Remember When Al Gore Invented the Internet?

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From Agency Sales, July 2005.
The same year that Al Gore won the Webby Lifetime Achievement Award.

I’m glad he did, because I’ve been building websites ever since! MANA is re‑launching our website on January 1st 2025. It’s not just a website, but a re‑invigorated platform in which MANA fulfills its mission to its members.

Benefits of the Updated Website

  • Members will get more qualified opportunities.
  • New manufacturer members will be coached on how to work with reps before they join.
  • All new members will be properly onboarded before joining.
  • Reps will be able to find other rep partners with the new SubRepFinder®.
  • Learning resources will be reformatted and reorganized.
  • Member profiles will truly reflect the business goals that are pursued.
  • Easier access to all of the new MANA benefits and programs.
  • Retired members will have honorary access to stay engaged with MANA.
  • The site will attract new members to the rep profession.

Operational Updates

  • An onboarding fee will be charged for all new members that seek to join MANA. Existing MANA members are grandfathered-in.
  • Starting in 2025, if any membership lapses more than six months, the member will be considered a new member and the onboarding fee applies even if they were previously grandfathered-in.
  • Dues payments will be made by credit card or bank ACH only, with a discount for auto-pay.
  • The monthly membership dues program will end. All dues will be paid on an annual basis. A scholarship program will be implemented to help out new rep firms.
  • MANA is amicably parting ways with eight sister associations whose members receive access to MANA resources. We welcome the affected reps and agencies to re-join as a full-time member.

What are the next steps? You will get the most value out of your membership by interacting with the association: Log in to update your profile, use the learning resources provided, take advantage of new programs, and provide feedback. On that last point, let’s have a conversation at MANAfest 2025. You read it here first. The large gathering of MANA members, known as MANAfest, is returning! Registration opens on the new and improved www.MANAonline.org on January 1, 2025.

MANA and Mentorship — The Ripple Effect

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To those of you reading this, I will begin with a brief apology: I’m sorry, but I have purposely chosen an already-covered topic. Despite its being six months later, I could not let Charley Cohon’s retirement go by without some kind of acknowledgment. In addition to all that he did for MANA (see VP/GM Jerry Leth’s June 2024 article for a start), I find myself compelled to share a more individual perspective. I can’t even begin to guess where my rep firm (MARN, Inc.) or I would be had I never known him; his influence was … Read the rest

Listening to the Needs of Reps

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One manufacturer learned about the pitfalls of offering the same marketing/promotion programs to all of its reps. “Thankfully, we’ve always been pretty good about listening to what our reps tell us. We began to get an earful from several of them when they complained about how we were rolling out some marketing plans. While we had done a great deal of preparation for the program, to be perfectly honest, we didn’t do what we should have in terms of getting their advice.

“As a result, we shouldn’t have been overly surprised when we didn’t get the … Read the rest

The Corporate Transparency Act and the Responsibility of Business Owners

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By now, sales representatives operating through their business entities have heard of the Corporate Transparency Act and its compliance requirements. For many business owners, the deadlines for submitting the required reports under the Act are fast approaching. So, what is the Corporate Transparency Act and how does it impact the sales representatives operating through their own corporations, limited liability companies and other similar business organizations? This article will examine the Corporate Transparency Act and its compliance requirements and timelines.

The Corporate Transparency Act

The Corporate Transparency Act (“CTA”), effective as of January 1, 2024, provides law enforcement … Read the rest

Maximize Your Membership

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Starting this month, members in the USA can start taking advantage of a suite of new benefits. Nearly 500 members submitted the survey in October, which allowed MANA to secure the best discounts on business insurance, national vendor programs, and more. Did you miss the webinars or are you uncertain how to start? Simply send an email to [email protected] and our benefits coordinator will guide you through the process.

There is more big news to share. MANA is in the process of redeveloping our entire technology platform to better service our members. Your membership will soon become even more valuable because we are implementing a new website with enhanced functionality. It will be fully operational by the end of January and members will see dramatic improvements such as:

  • Search results that are accurate and actionable.
  • Accurate email outreach that provides truly relevant opportunities.
  • Organized educational resources that are easier to access and read.

The new system will use a Member Compass™ that gives members the tools to build an accurate profile to achieve their goals. An obvious goal of a rep is to find great lines. An obvious goal for manufacturers is to find great reps. The new system will create better matches because members can properly input information that describes who they are and what they want to achieve.

