The Biggest Challenge | Agency Sales Magazine

2024	December	November	October	September	August	July	June	May	April	March	February	January
2023	December	November	October	September	August	July	June	May	April	March	February	January
2022	December	November	October	September	August	July	June	May	April	March	February	January
2021	December	November	October	September	August	July	June	May	April	March	February	January
2020	December	November	October	September	August	July	June	May	April	March	February	January
2019	December	November	October	September	August	July	June	May	April	March	February	January
2018	December	November	October	September	August	July	June	May	April	March	February	January
2017	December	November	October	September	August	July	June	May	April	March	February	January
2016	December	November	October	September	August	July	June	May	April	March	February	January
2015	December	November	October	September	August	July	June	May	April	March	February	January
2014	December	November	October	September	August	July	June	May	April	March	February	January
2013	December	November	October	September	August	July	June	May	April	March	February	January
2012	December	November	October	September	August	July	June	May	April	March	February	January
2011	December	November	October	September	August	July	June	May	April	March	February	January
2010	December	November	October	September	August	July	June	May	April	March	February	January
2009	December	November	October	September	August	July	June	May	April	March	February	January
2008	December	November	October	September	August	July	June	May	April	March	February	January
2007	December	November	October	September	August	July	June	May	April	March	February	January
2006	December	November	October	September	August	July	June	May	April	March	February	January

Happy New Year and welcome to another exciting year of Agency Sales, the voice of the manufacturers’ representative industry. Over the past year, I have asked thousands of you the same question: “What is the biggest challenge facing your rep firm today?”

I’ve had the opportunity to speak with many of you on the telephone and face-to-face, at 21 presentations to Sister Rep Associations, other associations’ rep groups (distributor and manufacturer associations) and manufactures’ sales meetings, as well as at 19 (MANA) All-Rep events in cities throughout the U.S. and Canada. In 2007 I asked more than 2,000 reps this thought-provoking question, and as a result, have had very engaging discussions. Here are some of the more common (and consistent!) answers:

Increased cost of rep firm operations (healthcare, insurance, even just gas!)
Keeping up with the increased demands of manufacturers.
Decreased commission rates (reduced rep firm income) — just combine these three and create a huge challenge — more cost, more work, less income.
Finding, attracting and hiring good salespeople (some great ideas in this issue).
Keeping good salespeople and having motivational compensation plans.
Succession planning within the rep firm.
Buying and/or selling a rep firm.
Split commissions and tracking commissions (customers going off shore).
Rep firm contracts with manufacturers.
Mergers and acquisitions of both our manufacturers and our customers.
Getting to the customer; face-to-face selling time with key busy people.
Relationships with manufacturers.
Technical issues and rep software, as well as the various software applications used by manufacturers.
The Internet.

So, what are we going to do?

MANA’s biggest challenge is finding the best and easiest way to get you to network, communicate and learn. We will be creating an ongoing dialogue about the “biggest challenges” and will continue to use teleforums, webinars, special reports, surveys, local and regional meetings, blogs and other communication methods and tools.

The bottom line — you need to participate. And MANA is committed to helping you face the challenges and create better long-term success.

Best wishes for a prosperous 2008.