)
Rep And Principal Complement Each Other (September 05, p.27)
Rep Performance Up To Par For This Manufacturer (September 04, p.58)
Reps Target Market For Remington (January 05, p.34)
Simplifying The Sales Process For The Rep (Don Haberman, August 07, p.54)
Some MANA Members Clamor For More Protection From Manufacturers (Joe Miller, December 05, p.23)
Strategic Approach To Enhancing The Relationship, A (February 07, p.6)
Successful Search For The Perfect Principal(s), The (June 04, p.6)
Successfully Managing A Rep-Principal Business Relationship (Paul Pease, September 06, p.28)
Supporting The Reps Who Walk The Tightrope (November 05, p.58)
This is What I Believe — A Rep’s View (Harry J. Abramson, November 06, p.37)
Tips For Improving Supplier Relationships (Glen Balzer, August 05, p.13)
Working Together To Enhance Profits (January 07, p.6)
» Developing New Markets
Pioneering — Successfullly “Prospecting” New Lines (December 07, p.8)
Rewards For Pioneering (May 05, p.10)
» Finding/Selecting Agents
Advertising For Agents? There’s Room For Improvement (William H. [Bill] Krause, April 07, p.35)
Attributes Of Top-Performing Reps (November 04, p.6)
Looking For Reps? (Jay Ownby, January 07, p.22)
Looking To Reps To Sell Ideas (November 04, p.16)
Making The Right Rep Connection (May 04, p.13)
Manufacturer Seeks The Right Ingredients (June 04, p.12)
» Rep Councils
Rep Councils Serve As Territory Eyes And Ears (December 05, p.6)
» Terminating Relationship
Knowing When To Resign A Line (June 07, p.10)
Resigned Any Lines Lately? Why? (June 07, p.6)
» Trade Shows
“The Show Must Go On” (Charles Shaw, September 04, p.49)
» Training
Training In The Mix As Manufacturer Builds Rep Force Training (April 06, p.28)
Training Principals To Work With Their Reps (May 06, p.6)
» Value of Working With Agencies
Full Service: Gas Stations, Car Washes, Rep Agencies (Joe Miller, March 06, p.20)
Making Field Sales Calls Work For Both Sides (August 07, p.6)
Why Use A Manufacturers’ Representative (March 07, p.49)
Canadian Repping
Buy/Sell In Canada Meets Customers’ And Principals’ Needs (Feb 05, p.58)
Canadian Chapters Provide Long-Term Gain (May 05, p.58)
Canadian Official Views World Markets (January 06, p.35)
Canadian Rep Endorses “Repping” As A Career Choice (August 04, p.51)
Canadian Rep Looks To China (January 05, p.39)
Canadian Reps Point To Cross-Border Similarities (February 04, p.32)
Canadian Reps Provide Their Particular Value-Add (July 04, p.34)
Canadian Web Site Proves Valuable — On Both Sides Of The Border (December 05, p.30)
Challenge For Canadian Reps, The (April 04, p.56)
CPSA All Asset For Canadian Reps (November 05, p.38)
Dr. Revenue Relates His Canadian Adventure (July 05, p.10)
Edmonton Chapter Learns The Difference Between “Door Kickers” And “Maintainers” (September 05, p.50)
EFI Systems Group Changes With The Times (April 05, p.34)
Exploring Some Important Differences (January 04, p.16)
Exploring The Differences On Both Sides Of The Border (May 04, p.34)
Globalization And International Trade Continue To Impact Canadian Reps (June 05, p.48)
MANA’s Toronto Chapter Gets Web Site Initiation (December 04, p.34)
More On Border Crossings (November 04, p.24)
News Update On Border Crossing (April 06, p.50)
Practicing A One-Stop Approach In Canada (September 04, p.40)
PSA Survey Shows Rep’s Interest In International Market (March 05, p.62)
Remember Us? Remember Us! (August 05, p.58)
Selling Into Canada (Tom Wilson, June 04, p.50)
Taking The Pain Out Of Border Crossing (October 04, p.31)
Commissions
» Negotiating
Effectively Negotiating Rep Contract And Other Agreements (Gerald M. Newman and Adam J. Glazer, July 07, p.33)
