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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