To those of you reading this, I will begin with a brief apology: I’m sorry, but I have purposely chosen an already-covered topic. Despite its being six months later, I could not let Charley Cohon’s retirement go by without some kind of acknowledgment. In addition to all that he did for MANA (see VP/GM Jerry Leth’s June 2024 article for a start), I find myself compelled to share a more individual perspective. I can’t even begin to guess where my rep firm (MARN, Inc.) or I would be had I never known him; his influence was profound both professionally and personally.
MARN commemorated its 10th anniversary this September, and I found it impossible to celebrate the milestone without thinking about Charley. MARN would not be the rep firm it is today if there were no Charley, largely because he was an enormous influence on my decision to join MANA. When I was considering starting a rep firm, I found myself on the MANA website (to which, as Jerry shared earlier this year, Charley made some technological advances during his time with MANA). But what I received was both simpler and more profound: a personal email and an invitation to talk with Charley himself.
From the beginning, he gave me a positive feeling about MANA — which led to my joining, my CPMR certification, MARN’s growth, and my position on the board. During that first phone call and for the following nine years, Charley was a source of encouragement, strength and guidance. He praised what we did well, suggested areas we could improve upon and pointed us in the direction(s) needed to achieve our goals. He was a sounding board, a mentor and a friend.
MANA became our reliable source for learning, as well as the best place to connect with manufacturers, relevant professionals and fellow reps. MARN’s market development fees (and understanding of their importance), rep/supplier agreements and marketing efforts were all either implemented or improved through our affiliation with MANA. Certainly, there will always be things that must be learned through experience, but having a place to go for guidance specific to the needs and struggles of the manufacturers’ rep continues to be invaluable.
While some of the players have changed, MANA remains a platform dedicated to connecting, supporting and educating reps and manufacturers. If I were asked to share a single thing that I think all manufacturers’ reps should do, it would be to join — MANA was critical in building my knowledge and confidence. It’s hard to reconcile the inexperienced rep I once was with who I am today!
When I think of Charley, I am reminded of a ripple effect. Everything I have learned from him has gently moved outward in wider and wider circles with each passing day. From Charley to MANA, from MANA to me, from me to MARN — trickling through to our customers, suppliers and the additional people we have been able to employ due to our continued success (fostered by MANA and Charley, of course). Now it’s MANA’s new president and CEO, Mark Hogan, who stands ready to guide existing members and encourage the next generation just as Charley once did for me.
There is no way to know how far Charley’s influence will reach; I’m just one of many whose life and business are better for having worked with him. If there’s anything to be learned here, it’s how wide an impact the seemingly small things we do can have. I am infinitely thankful to have worked with Charley and even more grateful to know that his ripple effect will continue — through everyone whose life and career he impacted.
