During the football and basketball season, the “games” are certainly of intense interest for many people, especially if you live, as I do, in Lawrence, KS. Getting into the game is the primary goal of a lot of players. Considering that goal led me to start thinking of our own businesses, MANA local organizations and MANA throughout North America. The game is definitely on — and it is a tough one!

Since you are reading this “Editorial in the Field,” you probably already are a MANA member — either as a manufacturer or as a professional sales representative. So you are on the game roster. But are you in the game? Are you a player? Are you in the battle to make your manufacturing company or your professional representative agency and all of your employees the best in the business? Or, are you just watching the game from the bench?

While there is no one method to achieving success, it is well-recognized that practice is a key ingredient. Learning the plays, repeatedly running them in practice and then adapting them to the other teams’ defense wins games. In the manufacturer / professional sales rep / customer relationship, the elements are the same — and MANA is the coach.

Being a MANA member provides you with the strategies and tactics needed to win the game. Let’s look at how MANA, as the coach, helps. Here are some of the important benefits:

• Professional Development Forums.
• Active website with search capabilities to link manufacturers needing reps with reps seeking new lines (the RepFinder).
• CPMR and CSP education by MRERF.
• Agreement guidelines.
• Rep chapter meetings.
• Individual state rep protection legislation.
• Legal aid/referrals.
• Available support staff (including MANA execs).
• Mentoring by local MANA members.
• District Directors interested in your business and willing to listen and advise.
• Webinars on real issues.
• Agency Sales magazine.

Are you in the game? Do you use these services? Do you send Agency Sales magazine to your associate sales reps and encourage them to join MANA? As a manufacturer sales manager, do you send the magazine to your management and operations staff so they can learn the strategies and tactics discussed, and how to work most effectively with your outsourced professional sales reps?

In 2009, one of the differences between the manufacturers who win customers and market share, and those who lose, will be determined by their ability to use their outsourced sales staff to the fullest extent possible. And the reps who work with those manufacturers as their professional sales force will need to be the best-practiced in the field and use the latest plays to win orders. Teams win!

MANA, as the coach to both manufacturers and reps, is positioned to help ensure success for everyone. But you must be in the game — and use MANA as your professional resource.