Audio

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