Both Reps and Manufacturers
November 2022
Creating Fair and Balanced Agreements
May 2021
Representative-Principal Agreements
October 2020
Developing New Markets With Professional Manufacturers’ Reps
May 2020
Working as Partners in Profits
March 2020
Communicating With Customers in a COVID-19 World
October 2019
The Rep-Principal Agreement
February 2019
Negotiating the Termination Clause
November 2018
Sales Reps and Manufacturers — Adversarial or Cooperative?
September 2018
Rep Councils
November 2017
Selling to Millennial Buyers
September 2017
Create Fair and Balanced Written Agreements
July 2017
How to Become a High Tech Sales Ninja
May 2017
Working as Partners in Profits
June 2016
Developing New Markets With Professional Manufacturers’ Representatives
October 2014
When Customers Want to Work Directly With the Factory
September 2013
Get the Most of Trade Show Participation
May 2013
Positive Practices for Hard Times
October 2011
How to Establish and Benefit From Rep Councils
For Reps
March 2024
Hiring Salespeople for Your Manufacturers’ Representative Firm
December 2023
Year-End Tax Planning for Manufacturers’ Representatives
September 2023
AI in the Sales Process and Virtual Assistants
August 2023
Marketing Your Rep Firm
May 2023
Hiring Sub Reps
January 2023
Selling in the New Environment
November 2022
Line Profitability Analysis
July 2022
Valuation and Sale of a Manufacturers’ Representative Business
March 2022
Hiring Salespeople
January 2022
Marketing Your Manufacturers’ Representative Business to Principals
November 2021
The Future of the Manufacturers’ Representative Profession
— a panel discussion
March 2021
Introducing the Business Model Canvas (BMC)
October 2021
Principal Agreement Terminations
January 2021
Line Profitability
September 2020
Hiring Partnering With Sub-Reps
June 2020
Valuation and Sale of a Manufacturers’ Representative Business
April 2020
Best Practices for Reps in a COVID-19 World
April 2020
Hiring Salespeople for Your Manufacturers’ Representative Business
February 2020
Marketing Your Manufacturers’ Representative Business to Attract High-Quality Principals
December 2019
Leadership and Cultivating a Healthy Culture
September 2019
Connecting With Customers in the Digital Age
July 2019
Line Profitability Analysis
April 2019
Selling to the Manufacturing Sector in Other Countries: Focus Mexico
October 2018
Business Planning for Manufacturers’ Representatives
June 2018
Opening Doors for Woman Rep Owners
May 2018
Employment and Sub-Rep Independent Contractor Agreements
February 2018
Hiring Salespeople
January 2017
Valuation and Sale of a Manufacturers’ Representative Business
November 2016
Coaching and Mentoring
September 2016
Sell Value, Stop Competing on Price
May 2016
Attracting and Interacting With Millennials
March 2016
How to Run Effective Internal Sales Meetings
January 2016
Top Rep Challenges and Ideas for Solving Them
May 2015
Technology — CRM and Other Tech
April 2015
Next Generation — Recruiting, Hiring, Internships and Integrating
March 2015
Selling With Noble Purpose
February 2015
New Year’s Resolutions…and What to Say “Yes” to in 2015
November 2014
Starting a Manufacturers’ Representative Business
June 2014
When Principals Fail to Pay Commissions
April 2014
Succession Planning
February 2014
Backselling to Principals
November 2013
The Patient Protection Affordable Care Act
June 2013
Selling to Atilla the Hun
April 2013
Strategies to Help Your Rep Firm Run More Effectively
March 2013
Determine the Compensation Program That Works Best for Your Agency
February 2013
Line Profitability for Reps
January 2013
Technology for Reps
November 2012
House Accounts, Split Commissions and Other Territory Management Issues
October 2012
Negotiating Contracts
September 2012
Business Planning
June 2012
Selecting the Right Principal
May 2012
Succession Planning
April 2012
Hiring Salespeople — How to Find Good Candidates, How to Interview
February 2012
The Ideal RSM and How RSM-Reps Can Work Well Together
January 2012
Working With Asian Principals
November 2011
Working With Foreign Principals
May 2011
Buy, Sell and Merge Your Rep Firm
April 2011
Top 5 Business Challenges and Ideas for Solving Them
February 2011
Whale Hunting: How to Land Big Sales and Transform Your Company
January 2011
Get Out of the Rut — How to Create Real Change that Makes a Difference
For Manufacturers
May 2024
Marketing Your Company as a High-Quality Principal
July 2023
Selecting the Right Representative
February 2023
Developing New Markets With Professional Field Sales Reps
September 2022
Market Your Company as a High-Quality Principal
May 2022
RepFinder® Tips
July 2021
Selecting the Right Representative
November 2020
Working With Rep Councils
August 2020
Marketing Your Company as a High-Quality Principal
May 2019
How to Get Them to Call You Back
March 2019
Developing New Markets
April 2018
Selecting the Right Representative
March 2017
Marketing Your Company to Attract Professional Manufacturers’ Representatives
February 2015
Getting Them to Call You Back
September 2014
Working With Your Rep Network as “Partners in Profits”
May 2014
Marketing Your Company as a High-Quality Principal to Prospective Manufacturers’ Representatives
March 2014
Developing New Markets With Professional Field Sales Reps
November 2013
Finding and Selecting Manufacturers’ Reps for Your Outsourced Sales Network
June 2013
How to Set Up Effective Training Programs for Manufacturers’ Reps
April 2013
How to Run Impactful Sales Meetings With Manufacturers’ Agents
March 2013
How to Create Mutual Action Plans With Your Reps
February 2013
How to Handle Territory Visits
January 2013
Rep-Principal Communications
December 2012
Open Doors by Building an Effective Rep Council
November 2012
Understanding the Rep-Principal Relationship
October 2012
The Rep-Principal Agreement
November 2011
Developing New Markets With Professional Field Sales Reps
April 2011
Selecting the Right Representative
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