Transforming the Rep Industry — Part 2

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Celebrating MANA’s 75th anniversary last year led me to reflect on how MANA has transformed how reps and principals work together.

Last month part one of this series started to look at ways MANA has changed the rep industry just since I became MANA’s CEO and president in 2011. Part two of the series looks at more ways MANA has changed the rep industry since 2011.

Strategic Partnerships

Our strategic partnerships mean that all rep members of these associations are also MANA members:

Association of Independent Manufacturers’ Representatives
Canadian Electrical Manufacturers’ Representatives Association
Industrial Supply Association
Health Industry Representatives Association
Heavy Duty Manufacturers’ Representatives’ Council
International Housewares Association
Power-motion Technology Representatives Association
National Marine Representatives Association

Extended Post-Termination Commission

MANA’s educational activities have noticeably moved the needle on “standard” 30-day termination clauses by:

Helping reps learn to articulate why 30-day termination clauses often are unfair.
Helping reps learn to negotiate extended post-termination commission and life-of-part, life-of-program clauses.
Helping manufacturers understand that 30-day termination clauses are no longer automatically part of rep agreements.

Line Card Profitability Analysis

A decade ago, most reps I spoke to felt that “any income is good income.” Educational programs from MANA and MRERF have helped line card profitability analysis gain credence, so reps can identify and exit relationships that cost more to service than the income they generate.

International Connections

In 2011 MANA only had visibility to rep practices in the U.S. and Canada. Through the Internationally United Commercial Agents and Brokers (IUCAB), MANA is connected with its rep association counterparts in 17 European countries, Peru, and the Republic of Congo.

Thank you to current and past MANA Boards of Directors for the support and insight that helped MANA transform rep-principal relationships and set the stage for continued transformation of our industry.