Issue: August 2024

886.1 Pounds of History

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image boxes

Eight hundred eighty-six point one pounds of magazine archives arrive at the new MANA storage facility.

It is both a literal and figurative heavy responsibility to be the new curator of the MANA archives. When I collected 39 boxes from my predecessor, Mr. Charles Cohon, I couldn’t help but wonder exactly how much they weighed. To my surprise, the total weight was a staggering 886.1 pounds, equivalent to the size of an adult moose!

I am determined to take the bull by the horns and make these archives as useful as possible to our members.  The plans for these archives are straightforward yet crucial: to keep them safe and sound while making their valuable contents accessible to our members.

“The more you know about the past, the better prepared you are for the future.” — Theodore Roosevelt, 26th president of the United States from 1901 to 1909.

Early Agency Sales magazines, originally named The Agent and Representative.

Early Agency Sales magazines, originally named The Agent and Representative.

The archives contain all the magazines from 1947 onward, full of insight and history. If there is a particular year you’re interested in, please let me know, and I’ll make it a priority to provide you with access to the content of those specific magazines.

Email me at: [email protected].

WomenReps 2024 — Bringing Women Manufacturers’ Representatives Together

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For most of my career, attending one of my principal’s sales meetings or other rep-focused events meant that I was the only woman in the room. Later in my career, I began The Business Women’s Circle®, a collaborative peer business networking group with only women in the room.

But if you drew Venn diagrams of those groups’ attendees, I was the only union. So, I decided to launch a meeting where the Venn diagrams would overlap 100 percent, a rep-focused event with only women in the room.

With Jerry Leth’s help, MANA’s “A League of Their Own” (ALOTO) … Read the rest

MANA Board Chairperson Named IUCAB Agent of the Year

Tommy Garnett, president and CEO of Garnett Component Sales (GCS), along with his team, has been awarded the George Hayward Commercial Agent of the Year Award by the Internationally United Commercial Agents and Brokers (IUCAB).

The award was presented during the IUCAB Annual Delegates’ meeting in Vienna, Austria, and accepted on Garnett’s behalf by Charles Cohon, CEO and president of the Manufacturers’ Agents National Association (MANA).

Garnett was nominated by MANA, one of the 20 members of the Europe-based IUCAB, which serves as an umbrella association for manufacturers’ representatives globally. The award is presented annually to an exceptional representative firm … Read the rest

Keys to Hiring Personnel

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“You can’t grow business without people.” That was a major message contained in a podcast conducted by MANA member John Beaver earlier this year.

After having said that, however, Beaver hardly left his audience in a vacuum as he explained that finding, evaluating and hiring new people is not necessarily an easy task and the road to finding the right people isn’t easily traveled. It can be filled with potholes — mistakes are going to be made along the way. “Your own people aren’t always going to do the job perfectly. As a rep you can certainly try to do … Read the rest

Dealing With the Pain of Parting Company

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In Romeo and Juliet Shakespeare may have written, “Parting is such sweet sorrow,” but in the words of one rep who terminated his nearly 30‑year relationship with a manufacturer, “parting really hurt.”

According to the rep, here’s what happened to result in that painful parting of the ways: “We repped this company for close to 30 years and finally realized we had to terminate the relationship about four years ago even though they represented about 80 percent of our income. What brought us to this decision was a combination of things including:

  • Quality went down.
  • Prices went up.
  • Lead times
… Read the rest

Going Above and Beyond

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“Going over and above the call of duty while exceeding customer expectations.”

When Marc Carver appeared in the pages of Agency Sales three years ago, he pointed to his company’s M.O. (above) as a major reason for his lengthy success as a rep.

As if there has to be some validation that no truer words were ever spoken Carver went well over the call of duty this year as he was named vendor of the year by the Alaska Commercial Company (ACC) at its trade show and conference in Anchorage.

As noted in that July 2021 article in this publication, … Read the rest

Continual Learning as a Form of Insurance

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For seven years, I taught juniors and seniors in the business college at my local university. I was occasionally amused by the things students would say in our after-class discussions especially as the spring semester waned.

“I can’t wait for graduation,” said one burned-out senior, “so I never have to study again.”

