Don’t judge a book by its cover, right?
The content is still relevant today!

When I was implementing process improvements on the manufacturing floor many years ago, it became clear that each worker wanted just three things: tools to do their job, information to do their job, and no hassle. Over the years, I’ve realized that this notion holds true for every working person, regardless of their title or industry.

The importance of having the right tools and information to achieve sales results is straightforward. However, friction can arise in the rep-principal relationship when each party has a different view of what tools and information are necessary. This friction, the feeling of an irritating inconvenience, is what I would label as a hassle. Many sales professionals can relate to examples such as priorities that change unpredictably, excessive data entry requests, and constant spreadsheet reporting requests.

What can reps do when these hassles reach a breaking point? If you want to maintain the relationship and not end it entirely, two methods have served me well over the years: 1) Quantify the issue, and 2) Make time-based suggestions for improvements. For instance, you might say, “Updating spreadsheets and your sales software system takes six hours away from prospecting and selling. For the next two months, can we touch base weekly on the phone to share information?” It’s also worth noting that hassles tend to increase when sales numbers are unfavorable. An obvious way for a rep to minimize these hassles is to continue doing the right sales activities that lead to orders.

In the spirit of providing Agency Sales readers with tools and information, scan the code below to get a PDF copy of Harold J. Novick’s classic book Understanding the Outsourced Sales Professional. This book remains relevant in managing the interdependent relationship between reps and principals. If you prefer, skip to Chapter 7. The QR code below takes you directly to the file, but you will need to log in to your MANA account first. This is also a good opportunity to review and update your MANA profile.

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.

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: mhogan@manaonline.org.

Jeff Witt
May 30, 1945 – March 9, 2024

I simply wish that my mentor, Jeff Witt, could witness my inaugural words as president and CEO of MANA. His recent passing weighs heavily on my heart. Jeff epitomized the quintessential manufacturers’ representative: thoughtful, diligent, knowledgeable, and ethical. Jeff set an exemplary standard as he assisted this young engineer 18 years ago.

We collaborated on several projects but then lost touch for about a decade. When I embarked on establishing my own rep firm in 2016, Jeff was the first person I called. His introduction to the Manufacturers Agents of Cincinnati (MAC), a regional group of reps formed in 1971, proved pivotal. It is undeniable that I owed my career as a rep to Jeff›s simple yet profound gesture of introduction. I first heard of MANA at this regional meeting of reps and it’s also where I met my business partner.

In 2017, John Davis, former MANA chairperson of the board, attended a MAC luncheon searching for a business partner. We discovered that my engineering and sales background aligned with his needs for selling technical motion control automation products. My tenure as a sub-rep during those years proved fruitful and enjoyable.

Serving on the MAC Board and subsequently being elected president in 2021 provided the experience I need to run an effective association. I am fascinated by the extensive histories of both MANA and MAC. While I may not have had the privilege of knowing past MANA executives like Lionel Diaz and Joe Miller, I have had the pleasure of getting acquainted with Charles Cohon over the past few years. Cohon and the team have admirably maintained MANA’s relevance and utility to its members, and I am honored to serve in this leadership role.

As I step into this new role, I carry with me the profound lessons and values instilled by my mentor, Jeff Witt. His legacy of integrity, dedication, and mentorship will continue to guide me as I endeavor to lead MANA with the same passion and commitment.

Do you have a mentorship story to share? Email me at mhogan@manaonline.org.