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The Principal Is the Customer

by Tom Hayward, CPMR, United Sales Associates “Exceed your customer’s expectations. If you do, they’ll come back over and over. Give them what they want — and a little more.” — Sam Walton As unbridled entrepreneurs, manufacturers’ representatives naturally evaluate

Backsell the CFO

Save the Life of Your Manufacturer-Rep Relationship By Jerry Leth, Vice-President and General Manager, MANA In June I attended the MANA Attorney Forum and AMRA (Alliance of Manufacturers’ Representative Associations) meetings. At both events, I heard a recurring theme: when high-quality

Preparation Is Key

By Tim Ryder, President, Ryder Sales Agency, Inc. My dad recounts a story from his early days as a salesman. One of his competitors showed up for a sales call at the purchasing agent’s office. He started the call by asking

NAICS (IRS) Codes for Reps

The 6-digit NAICS (North American Industry Classification System) business code system replaced the former U.S. Standard Industrial Classification (SIC) system in 1997. The NAICS system has undergone two revisions since 1997, one in 2002 and the most recent one in