Rep Council Blog

Flextime

by Charles Cohon, President and CEO, MANA You have heard it from MANA, from manufacturers, and from reps. In the new normal, manufacturers that sell through reps have significant advantages over manufacturers with a captive sales force: In uncertain times, customers don’t take risks with untested vendors. They turn to trusted, proven resources for the products they need […]

The Importance of a Contract

by Lisa Wilson, L.S. Wilson & Associates, Inc. A fellow sales representative on the West Coast, who happens to sell for the same principal that I do, recently phoned to let me know that the company management wanted to know from her, why I did not want to renew my contract. My initial response to […]

Backselling Emergency!

by Charles Cohon, President and CEO, MANA What is backselling? It’s how savvy reps invest a little time every month to ensure their principals understand those reps’ value. They communicate with principals as if the line were in jeopardy even when it is not because they know that anything they say after the line is […]

Permanent Changes Long After the Current Pandemic Subsides

by Michelle Jobst, CPMR, Jobst Incorporated When will the dust settle? What will the “new normal” look like? Although we might have a peek at individual changes, it is not possible to completely comprehend the effect of all the recent changes. That fine‑tuned crystal ball is still not available for general distribution. Here’s what we […]

Education Is a Two‑Way Street

by Tommy Garnett, CPMR, CSP, Garnett Component Sales, Inc. In the ever-evolving relationship between manufacturers’ representatives and their principals, the need to educate one another remains vitally important. Manufacturers educate reps on capabilities, quality systems, lead times, polices and procedures and best practices that they feel will assist the rep to be more successful in […]

Always Take the Mint

by Charles Cohon, President and CEO, MANA Thirty years ago, a colleague from my rep days shared some valuable advice she got from her mother. “Always take the mint.” “When somebody offers you a mint, maybe they are just offering to share. Or maybe you have bad breath. You will never know which. So always take […]

Proven Tips for Finding the Right Rep

by Charles Ingram, VP of Sales & Marketing, Eriez Magnetics So, you need to find a great rep. Whether you’re just beginning to establish an independent manufacturers’ sales channel organization or have had one for years, there are some pretty good, well-proven methods for finding great reps to join your sales team. Even our company, Eriez Magnetics, […]

Boxers Call It “Leaning Into the Punch”

by Charles Cohon, President and CEO, MANA You see a punch coming. No time to block it. No time to move out of the way. Now what? Lean into the punch. You still get punched, but that punch has not had time to reach the speed and power it would have reached an instant later. That’s […]

Embracing Change During Tough Times

by Marnee Palladino, MARN, Inc. For the past few months I have been wondering what should I write for the “Editorial in the Field” article? Trying to decide on a single topic relevant to this period of economic instability was proving challenging to say the least. And then I re-read Charles Ingram’s September 2020 editorial, […]

Reinventing Rep Search

by Charles Cohon, President and CEO, MANA MANA’s online RepFinder® and RepFinder® smartphone app are already the best rep search tools in the world. So, what’s next? We reinvent ourselves. Better smartphone app. Better rep profiles. RepFinder® 2.0 Smartphone App Version 2.0 launches now in the Apple App Store and Google Play and gives manufacturers even more sophisticated search tools […]

Reps Need to Educate Manufacturers on the Value Reps Provide in the Field

by Kenneth Russell-Murray, ElectraSpec, Inc. The wants and needs of a manufacturer and the manufacturers’ representative are aligned: drive revenue, increase profits and manage costs; however, the rep’s role goes beyond these common goals. It is understood that hiring a representative who is paid solely on a commission basis is a cost-effective alternative to marketing […]

How Much Do I Owe You?

by Charles Cohon, President and CEO, MANA It might be the nicest compliment MANA has ever received. And it came to me in the form of a question. A rep called me to discuss a thorny issue he was having. It was a challenging problem, so we brainstormed potential strategies and solutions for about a […]

Market Development Fees

by John Davis, Paul Davis Automation In this issue of Agency Sales appears a report on a MANAchat devoted to the importance of market development fees. While such fees have been in practice for some time either as retainers, draws or some other form of agreement between rep and manufacturer, as time has gone on they’ve become […]

Should I Stay or Should I Go?

by Charles Cohon, President and CEO, MANA Should I stay or should I go now?If I go, there will be trouble.And if I stay it will be double.So come on and let me know. The Clash, 1982 Rep members have been calling recently to talk about how to adapt to the challenges of running a […]

Beginning Succession Planning

by Michelle Jobst, CPMR, Jobst Incorporated As the owner of an independent rep sales agency you have signed the contracts, your firm is bringing in good opportunities for your principals and you have a solid business plan to develop and care for your customers in the coming years. At what point then should you begin […]

The Toughest Question All Month

by Charles Cohon, President and CEO, MANA “I feel like I’m facing a lot of competition from other manufacturers when I try to get the attention of really high-quality reps,” said the manufacturer on the phone. Then he asked a question that sounded like it should have been easy for me to answer. “Are there […]

Please Don’t Read This!

by Charles Ingram,  VP of Sales & Marketing, Eriez Magnetics If, by chance, you happen to manufacture any products similar to what my company does or you’re a rep that sells competitive equipment to ours, please stop reading this article immediately. For the rest of you, there’s a little secret to winning more orders, building brand […]

Closing Deals Based on Handshakes in a COVID‑19 World

by Charles Cohon, President and CEO, MANA My jaw dropped when a rep told me he was still closing deals based on handshakes and face-to-face meetings during quarantine and social distancing. Then he explained, and I could not have agreed with him more. “Am I respecting my state’s mandatory quarantine and social distancing rules? Definitely! […]

Why Do Reps Want Exclusivity?

by Jerry Leth, Vice-President and General Manager, MANA When you reach out to manufacturers’ representatives and work on creating a business relationship, one topic that comes up in the negotiations is “exclusivity.” Professional manufacturers’ representatives that perform well for the companies they represent will not sign an agreement without some form of exclusivity. First, let’s […]

Well, It Beats the Alternative

by Charles Cohon, President and CEO, MANA First let me tell you my favorite story about a manufacturer working with reps. I heard it from a sales executive who came across his company’s owner joyously signing rep commission checks. “Wow, that’s a big one,” he heard the owner say, grinning ear to ear as he […]