I just wanted to give you a follow up to our efforts at procuring independent sales reps for our company LYCO manufacturing.
As you may recall, you worked with me on developing a list from the MANA database that comprised 90 reps. Of those, I narrowed it down to 11. I sent a profile last Thursday that you had reviewed for me.
I contacted all of the 11 reps yesterday and reached most of them. I had very good conversations with them. Two of them are coming to visit us this Friday. Another is very interested in setting up a visit next week or the week after. I expect I will hear from him today as to when he wants to visit. A fourth is getting back to me next week after he has had a chance to talk with the other reps in their organization.
From what I gather, apparently we have some capabilities they don’t have with their current principals and they were excited we found them. One rep told me they control $60 million in sales and could easily give us at least $1 million of sales in roll forming business alone which they do not have a fabricator with roll forming capabilities.
Anyway, I wanted to let you know how well it was going and to thank you again for all your input and support in helping me put this together. I will keep you posted on the progress.
Jim Rowlands, LYCO MFG
A couple of weeks ago, Eriez held its regular Rep Council Meeting, marking our twentieth year of providing this important forum for communication, business development and strategic planning between our company and our Rep organization. I was reminded of the important role MANA has played over this time, including the MANA sponsored seminar especially for manufacturers, the white papers and Agency Sales magazine articles covering relevant issues for the Rep-Manufacturer relationship, and easy access to key MANA staff for sources and insights. We’ve even been fortunate enough to have hosted presentations by two MANA Presidents at our company’s International Sales Conferences which included all our global Reps and key company executives.
MANA provides a well-balanced platform for both Manufacturers and Rep Agencies on how to best work together in a mutual effort to grow our businesses, collectively serve our customers better and improve all levels of service. Simply put, MANA helps eliminate the “Us vs. Them” attitude between Manufacturers and Reps so we all are pulling on the same end of the rope. We believe in the benefits of MANA so much that we sponsored a one year MANA membership for our Rep companies who were not already MANA members – a total of 44 Rep companies from North America and worldwide.
We at Eriez find our relationship with MANA to be extremely valuable. Thanks for all you and the MANA team do for its members!
All the best.
Charlie Ingram, Vice President, Sales & Marketing, Eriez Magnetics
GSA has the privilege to belong to 3 excellent professional organizations. Of the three, MANA has benefited my firm most. The informative data, Agency Sales magazine combined with the availability of expert advice makes them an excellent value. If I was to choose to belong to only one trade organization, MANA would be the one.
John Beaver, President, GSA Optimum
My involvement with MANA over the past 10 years has been exceptionally valuable. Much of what I have learned about our profession came from the excellent and always informative AgencySales magazine as well as many other specific topic MANA publications. MANA’s backing of programs like MRERF and the CPMR certification are crucial to our industry; so our support of MANA is important.
I am the second generation owner of my family rep business – an organization that has been a MANA member for many years. My plan for growth is aggressive, and MANA has been a fantastic resource for not only networking opportunities, but business planning and strategy as well. As my parents transition out of the business, they, along with MANA, provide an excellent mentoring source that helps me avoid many common roadblocks. The result of which is faster, more sustainable growth. The rep business presents a very unique set of challenges and opportunities, and having MANA in my corner makes me a more informed and competitive agency. For me, my MANA membership is worth every dollar.
John Davis, CEO/Founder, 3ML LLC
After attending a MANA Manufacturer Seminar, Eric Rodriguez, Director of Sales at 1factory wrote:
I have been to hundreds of presentation, training, and promotional events in my 25 year career. I have to say that your’s ranks in the top 3. The reason I say that is:
- You get people to know each other.
- You ask upfront, what do you want out of this.
- You tailored the presentation to your audience.
- You had an eye opener event — Mr. Grant introduction.
- You made the presentation truly interactive.
- You did a mid-session check of teaching progress from your introduction notes.
- You created an environment of learning from the audience as well as the teacher.
- You applied the Scientific Method to a topic that is full of emotion (bad and good experiences).
- You gave us a perspective of the manufacturers’ rep’s life in the trenches.
I have been a hardware high-tech manufacturing operations, supply chain professional for 23 of my 25 years in Silicon Valley. I am fortunate to have an opportunity to work in sales and business development and transition to the software frontier for my next season of work.
We are venturing in a new emerging industry of software-as-a-service which is becoming a disruptive technology to the traditional in-house server providers.
Our challenge is: Finding the new age Professional Sales Service person that not only sells a solution but can also offer B2B advice that is included in our value pricing proposition. We are not selling a transaction but a service. The great thing is, our product ties to manufacturing and how to make a quality part without increasing QC headcount. As one of my mentor’s said: “This is a good problem to have!”
You have provided me a good starting point for my discussions with our CEO, as we plan the sales growth strategy in our next phase.
Eric Rodriguez, Director of Sales, 1factory
The topics were great and the input from members was very helpful. Learning from other members’ businesses and how to venture out to find reps was great.
Thane Lechlitner, Water Star — A Tennant Co.