It doesn’t take a great deal of digging to learn what MANA members value most in terms of the products and services that the association provides. Whether it’s the nascent rep firm looking for product lines or the well-established agency that has long profited from its membership, there always appears to be something for everyone.

Perhaps, Bob Heltman, founder/CEO of Leading Edge Products & Services, Inc., Hendersonville, North Carolina, says it best when he explains “Membership in MANA is a little bit like being associated with a reputable corporation. It provides the rep with the level of credibility that he needs in the field.”

That’s a great summation, but in speaking with other MANA members it’s easy to learn that there’s a lot more that the association brings to the table.

“For me it’s the services that MANA provides its members that are so valuable,” according to Adam Cooler, J.W. Cooler Co., Inc., Austell, Georgia. A member for more than 25 years, Cooler maintains that “Virtually any information a rep needs is available from the association.”

Cooler looks back to his undergraduate days on the way to earning a marketing degree and points out that “Throughout all the courses I completed, I’d say all they devoted to who and what was a manufacturers’ rep was about three paragraphs. We all know there’s much more to it than that and that’s where MANA comes in. The sheer volume of information that the association provides is tremendous. Whether it’s learning how to deal with principals, looking for sample contracts, or legal information, MANA has everything. Then there’s Agency Sales magazine. I’ve got two copies on my desk right now that I constantly refer to. The information the association puts in there is phenomenal.”

There’s more to it than just information, however. Cooler is also a member of PTRA and he notes that both associations provide valuable services. “MANA covers so many industries while PTRA is industry specific. What they both do is to provide the opportunity to learn from others. What you’ve got to remember is that there probably aren’t many original ideas out there. But the benefit of these organizations is that someone has learned how to do something better. By meeting with and networking, we can all learn from each other.”

The Answer Place

Debbie Weinacht, Weinacht Associates, Collinsville, Illinois, maintains, “MANA is the one place we can go when we need help whether it’s with an HR question or problem, business forms we’re looking for, or sample contracts. There’s so much information available that it provides us with a built-in comfort level.”

She adds that there have been many times when “We’ve done something unique as an agency and contacted Agency Sales for an article. The article and the publicity it generated have been of great help to us. We value MANA greatly.”

Weinacht Associates has been a MANA member for half a century.

With 36+ years of membership under its belt, Tulimieri Assocs., Inc., Glastonbury, Connecticut, points to networking opportunities as a major reason it treasures its MANA membership. “Just considering recent business experiences, I’d say my number-one reason for continued membership has been the ability to get to know and speak with other reps,” says Dennis Tulimieri Jr. “The association is made up of people with similar businesses. As a result, it’s very convenient to share best practices and be able to benchmark your own efforts. One thing we’ve learned is that there’s always a better way to skin a cat. There are so many very bright reps out there who’ve learned unique ways to conduct business. As a result, there’s no need for us to always be reinventing the wheel.”

Finding Lines

Returning to Leading Edge’s Bob Heltman, he quickly points to a couple of major reasons for his more than 23-year membership in MANA. “I deal mostly with finished products. Admittedly I’m not a rep who travels all the time or deals with engineered applications in the field. And, occasionally MANA can point me in the direction of a new principal. For instance, just last week the association put me in touch with an inventor who had a product I was interested in.

“Then there’s the legal side of the business. If I have a legal problem, MANA provides me with resources that can guide me through a problem.”

“My father in law joined MANA about 50 years ago when he incorporated,” explains Keith Vidourek, Weber Assocs., Inc., Seven Mile, Ohio. “He joined the association primarily because at some point he felt he was gong to need some legal assistance and MANA was the best way to get that qualified counsel. In addition to the legal side of things, he also made use of the various publications MANA offered not to mention Agency Sales Magazine. We always found that that quality type of information was only available through an organization like MANA.”

Staying on the subject of legal matters for a moment, Vidourek recalls an instance in the past when MANA membership came in handy. “While I can’t say I’ve had any major legal issues to solve, I do remember one time when I was working with a manufacturer that decided they weren’t going to work with reps any more. At the time they made that decision, they owed us a substantial amount in commissions. They were located in another state from us. Going through MANA I checked various state laws to learn what my options were. I learned that there was a law on the books in their state that stipulated if a rep was terminated with commissions still owed them, those commissions needed to be paid by the manufacturer within a period of three months. Failure to do so would require them to pay triple the amount in commissions. I got a copy of that law, and even before they had a chance to terminate us, I mentioned the provisions of the law to them. Wouldn’t you know it—they made payment to us very promptly.”

