Continue to Explore

by Stephen Fowler, President, PERCS A recent film, Arrival, presented a tale of potential catastrophe from disruptive change requiring massive adaptation. Aliens have suddenly arrived on earth, their presence mysterious: potentially benign but possibly threatening. Confronted with a new normal, we

Succeed and Grow

by Jerry Leth, Vice-President and General Manager, MANA A main purpose of MANA is to help our manufacturers’ representative members succeed and grow their businesses. A look at our membership shows significant diversity. Our largest member employs 53 outside sales employees,


by Jerry Leth, Vice-President and General Manager, MANA Spend time as a manufacturers’ representative, you eventually learn you can lose an important line for doing too good of a job. What? They fire you for being too good? Yes, it

Beware of the Entrepreneur?

by Tom Hayward, CPMR, United Sales Associates Most MANA manufacturers’ representatives pride themselves on being entrepreneurs. We start our businesses from scratch and create something out of nothing. Ideally we work to create an entity that can be perpetuated long

Call Reports?

by John Roba, The John D Roba Company, Inc. As a long-time MANA member, I have found that one of the most frequently discussed subjects is call reports. Jerry Leth, MANA’s vice president and general manager, and longtime liaison to the

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