I had to smile when I heard that comment. Not wanting to burst her bubble, I said nothing, allowing her to enjoy the excitement of her approaching graduation. It wasn’t the right time to tell her that her education was actually just beginning.

In order to succeed in … Read the rest

The Value of Rep Councils From a Rep’s Perspective

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During my 40-year career, I served on a rep council for three different manufacturers. For one manufacturer I was selected chair of a four-member council. It was the first rep council that this manufacturer convened. Each rep council lasted for two days. The reps needed two days for travel, so each council required a commitment of four days.

In the commercial construction industry, few manufacturers held rep councils during my career. The three on which I served were the only ones out of a total of more than 40 manufacturers I represented over the years. Manufacturers either did not understand … Read the rest

Building Resilience in Sales Teams

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Sales is a high-pressure field characterized by frequent rejections, intense competition, and ever-changing targets.

These challenges can take a toll on even the most experienced sales professionals, making resilience not just a valuable trait but a necessary one for success. Resilience in sales teams leads to better coping strategies, sustained motivation, and improved performance over time. This article provides practical tips and techniques for building resilience among sales teams, ensuring they remain focused and motivated, regardless of the challenges they face.

Understanding Resilience in Sales

Resilience in the context of sales is the ability to bounce back from setbacks, maintain … Read the rest

The Data: What Percentage of Salespeople Are Really Coachable?

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I was recently sharing with others our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. It wasn’t personal. It wasn’t about whether we liked them as people. It was about those who did or did not make changes and improve.

When it comes to coaching salespeople, many conditions must be met.

Let’s begin with the coaching environment itself.

  • Salespeople must have a relationship with their sales manager that is strong enough to withstand constructive criticism.
  • Salespeople must trust their sales manager’s intentions.
  • Salespeople must respect their sales manager’s coaching.

If those three … Read the rest

Sell More by Saying Less:
Tips to Enhance Trust Through Stronger Listening

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Over the 30-plus years I’ve worked with teams to enhance their customer service and selling skills, I’ve observed one simple, seldom-used communication skill that builds trust. Those who apply it create stronger, higher-value relationships professionally and personally. The secret? Being seen as a strong listener. Unfortunately, there’s a catch.

Most of us think of ourselves as being good listeners, yet the way we actually communicate may unintentionally come across as dismissive or condescending. Not good. To ensure you’re drawing others in rather than putting them off, here are four ways you can enhance trust through stronger listening.

1. Rethink “Impressive”… Read the rest

Developing New Markets With Reps

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While there are no hard rules when it comes to independent reps requiring market development fees from their principals, chances are when there is no existing business in a territory that subject is going to be front and center in conversations between reps and manufacturers.

That was just one of the topics covered when several manufacturers got together on a MANAchat to discuss the subject of developing new markets with independent manufacturers’ representatives.

Ultimately, when that subject is raised during negotiations, the consensus among the manufacturers participating in the chat was:

  • It’s important to keep in mind that when there
… Read the rest

Arbitration or Litigation — Which Should You Choose?

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A common topic during negotiations for a sales representation agreement is whether the parties should agree to binding arbitration to resolve any disputes rather than litigation in court. Sometimes a principal will request that the parties choose binding arbitration contending that arbitration is less expensive. This may or may not be true as I discuss below.

Some Benefits of Arbitration

The benefits of arbitration can include the following:

  • A shorter docket. Arbitrations can often result in a resolution in 12 months compared to 24 to 30 months or more in many lawsuits.
  • The parties have more control over the process.
… Read the rest

Light Up Nashville

AIM/R 52nd Annual Conference on September 17-20, 2024, Nashville, TNAIM/R (Association of Independent Manufacturers’/Representatives, Inc.) will hold its 52nd Annual Conference on September 17-20, 2024, at the Renaissance Nashville Hotel, Nashville, Tennessee.

AIM/R will “Light Up Nashville” this fall. This year’s Conference Chair — Jon Wiggs, CPMR, CPSC, president, Wiggs-Haun & Bohan — and the Conference Committee are deeply invested in every detail from networking opportunities, critical topics for the industry, LOT/T experience, and off-site adventures, one of which is a private reception at the Country Music Hall of Fame® and Museum!

The educational program will not disappoint. Here’s the line-up:

  • Opening Keynote on Negotiation with Chris Voss, The
… Read the rest