This is the third of three installments of a Small Business Guide to help manufacturers and sales representatives understand each other better, so that their relationship is not adversarial — as it is in many instances. Parts one and two appeared in the July and August issues respectively of Agency Sales magazine. Both parties — principals and reps — need each other and a mutual understanding should create a positive partnership that will yield more profits for each, while extending the duration of their relationship.

A link to this complete e-book may be found on MANA’s website: www.manaonline.org.

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This is the second of three installments of a Small Business Guide to help manufacturers and sales representatives understand each other better, so that their relationship is not adversarial — as it is in many instances. Part one appeared in the July issue of Agency Sales magazine. Both parties need each other and a mutual understanding should create a positive partnership that will yield more profits for each, while extending the duration of their relationship.

Part three will appear in the September issues of Agency Sales magazine. A link to this complete e-book may be found on MANA’s website: MANAonline.org.… Read the rest

This is the first of three installments of a Small Business Guide to help manufacturers and sales representatives understand each other better, so that their relationship is not adversarial, as it is in many instances. Both parties need each other, and a mutual understanding should create a positive partnership that will yield more profits for each, while extending the duration of their relationship.

Parts II and III will appear in the August and September issues of Agency Sales magazine. A link to this complete e-book may be found on MANA’s website: MANAonline.org.

A manufacturers’ representative, also known as a sales … Read the rest