The hit song “Staying Alive” keeps playing in my head as I work my way through 2009. As the economy continues its daily challenges and business remains tougher to come by, I know I’m not alone in this feeling.

I and the other reps I know are working harder than ever at communicating with our principals, making sales calls and writing quotes. The results, however, aren’t as rewarding as in the past as many jobs get tabled or otherwise canceled. It’s tough to put the image of spinning our wheels out of my head.

If I’ve learned anything through these trying times, however, it’s that there’s no better time than right now for us to invest in our businesses. I can’t count the number of manufacturers who have been approaching my agency and others as they attempt to trim their own expenses while maintaining — if not increasing — market share. To continue as a valued out-sourced resource for these prospective and existing principals, we’ve got to show that we’re the ultimate businessmen in sales. That’s one of the reasons why I think the timing of MANAfest is so perfect. And, that’s why, for instance, I’ve already invested in two new salespeople and a new vehicle for this year.

And finally, I can’t count the number of times I recall something that was drilled into us during our CPMR experience. During our three-year course work we were constantly reminded how important it was to work smarter. I’ll go along with that, but at the same time, I’ve learned the value of working harder. I’m a firm believer in the fact that I can create my own good luck by working hard.

So, while the refrains from the Bee Gees’ 1977 hit keep ringing in my ears, I’m going to do all I can to prove my value to principals and customers and position myself for the turnaround when it comes. And, if there’s anything I’m sure of it’s that a turnaround will come and I’ll be first in line to take advantage of it.