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Explore the challenges and strategies of entering new markets with innovative products in Europe and the U.S., focusing on market research and direct customer engagement. Continue Reading
An all-too familiar scenario… Widget Manufacturing Company switched from a direct sales force to a network of manufacturers’ reps. They did so because they liked the idea of outsourcing the sales function to an agency with established relationships with the desired customer base,... Continue Reading
By Joe Miller and Jerry Leth As the manufacturer views the marketplace, he’s always got two goals firmly in his sights — achieving increased sales and profits. To reach those goals he relies upon the services of a professional sales force. That’s where the choices begin. He can... Continue Reading
Getting the Most Out of the Rep Council The first thing a manufacturer should ask when considering the creation of a rep council is:What do I expect my rep council to accomplish? Remember that the whole idea of having a rep council is to achieve positive interaction — the working together... Continue Reading
“How much commission should I pay my reps?” Those new to working with manufacturers’ rep ask this question frequently. The correct answer depends on a number of variables, such as: The product or service. The type of customer (OEM, Reseller or End User). How much business... Continue Reading
by John H. Anderson, Esq. “Information to Help Agents and Manufacturers Protect Their Interests Both Before and After Bankruptcy is Filed” Why the Law Provides Protection to Bankrupt Entities Congress has decided that, as a matter of public policy, society will benefit from granting... Continue Reading
Dear MANA member, Because sexual harassment has been more and more in the news recently we thought we’d share this information from Nancye Combs, AEP, SPHR, a Certified Senior Professional in Human Resources. For those with additional questions, Nancye’s contact information is also... Continue Reading
A detailed look at what it takes to start, nurture, grow and maintain a successful independent manufacturers’ rep firm. Foreword So, you’re starting a manufacturers’ rep company? Welcome! Owning a manufacturers’ rep company can be a very rewarding career, financially and... Continue Reading
SATAGAJ Law Office1010 Massachusetts Avenue NW, Suite 400,Washington, DC 20001 • (202) 639-8888 This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in... Continue Reading
None of us needs to be reminded of the rapid pace of change that has taken place in the past 20 years. With business humming along at a profitable, 20th century pace in a peacetime economy, the challenges presented by everything from electronic commerce to strained relations with principals were... Continue Reading
A special report comparing European and United States laws relating to commercial or manufacturers’ agents and the principals for whom the agents act. Prepared by MANA with the assistance of legal counsel from Europe and the United States. This publication is intended to provide general... Continue Reading
Boost sales and energize your team with a sales blitz! This targeted approach helps focus your sales force on acquiring new customers in specific territories, enhancing skills and teamwork. Discover the power of a sales blitz now! Continue Reading
