2009 is gone and many of us are saying, “Thank heavens.” It was a difficult year for many independent reps. There are few industries that came out on the positive side of what has proven to be a devastating year in terms of sales increases, profits, etc. On top of all this, widespread commission cuts work as a double hit against IMR’s. So let’s wave goodbye and good riddance to 2009. But not so fast. As much as we all need to look forward and work at making things better, there’s an opportunity to look in the rear view and learn from what has just happened.

There are many insights to gain from the events of 2009. It is a great time of year to be planning for the future of our business, and what we learn from 2009 can help us better prepare for the next downturn in the economy. History has proven that there will be another one, so let’s be ready.

Let me give you an example. In the early ‘90s, I worked for a company that had moved almost all its cash out of the business. Then the recession hit and we had no cash to rely on. The company extended their credit line to the maximum and eventually had to be sold at less than the actual value, just to survive. This experience reaffirmed an important life lesson that we have all heard from a young age: “Save some money for a rainy day.” That rainy day for many was 2009. Those that had extra cash to run their business during this time have survived — without piling up debt. We must remember this lesson for the next time.

One more lesson to be learned from 2009: who are the principals that walked through this hand in hand with you? Who didn’t cut commissions, paid on time, didn’t jump ship when the water got turbulent, etc? Who, then, were the principals who did the opposite? We all know who they are and the lesson learned may be related to the characteristics of a good principal. So, during your business planning, review who you have now and who you want to be with in the future. What are the brutal facts? don’t ignore them, you will be better for it in the future. Consider 2009 a great learning experience, even if there is not much else to gain from it.

Don’t say, “So what?” Instead say, “Now what?” and be more prepared for the future.