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April 2026 By Tommy Garnett As my term as Ex-Officio member of the MANA Board of Directors comes to a close on April 30, 2026, it marks the conclusion of nearly seven years of service that I reflect on with deep gratitude. Serving the MANA membership and advocating on behalf of independent... Continue Reading
April 2026 By Jack Foster Will Johns agrees with many other reps that it can be more difficult today to get face-to-face in front of customers. To that point he emphasizes, “The days of the ‘milk-run’ or ‘drop-in’ sales call to just say ‘hello’ are long... Continue Reading
April 2026 By Jack Foster Many of the questions pertaining to the independent rep-principal relationship never seem to go away. Whether it’s: Should reps regularly negotiate for shared territorial development fees? How frequently and through what means should the rep communicate with... Continue Reading
April 2026 An International View on How Partners and Suppliers Interact From Both Sides of the Pond By Eleanor Thompson and Ralph Vetsch One of the inherent perils of working with other people and companies is that undoubtedly there will be a misalignment, or a “gap,” in... Continue Reading
April 2026 By John Haskell Having a plan and making it work provides longevity with good lines. There is nothing and no one more important to a rep than the companies he or she represents. Getting and keeping good lines that are well accepted in the market and which pay good, fair commissions... Continue Reading
April 2026 By John Chapin Every salesperson talks about having a “breakout year.” Far fewer actually do. The difference is rarely talent, luck, the economy, or even the product. The real difference is mindset, discipline and execution. If you want 2026 to be your best year in sales... Continue Reading
April 2026 By Kate Zabriskie Something goes sideways at work — missed deadlines, bad customer feedback, you name it — and the first suggestion is, “We need training!” Sound familiar? It’s like reaching for a Band-Aid when what you really need is a lifestyle change.... Continue Reading
April 2026 By John Tschohl As the first quarter of the year draws to a close, the remaining months swing wide open with possibilities for you. To turn those possibilities into realities, you need to set goals, develop a plan, and put that plan into action. The first step is to recognize where... Continue Reading
April 2026 By Nathan Jamail We’re living in a time of wild change — AI is booming, market conditions shift by the week and yesterday’s playbook already feels outdated. If you’re leading a team today, you’ve probably asked yourself: How do I keep up? Let me give it... Continue Reading
April 2026 | Principal Focus By Jack Foster In a far-ranging discussion on the manner in which to compensate manufacturers’ representatives during one of MANA’s teleforums, some valuable food for thought for participating manufacturers — and all manufacturers, for that matter... Continue Reading
April 2026 By Jeb Blount A strong LinkedIn prospecting sequence is built around subtle, intentional touches. If phone and email are the boxing gloves of prospecting — direct and hard-hitting — LinkedIn is the velvet glove. It softens your approach, builds credibility, and supports... Continue Reading
April 2026 By Randall J. Gillary My office is currently litigating a case that involves a claim for sales commissions earned under a written sales representation agreement (the “Agreement”). One of the key issues in the lawsuit relates to a list of “Excluded Customers”... Continue Reading
