Does Your Written Agreement Work Well for Both Parties?
You need to sign a written agreement with your manufacturers’ representatives. The days of a “handshake deal” are long past. As you near the end of the interview process, start to learn what goes into a balanced agreement; one that works for both of you. Invest some time and review the educational resources MANA provides on representative-principal agreements.
Login to the member area of the MANA website and click on the “Steps to Selling Through Independent Reps” link under “Professional Development Resources,” then click on step 3, “Create Fair and Balanced Written Agreements.” You want to select and study the Manual for the Creation of a Rep-Principal Agreement. In it you not only find sample agreements, but an extensive “Background and Rationale” section. This section discusses each important agreement paragraph, so you get an understanding of why we include it.
Check out the other resources in this section as well.
We also provide a list of rep savvy attorneys in case you need someone to craft an agreement that suits your unique situation. Look for the list under the “Legal and Consulting” heading in the member area of the website.