A scene from the movie Hoosiers came to mind recently when reps selling to varied industries were interviewed about their businesses.

In the movie, a small, unheralded high school boys’ basketball team finds itself in the championship game to be played in an arena larger than anything they’ve ever experienced. In an effort to get rid of their fear and intimidation about playing on the big stage, their coach (played by Gene Hackman) takes out a tape measure to demonstrate to them that the dimensions of this intimidating arena are exactly the same as those of their own high school gym. In other words, they’re playing the very same game, with the very same rules — but against a different opponent.

My point in alluding to the movie is that because the majority of MANA members are typically representatives who sell into OEM markets, there’s a pre-conceived notion that their practices and experiences may not be shared by reps who sell everything from high-end gifts to baby products to promotional goods. That notion was quickly put to rest when reps from other industries described their experiences, challenges and successes when they were interviewed for this issue of Agency Sales.

Just as Gene Hackman demonstrated for his basketball players, these reps demonstrate to their peers in other industries that the more things appear different, the more they’re really the same. Consider for instance, the fact:

•   Networking and personal relationships play critical roles in the success of any rep agency — no matter the industry. All the reps interviewed for this issue explained that they would be nowhere in their professions without spending time developing personal relationships with their principals and customers. In one voice, they emphasized the fact that it’s much easier to sell to people you know. Besides, it’s the customer’s preference to always buy from someone with whom they’ve developed a trusting business relationship.

•   You’re only as valuable (to principals and customers — and to yourself) as what you are able to negotiate. And, the negotiations that take place at the beginning of any relationship are the ones that will serve as the foundation for an effective partnership.

•   Written contracts are certainly the norm today as opposed to the time-honored handshake agreements of the past. Reps across all industries agree that there’s nothing better than to seek the counsel of a rep-savvy attorney when penning such agreements. Don’t depend on the verbal largesse of any principals when it comes to setting the terms of the relationship.

•   One of the most effective means for benefitting from the best practices of fellow reps is through membership in MANA and one of its sister industry-specific rep associations. As one rep stated: “There’s no better way to realize that I’m not alone in what I do for a living than by joining an association. Once that feeling of loneliness was done away with, I felt as if the playing field had been leveled and I didn’t have to invent ways to run my business. I found what was presenting a challenge to me today had already been conquered by someone else before me.”