“If I could do anything over, I’d join MANA sooner than I did.” That’s a common refrain when speaking with several long-standing association members. The reason they speak that way is that once enrolled as members of the association, they have available at their fingertips any number of products and services that point their agencies in the direction of professionalism.

Speaking to that point, Charles Cohon, MANA’s president and CEO noted, “If there’s anything I would emphasize to MANA’s members, it would be to take it upon themselves to learn all about what the association offers and take advantage of everything — it’s just there for the taking.”

And elsewhere in this issue of Agency Sales, Jerry Leth, MANA’s vice president and general manager stresses the point that “The purpose of MANA is to assist in creating lasting relationships between independent manufacturers’ reps and their principals.”

In order to achieve that goal, it’s worth considering just a few of the services MANA provides its membership.

RepFinder^® Smartphone App

A year ago the membership was alerted to MANA’s RepFinder^® smartphone app which allows manufacturers to search for reps, view each candidate’s MANA member profile, and contact the most desirable candidates directly from the app.

Building on that successful launch, Cohon explains that manufacturers now have the advantage of a “new and improved” 2.0 version of RepFinder^®. “The new version features improved functionality, making it easier for manufacturers to use the app. For instance, if a manufacturer’s search results in as many as 50 prospective reps, the manufacturer can view all of those agency profiles at once.

“In addition, MANA rep members can now see how attractive their member profiles will be to potential principals. When reps view their MANA-member profiles they will see a score from 0 to 100 that tells them how manufacturers will probably rank their profiles, as well as instructions on how to improve their score.

“A number of manufacturers are already making use of the app,” he continued, “A measure of the success of this venture can be seen in the number of compliments we’ve already received from manufacturers who have let us know how valuable it is to them.”

Counseling

“One of the more noticeable changes we’ve experienced this year is the volume of phone calls to MANA headquarters,” says Cohon. “And, generally calls from reps involve a question or problem facing them, and manufacturers are usually looking for guidance on the most effective ways to work with reps. And people are often surprised that we all answer our own phones, and that we usually return calls within an hour if we are away from our desks.

“It’s always been a hallmark of MANA’s service to its membership that experienced personnel are there — in person — to swiftly answer their questions and provide guidance.”

MANAchats

This year, for the first time, MANA conducted a series of online chats spread out over the course of a week, where manufacturers and reps could participate in a freewheeling discussion on a number of pertinent subjects. The chats were scheduled at convenient times over a five-day period allowing participants to fit them into their schedules. For instance, earlier this year the association conducted chats devoted to the subjects of effectively communicating with principals during the new abnormal (i.e., COVID-19), how to keep good lines, and steps manufacturers can take in order to become their reps’ “emotional favorites.” Members will be notified on a number of additional chats that will be scheduled for 2021.

MANAcasts

Another service initiated this year by MANA and one that will be conducted in the future is a MANAcast. These are interviews (as opposed to discussions) with people knowledgeable about topics, tailored to a subject of immediate interest to MANA members and associates. As an example of what members can expect, the first such “cast,” moderated by Charles Cohon, MANA’s president and CEO, tackled the subject of “Communicating With Customers in a COVID-19 World.” Assisting Cohon in that effort were MANA Chairperson of the Board John Davis, Paul Davis Automation, Inc., and Board member Charlie Ingram, Eriez Magnetics.

Additional MANAcasts this year covered tips for reps on the subject of hiring sub-reps, marketing your company as a high-quality principal, and valuation of and sale of a manufacturers’ representative business.

Members will be notified concerning additional future casts.

Agency Sales magazine

The association’s publication remains one of its most visible services. On a monthly basis, the printed magazine — complemented by its online presence — covers profiles of association members and subjects of interest to independent manufacturers’ representatives and their principals.

Networking with Rep Sister Associations

MANA knows that it’s not alone. A constant practice of MANA is to maintain contact with other industry-specific rep associations. It’s from years of experience that MANA and its leadership have learned the benefits of communicating with others. Whether it’s AIM/R, ERA, HDMRC, HIRA, ISA, NEMRA, NMRA, PTRA, or any of the other rep associations, MANA has learned the benefits of meeting with them and sharing solutions to mutual problems.

Social Media Presence

Individuals and companies have willingly embraced the benefits of social media. So too has MANA. YouTube alone features a variety of quickly viewed videos covering everything from starting an agency to the benefits of outsourcing the sales function. But YouTube isn’t the only social media source for valuable communications. LinkedIn’s MANA discussion group is devoted to timely subjects that members face on a regular basis.

Legal Counseling

Agency Sales regularly has profiled MANA members detailing their questions, problems and challenges. More times than not, one of the major services agency owners note as being critical to their success is the legal counseling offered by the “rep-savvy” MANA-member attorneys. Not only does the association provide a list of these attorneys, but it also offers the membership 30 minutes of complimentary legal counsel each year. The purpose of these short consultations is to enable members to receive a quick answer to a general legal question. It is not intended for detailed legal advice or service, such as a contract review or even a contract clause review.

Agreement Guidelines

Certainly related to the importance of legal counseling, there’s a need for sound, legally binding written agreements between reps and their principals. That’s why MANA’s agreement guidelines are so valuable to the membership. As one member maintained: “It’s critical to carefully study any contract before deciding to represent a principal.”

State Commission Acts

A visit to the MANA website allows members to access the states that currently have commission protection laws on the books.

Special Interest Groups

The last couple of years have seen the creation of a special interest group, the “A League of Their Own” for women manufacturers’ representatives. The rationale for the creation of this special interest group evolved when women members communicated to the association that there are aspects of their relationship with MANA where they needed more in terms of what they’re facing in their specific industry.

The Wisdom Council

A group of experienced members available to help mentor both manufacturers’ representative and manufacturer members.

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Additional Products and Services

Space dictates that the entirety of MANA’s products and services can’t be included in this issue of Agency Sales, however, a visit to MANA’s website (www.MANAonline.org) provides detailed information on the association’s full offering for members, including these:

• Member Toolbox
• Professional Development Opportunities
• Premium Online Ads
• MANA’s LinkedIn Discussion Page
• Special Reports
• Discounted Products and Services

MANA welcomes your comments on this article. Write to us at [email protected].