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August 2026 By Jerry Leth MANA’s purpose is to help our manufacturers’ representative and manufacturer members connect with each other and create relationships that work well and last a long time. While MANA has been managed by former manufacturers’ representatives for many... Continue Reading
August 2026 By Jack Foster Ordinarily there’s no reason to think a veteran manufacturers’ rep and a sea captain would make up the ingredients for a successful team, but that’s exactly the case with the father-and-son combination of Rick and Morgan that comprises Rick Rudolph... Continue Reading
August 2026 By Jack Foster “Is it worth my time?” That’s the age-old question bedeviling reps for years, and it’s one that was tackled again during the course of three days when MANA members participated in a MANAchat devoted to the subject of line profitability... Continue Reading
August 2026 By John Haskell Going through all aspects of the rep firm can pay big dividends. This exercise will shed significant light on many areas of the business that will, hopefully, add substantial profit to the bottom line immediately. People First The rep firm is a sales organization... Continue Reading
August 2026 By Dave Kahle Who could or should buy this? That’s one of the biggest decisions a business makes when contemplating something new — a new product, a new branch, a new business. In other words, for what target market is this designed? Approach it by asking these... Continue Reading
August 2026 By Mark Hunter Who doesn’t want more referrals? They’re the lifeblood of any sales business. But not all referrals are created equal. The new secret lies in a subtle yet powerful approach: the breadcrumb strategy. Referrals Are Built on Integrity Referrals are a... Continue Reading
August 2026 By IUCAB Editorial Team Many manufacturers have adapted to digital channels. They have updated their catalogs, built professional websites and explored online advertising. Yet one challenge remains: turning online visibility into real business conversations. In B2B, selling online is... Continue Reading
August 2026 By John Tschohl You have the opportunity every day to create magical moments. Those moments will serve you well. They will mark you as a rising star as you earn the respect of your customers, coworkers and your managers. In the process, you could also be promoted and earn more... Continue Reading
August 2026 By John Chapin When most people think about improving sales performance, they focus on the obvious: better scripts, stronger closing techniques, deeper product knowledge or more activity. And while those elements absolutely matter, there’s a hidden edge that often gets... Continue Reading
August 2026 | Principal Focus By Jack Foster During the course of an interview with a manufacturer focusing on how he strengthens his relationships with reps, the subject of field visits came up. Admittedly, he was a firm advocate for such visits, and he didn’t hesitate to expound on the... Continue Reading
August 2026 By Jeb Blount Here’s a question that’ll frustrate every salesperson reading this: What do you do when you prospect, set the meeting, block the time on your calendar and then — your prospect no-shows? That’s the challenge Emily Weissmueller faces every single... Continue Reading
August 2026 By Doug Andrews Suppose your principal has breached its agreement with you by wrongfully terminating your contract or converting major accounts into house accounts, or simply not paid you the commissions it owes, and you (and possibly your attorney) have been unsuccessful in... Continue Reading