He also notes that in addition to the legal concerns any rep might have, “The articles in Agency Sales have been very helpful. And, looking to the future, I can see down the line to the point when I might want to transition out of the agency. MANA has a great deal of useful information on that. I’ve already made sure I have copies of the appropriate publications.”

He concludes by noting, “It’s not that you need the assistance of the association on a monthly basis. It’s really a lot like having an insurance policy—it’s there for you when you need it.”

Reps are not Alone

Bob Black explains that “Our membership in MANA has allowed us to realize there is an entire world of sales professionals experiencing the exact same issues we face daily.” Black, The Identity Group Inc., Colleyville, Texas, a rep for more than 30 years and a MANA member since 2010, continues that “We often become narrow-sighted and focus only on our industry and the issues that pertain to us. MANA has enabled us to take a broader look at our profession as a whole and adapt ideas from other industries to enhance our efforts. Agency Sales has been a great source for expanding our vision.

“Another avenue in which MANA has assisted our business is the opportunity to seek legal advice from people that understand our specific issues. Attorney Daniel Beederman, Schoenberg Finkel Newman & Rosenberg, LLC, Chicago, Illinois, was introduced to us and we have found his counsel extremely beneficial in dealing with contracts and collection of commissions. This alone has been worth the membership.

“In general, I believe MANA expands on the professionalism of sales as an occupation. Prior to joining MANA we relied on industry specific applications and processes — we now take a much wider view of sales as a whole and adapt the best practices from any industry.”

And, That’s Not All

For additional information and details concerning all of MANA’s products and services, members (both reps and manufacturers) should:

• Become a regular visitor to MANA’s website (www.MANAonline.org). Once there, visitors will find up-to-date listings of MANA activities and complete information on all of the association’s product/service offerings.
• Become familiar with the member area of the MANA website, welcoming e-mail with username and password is sent to new members.
• Finally, call MANA headquarters (877) 626-2776, to have questions answered and problems solved.

Where the Value Is

Testimonials are always useful when it comes to proving the worth of a product or service, but what specifically is it that these and other members find especially beneficial? Based on these and other conversations with members, high on the list of what works best for them are:

■ Matchmaking

This function remains a key service the association provides for its members. Whether it’s reps seeking principals, or principals searching for representation, the Online Directory serves as a key tool in achieving professional matches. In addition, the classified pages of Agency Sales remain a valuable resource to achieve the same goal.

■ Education

A full inventory or articles and publications that guide reps in their profession is complemented by the articles that appear monthly in the pages of Agency Sales. A search for publications and articles is easily completed via a visit to the association’s website (www.manaonline.org).

■ Counseling

One of the first things that MANA members learn is that a phone call to association headquarters immediately puts them in touch with a “real, live person.” More importantly, chances are that person has years of experience as a rep and can personally guide the caller through any number of business concerns and problems. In addition to assistance with those business problems, a number of rep-savvy attorneys have made their services available to the membership.

■ Advocating for the Rep Way to Go to Market

Underlying all of the association’s activities, whether through the pages of Agency Sales, contacts with manufacturers or involvement in governmental activities, MANA continues to promote the rep as the most efficient means for manufacturers to take their products to market.

■ Governmental Affairs

MANA continues to keep a watch on federal and state statutes to ensure that the interests of reps are addressed. MANA’s past involvement in matters pertaining to commission protection legislation in states such as Arizona, Connecticut, New Jersey, North Carolina and Utah, are well documented. In addition, the association continues its membership in the Small Business Legislative Council (SBLC) which keeps watch on various important national legislative matters that impact the rep profession.

■ Networking

Networking opportunities for independent manufacturers representatives probably occur more often with membership in industry specific associations such as AIM/R and PTRA. However, attendees at MANA seminars, both manufacturers and reps, find opportunities to meet and exchange and learn from best practices. And, as detailed in an article in the March issue of Agency Sales, the association’s mentoring program also puts reps together in an informal environment that allows them to stay in touch and continue to learn from each other.