The Manufacturers’ Agents National Association (MANA) celebrates its 75th or “Diamond” anniversary in 2022. And, while marking that milestone, the oft-repeated phrase, “The more things change, the more they remain the same,” comes to mind.

It was just five years ago that Charles Cohon, CPMR, the association’s CEO and president, noted that while “digging through” the first few issues of The Agent and Representative (the predecessor to Agency Sales magazine) it was notable that while MANA has undergone major change over the years, it was remarkable “how much it has remained the same.”

As he considered some of the changes … Read the rest

MANA member attorney Scott M. Sanders identified three key areas to consider as he covered situations related to principal agreement terminations during a MANAcast:

• Key contract terms and the ability for reps to collect unpaid commissions.
• Potential ways around 30-day termination.
• A discussion of state laws favoring reps when they make a claim for unpaid commissions.

At the outset of his presentation, which was followed by a question-and-answer session, Sanders maintained that independent manufacturers’ representatives were what he considered “road warriors.” As such, “They often take a long time to build up a book of business with a particular principal. … Read the rest

Stuff happens! There is no avoiding occasional negatives for your rep firm.

One of the most troubling negatives is losing a good person for any reason. It is critical that rep firm management recognize that communication with manufacturers about personnel changes is absolutely critical and urgent.

Your manufacturers (I like to call them principals) have every right to know everything about your team — their sales force — as soon as something develops.

A Great Letter

I recently received this letter from a rep client:

“I regretfully announce that Charlie Smith [fictional name] will be leaving The Smith Group this … Read the rest

Recruiting good hires to any organization has been a persistent challenge for years. Furthermore, in what has seemingly been dubbed “the great resignation,” 2022 continues to be particularly difficult for leaders to recruit and retain staff. But there is a workaround, and it starts with hiring the best person, not the best resume for a job. In this article, I’m going to break down how we can turn this challenge into a major competitive advantage.

A (Scary) New Dawn

These days it is not an unfamiliar sight to see businesses with newly chained doors or experience poor customer service due … Read the rest

Following up with prospects is crucial to closing.

There are plenty of things that prospects like to hear, and can help make your follow-up more effective.

I think we both know the almost impossibility of making a sale on the very first contact. Without compelling follow-up, there can be no sales — and I’ve got seven ways your follow-up could improve.

1. Replay What They Say

This is the easiest one. You may have had one conversation with them, and they shared with you one piece of information. So, in your next email to them, you play it back. You … Read the rest

Without closing nothing happens, products aren’t manufactured, trucks don’t move, people don’t work, and money doesn’t change hands. If there is no closing, there will be no business. So, arguably closing is the most important part of the sale; however, if you have a great presentation and you give it to a prospect who is not qualified, the best closing skills in the universe won’t bail you out. In this article I’m going to assume you’ve done everything else right, in other words, you have a properly qualified prospect, you have a good presentation, you’ve sufficiently matched your solution with … Read the rest

I have two rules for companies that want to provide exceptional service.

• Rule 1: Serve the customer.
• Rule 2: When in doubt, see rule number 1.

Being relentless means providing exceptional service to your customers. It’s a propulsive, self-directed passion to continue to learn, improve, and exceed expectations in everything you do. It’s a race without a finish line. It’s a reflection of the core principles, beliefs, and attitudes of people within healthy and hugely successful businesses.

I’ll cite three companies that are reaping the benefits of being relentless in serving their customers. Those businesses should serve as role models … Read the rest

Who on earth would want to become a victim of burnout? I know, it sounds silly. But many of us do it because of one of three somewhat twisted beliefs. Stay with me here and I’ll explain.

Reason #1

We have a desire for success. Shouldn’t everyone have a desire for success? Of course, but not to the point that we sacrifice our physical and emotional health. When we develop a passion for what we’re doing, it is easy to become all-consumed. We think about it all the time. We spend all our extra time honing our understanding and skills. … Read the rest

There has been much talk in the news about forecasts — and while most forecasts have been wrong, they are still more accurate than fortune cookies!

Thanks to satellites, computer modeling and doppler radar, weather forecasts are more reliable than ever before. Yet despite those advances, they are still guessing — educated guesses to be sure — but guessing about what will happen, when it will happen, and where it will happen. I live in central Massachusetts and between late November and early April, most winter storms track up the east coast and when a storm tracks a few miles … Read the rest