What Every Principal Should Be Asking: Why Would a Top-Tier Rep Choose Us Over Our Competition?
The strongest manufacturers' representatives have choices. What makes your company the kind of principal they want to represent?
Join us for a practical discussion on how manufacturers can position themselves as high-quality principals that attract, engage, and retain top-performing manufacturers' reps. Learn how your reputation, communication practices, market strategy, support systems, and partnership approach influence a rep's decision to represent your line.
Tuesday, August 11, 2026 – 4:00 PM ET/1:00 PM PT
On this MANAcast, we will talk about:
- Characteristics that make a manufacturer a "high-quality principal"
- The role of communication, leadership, support systems, and market strategy in rep recruitment and retention
- How professional reps evaluate manufacturers before accepting a line
- Building a reputation that appeals to top-performing reps
- Developing a compelling value proposition for manufacturers' representatives, including growth opportunities and long-term partnership potential
Michael Berry was the President of IES Technical Sales, a premier manufacturers' representative firm specializing in technical and industrial solutions, from 1993-2021. With decades of hands-on experience in the outsourced sales industry, Michael has a proven track record of building high-performing, mutually beneficial partnerships with top-tier manufacturers.
As a contributor to the Manufacturers' Agents National Association (MANA), he is a recognized voice on channel management strategies, rep-principal dynamics, and value proposition alignment. Michael specializes in helping organizations optimize their multi-line sales networks and position themselves as preferred partners in a highly competitive marketplace.
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