A resource for helping rep firms remain competitive.

Are your customers demanding lower pricing, just-in-time deliveries and the sharing of supply chain costs? With rising oil, raw material and labor costs, how can we satisfy this ever-increasing demand for lower total cost of ownership?

Many of our fellow reps have done just that through international sourcing. Whether you like it or not, the world is now a global marketplace offering just about every product and service imaginable. Now is the time to add international products to your line card!

How do you take advantage of these highly competitive products and add them to your line card with the lowest risk and highest reward? Many of our members have successfully implemented one or more of the following strategies.

First, look at your current domestic principals. Do they import products and services? If not, encourage them to do so; this can be a win-win situation for you and them.

Many international sources have U.S.-based sales offices that are looking for established rep organizations throughout the U.S. to sell their products. You and your customers deal with local English-speaking representatives. Many MANA international members search for reps through the MANA Online Directory.

You can represent offshore manufacturers directly on a commission basis. Taking this strategy to the next level, several reps have become master reps, setting up all U.S. sales and marketing for international manufacturers through a network of sub-reps and direct employees.

Many of our members now buy/sell products from international sources. This requires more capital and personnel but also increases margins and profits.

Finally, our international friends need equipment and products themselves in order to manufacture their products. How about back-selling your domestic principals’ products to them!

Don’t be afraid of change. Take advantage of all the resources available to you — your competitors certainly are! Consider international sourcing for your next
product offering.

MANA can help — call today, and don’t get left behind!

Good selling!