How To Prevent 11th Hour Negotiations (Jeff Thull, May 07, p.49)
How Your Commission Is Expressed And Determined Is Important (Stephen K. Valentine, Jr., March 04, p.32)
» Paying
Advances Exceeding Commissions Earned: Making Sure They Can’t Take It With Them (John M. Riccione and Paul A. Greenberg, January 04, p.25)
Move To Automatic Deposit Of Commissions, A (October 04, p.27)
» Rates
Static State of Commissions, The (October 03, p.12)
» Split Commissions
Coming To Agreement On Split Commissions (September 06, p.6)
Split Commissions Complicate The Rep-Manufacturer Relationship (September 05, p.6)
Splitting Commissions Across Multiple Territories (Glen Balzer, March 06, p.6)
Communication
Communication Cements Rep And Manufacturer (August 04, p.11)
Cut Through The Communication Clutter (Paul Rutter, May 07, p.53)
Drawing The Line Between Communication And Call Reports (Joseph W. Miller, March 05, p.20)
Forecasts Or Honest Information? (Paul Pease, November 06, p26)
Former NYC Mayor Shares Leadership Lessons Learned During 9/11 (May 05, p.48)
Getting Out Of The Phone Loop: Making It Easy For Customers To Conduct Business With You (Laurie Brown, March 07, p.53)
Human Side Of Business, The: Effective Listening (Stephen D. Boyd, February 04, p.35)
Implementing Information Retrieval Systems (Laura Leist, January 07, p.56)
Root Causes Of Poor Communication, The (Sue Dyer, December 06, p.52)
Taking Stock Of MANA Products And Services (October 06, p.6)
Truth About Lying, The (John Boe, December 06, p.50)
Using Words The Same Way (John Graham, August 04, p.14)
Education
Canadian Repping: Value Of CPMR Crosses Borders (March 04, p.52)
CPMR Spells Success For Reps And Manufacturers (April 06, p.55)
CPMR Translates Well Into Any Language (May 04, p.29)
Evolution Or Extinction: Which Way Is Your Agency Headed? (Paul Pease, June 04, p.16)
MANA Members Mentor Undergrads (November 06, p35)
New Board Members Share Initial Views (September 04, p.16)
Reps Tout CPMR Program (January 06, p.11)
Sales Training That Sticks (Chuck Mache, February 07, p.58)
Globalization/Foreign Trade
Avoiding Faux Pas With Chinese Not Easy For Most Westerners (March 05, p.9)
Case History Of European Missionary Work, A (Peter Heumueller, March 06, p.34)
Common Ground Approach For Reps And Foreign Manufacturers, A (April 04, p.14)
Consultant Points To Global Potential (March 05, p.6)
Different Approach To A World Market, A (March 05, p.12)
Enterprise Ireland Facilitates The Manufacturer-Rep Connection (July 05, p.50)
Finding Reps “South Of The Border” Proving Doubly Difficult (September 06, p.47)
Finding The “Right” Supplier In China (Michael Bellamy, April 04, p.22)
Globalization And The Rep — Is it right for you? (April 04, p.6)
How To Manage A Contract In China (Camille Schuster, November 04, p.37
Impact Of The Global Economy On The Sales Rep-Manufacturer Relationship — Choice Of Law And Venue Considerations, The (Scott M. Sanders, Esq., December 04, p.14)
“Knowledge Management’s” Role In The International Marketplace (Jeff Henderson, April 04, p.25)
MANA Board Clarifies Association Trade Policy (February 04, p.19)
MANA Continues Hannover Participation (August 04, p.31)
MANA’s Second China Study Mission Hits The Mark For Participants (November 04, p.32)
Practical Tips For Representing Foreign Principals (Florentino Ramirez, July 06, p.28)
Reps Look East And West For Growth (March 06, p.36)
Study Mission Veterans Plan For Next Trip (April 04, p.18)
Travel Time Pays Off (October 04, p.23)
When To Launch Into New Markets (Peter Heumueller, June 04, p.35)
Legal/Contracts
Attorney Advises Put It In Writing (April 05, p.13)
