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October 2025 By Mark Hogan We are heading to The Assembly Show, October 21 to 23 in Rosemont, Illinois, and we hope to see you there. You will find us at Booth 343, where we are sharing how MANA helps manufacturers and reps build stronger partnerships, find new opportunities, and navigate... Continue Reading
October 2025 By Jerry Leth In August, I celebrated my 25th anniversary at MANA. Since I started, a lot has changed. When I started at the Manufacturers’ Agents National Association in 2000, we had a printed directory that came out once a year. If you joined right after we sent it to the... Continue Reading
September 2025 By Jack Foster On any given day reps — not to mention the American public — are faced with a torrent of headlines like: “50 Percent Tariffs Threatened on EU”; “These Companies will Raise Prices Because of Tariffs”; “Plastic Spoons,... Continue Reading
September 2025 By Kate Zabriskie You know that friend who’s always there when you are in need? The one who shows up on time, follows through on promises, and genuinely cares about what’s going on in your life? That’s exactly what your business needs to be for your... Continue Reading
September 2025 By Ralph Vetsch There isn’t a single supplier on the planet that isn’t trying to find a way to increase revenue. Even with their best efforts, suppliers often find that their revenue growth does not meet expectations. When it doesn’t, they often resort to blame... Continue Reading
September 2025 By John Haskell How does your agency operate? Are there clear written standards of performance? The list of performance issues is very long. You are in the sales business, so it is obvious that there should be standards of performance for salespeople. How should these standards... Continue Reading
September 2025 By John Chapin In this article I look at key questions that sales leaders can ask in order to determine the overall health of their sales team(s) as well as which direction they are headed. On that note, here are some questions for you to consider regarding your sales... Continue Reading
September 2025 By Troy Harrison Salespeople are getting older. Buyers are getting younger. You have a disconnect. In raw terms, the average age of a professional B2B salesperson in the United States is 47.1 years old. Fifteen years ago, that number was 42, so the sales profession is graying.... Continue Reading
September 2025 By John Tschohl What are the characteristics of a great employee? How can you identify those qualities as you go through the hiring process? And how do you track employees’ performance after you hire them? The first quality you should look for is personality. If the... Continue Reading
September 2025 | Principal Focus By Jack Foster After going on at length about the fact that there’s still too much paperwork to work his way through, one manufacturer with a lengthy history of working with reps heaped plenty of praise on those reps “…who verbally and... Continue Reading
September 2025 By Bob Wendover In 2021, Laura Giurge and Vanessa Bohns published a study in Organizational Behavior and Human Decision Process which confirmed what many of us have suspected for a long time but have been afraid to act on. The title of their article was, “You Don’t... Continue Reading
September 2025 By John K. Rottaris Artificial intelligence is the buzz of the business and legal communities — promising efficiency, cost savings, and streamlined processes in an era of companies looking to achieve efficiencies. It can summarize meeting notes, generate marketing content,... Continue Reading