MANA will schedule webinars to inform you about the next steps to take. Please watch for future email communications to learn more about these exciting new developments.

MANA List of Rep-Savvy Attorneys — Free Consultation

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One of your benefits as a MANA member is access to a list of attorneys who have been recommended to MANA as being experienced and knowledgeable about the manufacturers’ representative business and laws that govern rep-principal relationships. Go to one of them when you need help with finalizing an agreement with a manufacturer.

They also provide an annual free half-hour consultation.

The purpose of this short consultation is to enable you to get a quick answer to a general legal question. It is not intended for you to get detailed legal advice or services such as … Read the rest

Manufacturers Should Seek These Qualities

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Admittedly the list of qualities that follows was developed by a distributor. But the manufacturer that passed them along to us maintains these are exactly the attributes he looks for in existing and prospective reps. As a matter of fact, he believes in them so much that he’s got them posted on the wall of his office to serve as a constant reminder of what he — and other manufacturers — seek in a marketing partner. Read what follows:

  • Possess and exhibit a passionate commitment to the marketplace and to growing the business. — “The rep
Read the rest

Just How Exclusive Is That Exclusive Agreement?

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To prepare this article, I conducted an unscientific poll asking a smattering of sales representatives this question: What is the difference between an exclusive and a non-exclusive sales representative agreement? Each answered that in an exclusive sales representative agreement, the contract defines a territory, and the sales rep expects to receive commissions on all sales in that territory. In a non-exclusive contract, the manufacturer or principal may be allowed to sell direct in the territory, or even to appoint other sales professionals, and the sales representative is not paid commissions on every sale in the territory.… Read the rest

AIMR Welcomes a New Member Into Hall of Fame

Andrew Windsor, senior vice president of sales with Watts Water Technologies, was honored with the 2024 AIMR Golden Eagle Award today during the association’s 52nd Annual Conference in Nashville, Tennessee.

Chuck Michel’s Hall of Fame honor was accepted by Michel Family members (left to right) Danny Michel, Matt Michel, CPMR, and Rick Michel, CPMR, with Michel Sales Agency. The honor was presented by Brenda Cashdollar, CPMR with Synergy Sales NW.

One of the founding members of AIM/R, Chuck Michel had a career spanning four decades in the manufacturers’ representative business. He began working at MSA in 1945 after returning from … Read the rest

Watts Water Technologies’ Andrew Windsor Honored With AIMR’s 2024 Golden Eagle Award

Andrew Windsor, WATTS Water Technologies, accepts the award from Brenda Cashdollar, CPMR, Synergy Sales NW.

Andrew Windsor, senior vice president of sales with Watts Water Technologies, was honored with the 2024 AIMR Golden Eagle Award today during the association’s 52nd Annual Conference in Nashville, Tennessee.

Each year, AIM/R membership nominates individuals from manufacturing for the Golden Eagle Award. These individuals are often executives who embody all the core values of supporting and taking their products to market through independent manufacturers’ representatives.

“We had another year of amazing candidates from which to select for Golden Eagle,” said AIM/R Board Member and … Read the rest

Boosting Membership Value

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October marks the founding of MANA, a milestone we celebrate by enhancing the benefits and content available to our members.

Beginning this month, Agency Sales magazine readers will notice a new addition: a curated list of relevant trade shows. A new contributing author, Robin Copple, makes his debut. And you will also start seeing more relevant and useful advertisements, such as the productivity tool called RescueTime.

Our association’s loyal membership base allows us to secure significant discounts on products and services that benefit both your business and personal life. In this edition, you will find a few pages previewing these exclusive benefits, along with the next steps we encourage you to take.

Regarding this publication, we have heard your feedback that you enjoy receiving it each month, but that you are not exactly reading it cover-to-cover. You will soon see new features and better content that is more consumable.

Our monthly email newsletter will continue to have the timeliest information on innovative programs and benefits. For example, in September we included a link where MANA members get a 15 percent discount on a database solution from a national vendor. This database is a lead generation tool enabling you to reach customers by serving up comprehensive company and contact data.

And just for fun, we are anticipating December’s holiday gift-giving season. You will see instructions (only in Agency Sales) on how to get a free personalized gift from MANA starting in December!

Where Does All the Time Go?