Attorney Expands To Meet Rep Needs (September 04, p.32)
Attorney Urges Reps To Keep Accurate Records (December 04, p.22)
Enforcing Oral Contracts (Steven F. Stuhlbarg, May 04, p.24)
Fire Damage Was Just The Beginning (December 05, p.26)
From The Jaws Of Defeat: Snaring A Sweet Multi-Million-Dollar Settlement Instead Of Accepting Termination (July 06, p.7)
Get It In Writing! — Well, Sort Of…. (Paul Asker, December 04, p.18)
Inviting The Bull Into The China Shop — How the savvy rep (safely & effectively) uses legal councel (John E. Schoonover, November 07, p.8)
Legal Value-Add, The (June 04, p.21)
MANA Hosts Rep-Savvy Attorneys (December 04, p.6
MANA Hosts Third Attorney Forum (November 05, p.34)
Non-Compete Clauses (Mitchell A. Kramer, November 05, p.31)
Product Liability Protection For Reps — By The Numbers (April 05, p.19)
Rep Entitled To Commissions On Orders Shipped After Termination, Plus Attorneys’ Fees (Gerald M. Newman and Adam J. Glazer, December 04, p.10)
Representative Agreements Must Be Rewritten Annually (Glen Balzer, November 06, p.52)
No Shortage Of Future Legal Concerns (March 04, p.28)
Preventing Mistakes With Representative Agreements (Glen Balzer, September 04, p.26)
Product Liability And The Rep (July 04, p.17)
Recent Court Decisions (Mitchell A. Kramer, September 06, p.20)
Renegotiating With Integrity (Marc Freeman, January 07, p.29)
Rep Legal Concerns Focus Of MANA Seminars (September 04, p.35)
Rep’s “Expectation” Is Met, But Disappointment Follows, A (Gerald M. Newman and Adam J. Glazer, January 07, p.32)
Rep’s Perspective Of This Year’s MANA Legal Forum, A (Jerry Leth, December 06, p.29)
Sales Reps In Total Control (Gerald M. Newman and Adam J. Glazer, October 05, p.31)
Some Thoughts On Representative Agreements (Mitchell A. Kramer, February 07, p.20)
What Happens When Your Principal Files For Bankruptcy? (Gerald M. Newman and Daniel E. Beederman, July 05, p.27)
What Happens When Your Rep Contract Is Clearly Ambiguous? (Gerald M. Newman and Daniel E. Beederman, April 05, p.16)
When A Contract Is Not A Contract (Scott M. Sanders, August 04, p.22)
When It Comes To Legal Issues, The Message Is Loud And Clear — Reps Prepare! (November 07, p.14) MANA’s Fifth Legal Symposium
Working Without A Contract — Will I Ever Get Paid? (Gerald M. Newman and Daniel E. Beederman, December 07, p.14)
Legislation
A Shared Victory In Connecticut For Reps, Their Associations And Their Manufacturers (October 05, p.24)
Commission Protection Acts Updated (January 07, p.38)
Education Or Regulation — Which road will the government take toward closing the tax gap? (July 05, p.19)
Independent Rep And “Nexus,” The (John Satagaj, May 05, p.22)
Rep Associations Pass Florida Commission Protection (September 04, p.11)
Small Business Legislative Council Announces 2005 Priorities (February 05, p.51)
Member Profiles
Building On Past Successes (January 07, p.26) Bryan Shirley, MANA president/CEO
“Commitment” Cements Perfect Relationship (October 06, p.32) Perfect Rep series
Do What You Do Best — Sell (October 06, p.9) Dennis Badour of LDMF, LLC
Four Agencies Provide Foundation For MANA’s 60-Year History Of Service (September 07, p.36)
Getting The Right Fit And Making It Work (July 06, p.32) Perfect Rep series
MANA Member Addresses Rep Concerns At Industry Conference (January 07, p.48) Kurt Nelson of Electro E-Biz Forum 2006
Military Provides Rep A Change In Plans (October 04, p.6) Larry Muncie, Muncie & Assocs.
Nelson & Associates Fit Profile Of The “Perfect Rep” (June 06, p.27) Perfect Rep series
Operating As Eyes And Ears In The Field (August 04, p.6) Dynamic Bulk Systems, Inc.
