Successful navigation of the learning curve coupled with strategic planning are the bywords most commonly cited by independent manufacturers’ representatives as they describe how and why they’ve done what they’ve done to get started. For starters, we visited with Jeff... Continue Reading
Satisfying a Financial Need Michael Sackett started his agency last year after several years in outside sales for a distributorship. His agency, Aero Manufacturers Corp., Yorktown Heights, New York, serves the aerospace industry, a market he worked in for 16 years. “My major interest in... Continue Reading
Making an Impact on the Market When Jonathan Ward, Jonathan Ward Associates, Atlanta, Georgia, opened his doors last year, his initial thoughts zeroed in on the typical business marketing considerations. “By that, I mean conducting the sniperlike pursuit of market objectives,” he... Continue Reading
Let’s assume you are still highly motivated and want to continue your quest to become a commissioned manufacturers’ representative. You’ll need to review the matter of primary concern — how much money does it take to get started and survive for two to three... Continue Reading
Many of the guidelines I am recommending are the result of not having anyone to ask advice of in the early days. This resulted in my making some pretty dumb mistakes, which fortunately were small and not financially crippling. My own experience, as well as that of many others, has been that... Continue Reading
A Sales Agent Walks a Tightrope As an agent you will be a person in the middle. You have two people to keep satisfied; your principal and your customer. And since you are running your own business, you have to keep yourself satisfied. This isn’t all that easy a job. You will quickly... Continue Reading
It’s Necessary to Have Financial Common Sense The beginning agent is often imbued with an unrealistic sense of what it takes to initiate an agency in terms of financial investment. A business plan that does not include the startup and more importantly the daily operating costs may not... Continue Reading
Why Become an Agent Anyway? Very few people start a business career with the idea of becoming a manufacturers’ agent. Those who do usually are directly related to the owner of an agency and are considered to be the heir apparent. The rest tend to go through the sales and marketing... Continue Reading
Personal Freedom The goal of personal freedom looms large in most conversations we have with agents. Many of them either see that they can go no further in the company that employs them, or they see that the company is not doing things the way they feel they should be done. In the latter... Continue Reading
The Future of the Agency Business The question most people have, but few ask, is that of the future. What is the future of the agency business? Given the problems we have seen with some companies cutting the agent out and looking for commission rebates, and the new things that are happening... Continue Reading
A manufacturers’ agent or manufacturers’ representative is a self-employed salesperson who represents one or more manufacturers on a commission basis. A large portion of small- to medium-sized manufacturing firms in the United States depends upon independent agents to sell their products. Continue Reading
by Dave Kahle “How can I sell more when I have so much to do?” That’s a question I’m asked whenever I’m talking to a group of salespeople. I’m sure you can empathize with the feelings behind it. You have new products to learn, paperwork to complete,... Continue Reading
