All the mission and vision statements in the world do a great job of profiling an association’s purpose and direction. But, perhaps there’s nothing better than anecdotal evidence that truly proves the worth of an association — and that certainly appears to be the case with The Association of Independent Manufacturers’/Representatives, Inc. (AIM/R). AIM/R is the trade association of independent sales representatives in the plumbing, HVAC/R, kitchen/bath, waterworks, irrigation and related industries. AIM/R members are the top agencies in the industry and current membership numbers 197 agencies and 54 manufacturers.

Consider for a moment Brian Burke’s real-world experience that illustrates why the association is so valuable.

According to Burke, CPMR, Burke Agency, Walled Lake, Michigan, “Several months ago a good friend of mine, who’s also a rep, gave me a call. His business partner had died unexpectedly and he needed a good lawyer. The partner had died at a time when the agency had no succession plan and no life insurance for the partner.

“I couldn’t help but think that if he had been a member of AIM/R, all of those needs would have been met immediately,” continues Burke, the association’s Senior Vice President for this’ year’s conference. “We’re constantly learning through our association programs and networking opportunities how important a succession plan is to a rep; why ‘key-man’ insurance is critical; and, how it’s mandatory to have rep-savvy legal counsel available.”

If Burke’s in-the-trenches endorsement for the 40-year-old association isn’t sufficient, consider the aforementioned vision and mission statements.

Vision

The Association of Independent Manufacturers’/Representatives, Inc. (AIM/R) will enter the 21st century:

• In a respected and meaningful leadership position in the plumbing, HVAC/R, kitchen/bath, waterworks, irrigation and related industries.
• As an important resource to our members in the managing of their businesses.
• With a membership level that includes a significant percentage of all rep firms in our core and related industries.

Mission

The Association of Independent Manufacturers’/Representatives, Inc. (AIM/R) is the national trade association that benefits independent sales representatives in the plumbing, HVAC/R, kitchen/bath, waterworks, irrigation and related industries by promoting the proper utilization of the rep function. AIM/R provides its members with a competitive advantage through education, information exchange, networking and a wide array of quality member services.

Adding to what Burke has already said, Alan Guidish, CPMR, maintains, “Our association is where reps in our industry go to succeed.”

Guidish, Preferred Sales, Inc., Hermitage, Pennsylvania, is AIM/R’s President-Elect, and takes over as President following the Annual Conference (September 19–22), in Boston. “We’ve been members for more than 25 years,” he says, “and over that period of time, we’ve done all we could to take advantage of their products, services and programs.”

Among the most beneficial offerings of AIM/R, he continues, are these:

•   “Our biggest event is probably the Annual Conference. If people don’t take advantage of the training, educational and networking opportunities there, they really miss out.”

Burke seconds that view when he says, “There’s never been a time when I haven’t returned home from the Annual Conference with one or two ideas that really benefit our operation.” Testifying to his agency’s lengthy membership in AIM/R, he adds that “Looking back several years, I can recall first hearing about other members using fax machines and then getting one for myself. Then, there’s all the information I’ve picked up on computers, software and a variety of personnel matters.”

•   Through AIM/R’s relationship with MANA, the association is able to take advantage of a number of benefits including monthly teleconference calls and Agency Sales magazine.

•   Networking opportunities — “This is a benefit you can’t put a price on,” according to Guidish. “Here’s just one good example: We constantly make use of TeleNotes — a sales productivity system designed to provide field sales reps more time face-to-face with customers and prospects. That’s something we learned about through speaking with other AIM/R members.”

•   Legal assistance — “Here’s something that not everyone knows about,” explains Guidish. “Membership in AIM/R allows a member a free one-hour session with our association’s legal counsel. It also puts them in touch with attorneys that know the rep business.”

•   Other benefits the two association officers point to are AIM/R’s website (www.aimr.net), directory, blast e-mails keeping the membership alert on various legislative and educational issues, and its Manufacturer Advisory Council meetings where six or seven manufacturers communicate in depth with AIM/R officers. According to Burke, “This is an opportunity for us (reps) to do a lot of listening in order to learn what manufacturers are thinking.”

If all that isn’t enough, here’s what AIM/R’s former Chairman, Mike Parham, Pepco Sales Co., Irving, Texas, thinks about his AIM/R membership: “Pure and simple, it’s change or die! AIM/R allows you to get up-to-date information on best practices, such as technology, marketing, sales training, hiring practices, compensation, succession planning and more. In addition the networking is priceless.”

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AIM/R’s 40th Annual Conference

The 40th Anniversary AIM/R Conference is scheduled for September 19–22 at the Hyatt Regency Boston.

As in past years, the conference focus will remain fixed on rep education and networking opportunities. Among conference highlights are:

Keynote Address, September 20

Sought-after presenter Dr. Jeffrey Dietrich is a senior analyst for the Institute for Trend Research. With more than 30 years of public speaking experience before large and small groups, Dietrich demystifies economics, bringing an often-confusing maze of economic information into sharper focus and resulting in practical business application. He has a Masters Degree in Theology and wrote his doctoral dissertation on leadership development and team building and also served as a human resource trainer and consultant.

Babson College MBA speakers will conduct Friday, September 21, Sessions

• The Rep Entrepreneur

Heidi Neck is the Jeffry A. Timmons Professor of Entrepreneurial Studies at Babson College. As faculty director of the Babson Symposium for Entrepreneurship Educators (SEE), she works to improve the pedagogy of entrepreneurship education because new venture creation is the engine of society. In addition to entrepreneurship education Professor Neck’s research interests include social entrepreneurship, corporate entrepreneurship, and creativity.

• Marketing and Social Media Trends

Paul Gillin is a veteran technology journalist with more than 25 years of editorial experience. Since 2005, he has advised marketers and business executives on strategies to optimize their use of social media and online channels to reach buyers cost-effectively. He is a popular speaker who is known for his ability to simplify complex concepts using plain talk, anecdotes and humor. He was previously founding editor-in-chief of TechTarget, one of the most successful new media entities of the early Internet. Prior to that, he was editor-in-chief and executive editor of the technology weekly Computerworld for 15 years.

Babson’s MBA program has been ranked number one in the country for entrepreneurship for 18 consecutive years by U.S. News & World Report, as well as by the Princeton Review, and Financial Times.

Networking at AIM/R — The Rep Café

In addition to the aforementioned presentations, networking will continue to be a centerpiece of the AIM/R Conference. Reps come to AIM/R excited to see old friends, but also to create new connections with peers throughout North America. AIM/R’s new Rep Café is just the program to make this happen. The association’s first-ever Rep Café was held in 2011. At this two-hour structured networking session, members will meet with a small geographically dispersed group of their peers. The 2012 AIM/R Conference will also feature the popular “Rep Dine Around,” another key networking opportunity. And the Friday night “Dine Around” will include the option of attending the Red Sox vs. Baltimore Orioles game at historic Fenway Park!

For additional information on AIM/R’s Annual Conference, check the association’s website (aimr.net).