Recipe For Success — MANA-member Unity dishes up a winning rep-firm formula (November 07, p.30)
Rep And Manufacturer Working Off The Same Page (September 06, p.50) Perfect Rep series
Rep’s Belief In Service Paves “Perfect” Business Path (August 06, p.6) Perfect Rep series
Returning The Favor (December 06, p.32) Perfect Rep series
Southern California Rep Marks 75th Anniversary (March 07, p.32) CP Crowley Company
Striving To Be The Best (November 06, p.47) Perfect Rep series
Sister Associations
AIM/R Strengthens Relations With Customers (July 04, p.22)
Benefits Of Dual-Association Membership For Reps, The (April 05, p.6)
Benefits Of Technology Take Center Stage At AIM/R Conference (July 07, p.47)
Capital Equipment Reps Exchange Strategies During Conference (February 06, p.6)
Combined Association Efforts Benefit Members (January 06, p.6)
Consumer Products Reps Join Forces With MANA (May 06, p.31)
Consumer Reps Encounter Similar Trends And Challenges (February 06, p.28)
Gerber Plumbing Named AIM/R Golden Eagle Award Recipient (March 04, p.21)
HIRA Serves Reps In The Healthcare Field (February 06, p.32)
Industry Conventions Still Offer Value For Those Who Participate (Mary Jo Martin, September 06, p.32)
MAFSI Members Wrestle With Change (January 06, p.13)
MANA And Trade Association Partner To Expand Reps’ Opportunities (February 07, p.12)
MANA Capital Equipment Reps Meet Marketing/Sales Challenges (February 07, p.32)
NEMRA Study Takes Aim At Waste In The Channel (December 06, p.14)
PTRA Attendees Focus On Manufacturing’s Economic Impact (July 05, p 31)
PTRA Gives Voice To Rep Concerns (May 05, p.36)
PTRA Marks 35th Anniversary At Annual Conference (August 07, p.48)
PTRA President Promotes Association Participation (March 06, p.28)
Rep Association Execs Explore Synergies (November 05, p.16)
Reps Network At Keystone 2005 Conference (December 05, p.35)
Trinkle To PTRA: The Times Are A-Changing (August 06, p.32)
Technology
» E-Commerce
Building Relationships Through (Relationship) Farming (Terry Brock, December 07, p.42)
Living Fast And Loving It! (October 06, p.26)
Marketing Myths Exploded — What your customers don’t want (Terry Brock, November 07, p.38)
New Marketing Rules In The Digital Age (Terry Brock, September 06, p.26)
It’s A Different World Out There (Terry Brock, November 06, p24)
It’s Not About E-Commerce, It’s About R-Commerce (Terry Brock, June 06, p.25)
Web Sites In The “RoHS” Age (Larry Kaufman, June 07, p.22)
Your Web Site Bites! (Laurence Kaufman, August 07, p.28)
» General Internet
Be Wary About Wi-Fi (December 05, p.17)
Digital Windshield (Steven B. Zaboji, June 04, p.25)
Does Your Business Need A Boost? Blogs and Podcasts May Be Your Answer (Peter Koeppel, October 07, p.38)
Future Is Now For Wireless , The (February 05, p.6)
Furture Of The Internet, The (May 07, p.26)
How Reps Can Get The Most From Google (Terry L. Brock, April 06, p.26)
Keep Learning To Keep Safe (Laura Garcia-Manrique, October 05, p.13)
Keys To An Effective And Profitable Web Site (Peter Koeppel, April 07, p.11)
Let The Web Empower You And Your Business (Terry Brock, January 07, p.20)
Really Cool Ways To Blow It On The Internet (Terry Brock, August 06, p.23)
Selling Better In A Changing World (September 04, p.6)
Speeding Up That Slow-Running Computer (Bill Perry, November 05, p.19)
Technology: What The Future Holds For You (Terry Brock, April 07, p.26)
It’s Not Mission Impossible To Market On The Net (Terry Brock, March 07, p.26)
Two More Views On Wireless (February 05, p.10)
Two Pros Weigh In On Web Site Marketing (July 04, p.9)
Use Today’s Web Technologies To Connect With Your Customers (Peter Koeppel, September 07, p.28)
Web, The (April 07, p.6)
Wireless Glossary (February 05, p.11)
Working The Web (July 04, p.5)
» Hardware
Become A Platform Agnostic And A Customer Zealot (Terry Brock, July 06, p.26)
Get Online Anywhere With A Laptop Cellular Card (Kim Komando, July 07, p.26)
Keeping Up With Computer Maintenance (March 06, p.25
Navigation Help From On High (September 05, p16)
Technology Is No Substitute For Organization (Barbara Hemphill, July 04, p.60)
Using A Personal Digital Assistant (PDA) For Marketing And More (Terry Brock, December 06, p.27)
» Software
Assessing The Spyware Plague (February 06, p.25)
Déjà Vu And Microsoft (February 07, p.26)
Exploring The Need For A Firewall (January 06, p.19)
Rep Software Provider Profiles (November 06, p6)
Technology Lets Sales Agencies Operate Efficiently (Gil LaCroix, August 07, p.31)