Podcasts and Videos

MANA Educational Videos and Podcasts

These videos are designed to help owners of manufacturers’ rep agencies improve their skills in the operation of their businesses. (Many titles are also offered as a podcast if you want to listen while driving.)

Starting a Manufacturers’ Agency Business

Moving from a direct sales position in the corporate world to running your own rep business is a huge step. No longer can you rely on your selling skills alone to be successful. As the owner of a business, you’ll need an entirely new set of skills and an entrepreneurial attitude.

Starting a Manufacturers’ Agency Business (10 minutes)
(a podcast is also available)

Business Skills for the Rep Business Owner

• MANA’s Steps to Rep Professionalism Program (6 minutes)
  (a podcast is available)
• Business Planning for Professional Manufacturers’ Agents (14 minutes)
  (a podcast is available)
  – Sample Business Plan
  – Sample 3-Year Revenue Plan
• Selecting the Right Sales Channel Partner (10 minutes)
  (a podcast is available)
• Negotiating Better Contracts (6.5 minutes)
  (a podcast is available)
• Developing New Markets With Professional Field Sales Representatives
  (7 minutes) (a  podcast is available)
• Working Together as Trusted Partners in Profits (7 minutes)
  (a podcast is available)
• Effective Communication With Principals (21 minutes)
• Backselling to Principals (6 minutes)
  (a podcast is available)
• Stop Wasting Your Time on Your Worst Lines (7 minutes)
  (a podcast is available)
• What to Do When a Principal Terminates an Agreement (5 minutes)
  (a podcast is available)
• Selling a Manufacturers’ Agency Business (7 minutes)
  (a podcast is available)
• Extended Post-Termination Commission Clauses (7 minutes)
  (a podcast is available)
• Going Direct (6 minutes)

Educational Videos for Manufacturers

• MANA’s Steps to Being a Quality Principal Program (6 minutes)
  (a podcast available)
• Create a Plan for a Successful Rep Network (11 minutes)
  (a podcast is available)
  – ABC Sample Rep Business Plan
• Selecting the Right Sales Channel Partner (10 minutes)
  (a podcast is available)
• Developing New Markets With Professional Field Sales Representatives
  (7 minutes) (a podcast is available)
• Working Together as Trusted Partners in Profits (7 minutes)
  (a podcast is available)
• Get Them to Call You Back (7 minutes)
  (a podcast is available)
• Extended Post-Termination Commission Clauses (7 minutes)
  (a podcast is available)