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Recently a conversation I had with a few fellow reps resulted in an interesting and useful exercise — examining how I, as a rep, spend my days. This exercise was really an outgrowth of the larger question: “Where does all the time go?”

Well, here goes! Here’s a partial list of what I do on a given day:

Selling — Speaking directly to customers obviously remains the number-one activity that a rep must perform. Some conversations are short and others, depending upon the details, are quite lengthy. Many of the conversations I have with customers … Read the rest

Take Time to Communicate

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At least that was the view of one manufacturer who explained, “I can’t count the number of times that I’ve heard my fellow manufacturers say that their reps claim they didn’t know what the manufacturer wanted out of the relationship.”

He went on to explain: “I’d maintain that it always comes down to keeping open the lines of communication. And to accomplish that goal, what has to be done? I’d maintain that it’s not all that difficult, but it does take some time and effort.

“In my opinion, here are some things to keep in … Read the rest

More Clarity on When the Procuring Cause Doctrine Can Garner Post‑Termination Commissions

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Shocking but Not Uncommon Abuse of a Salesman

A genetic testing company and a sales/marketing specialist sign a contract naming the individual as VP of sales and marketing. The two-page contract provides for an annual base salary of $145,000 and for “at-will” employment. It also states: “Your commission will be 3.5 percent of your net sales.” The contract is slim and is absolutely silent on the issue of further commission rights upon termination.

The VP (as specifically requested by the company) negotiates a supply contract amendment with the number-one purchaser of the company’s products, to greatly extend … Read the rest

MANA In-Person Meet Up

Steve McClure and Mark Hogan
Steve McClure (left) and Mark Hogan, right, MANA’s CEO and president, at the Advanced Manufacturing Expo 2024.

MANA members gathered at the Advanced Manufacturing Expo in Grand Rapids, Michigan, on August 7-8, 2024, for some friendly face-to-face conversations. Manufacturer members seeking outsourced sales solutions had insightful conversations with experienced reps. Reps also engaged with member associates, exploring potential collaborations. Additionally, reps shared their outlook on future market conditions within their industry and beyond.

MANA’s mission is to foster strong connections between manufacturers and independent manufacturers’ reps. We’ve heard the feedback: manufacturers really appreciate hearing back from reps, even if a … Read the rest

Tools, Information, and No Hassle

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Novick cover

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.

2024-09_Novick_QR-code

Your MANA RepFinder Profile

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I help many of our manufacturer members do RepFinder® searches to create lists of manufacturers’ representatives they can contact to see if they are interested in selling their products or services.

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Most, but not all, of the results that come up look attractive but I also see a fair number of results that are unlikely to be contacted by the manufacturers.

For example, when the manufacturer downloads the results into an Excel file, a number of cells in the “ProdSerDesc” column are blank. The first thing the searcher does is to delete those with blank “ProdSerDesc” cells. If you … Read the rest

Dance With Who Brought You

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When one manufacturer was asked what he liked best about his top‑performing reps he pointed to a saying he had heard often and recently become re-acquainted with thanks to a book that crossed his desk.

According to the manufacturer, in the book How to Be a Sales Superstar, by Mark Teward, the author emphasized how important it was to remember to “Dance with the one who brought you.” He pointed out that the author said, “Most salespeople and businesses totally ignore this notion. They make a sale, forget the customer, and then move on as quickly as possible.

“Our … Read the rest

The New Beneficial Ownership Information Report: What a Small Business Needs to Know

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A civil fine of up to $591 per day. A criminal fine of up to $10,000 and imprisonment for up to two years. Or both.

On January 1, 2024, new federal reporting rules went into effect that affect millions of small businesses in the United States. In 2024, it is estimated that over 32 million business entities will be affected by these new rules and five million new companies with the same obligations each year thereafter. The overwhelming majority of manufacturers’ representative businesses, formed as corporations or limited liability companies, are affected by the new rules.

This article will highlight … Read the rest

886.1 Pounds of History

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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.

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: [email protected].

WomenReps 2024 — Bringing Women Manufacturers’ Representatives Together

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For most of my career, attending one of my principal’s sales meetings or other rep-focused events meant that I was the only woman in the room. Later in my career, I began The Business Women’s Circle®, a collaborative peer business networking group with only women in the room.

But if you drew Venn diagrams of those groups’ attendees, I was the only union. So, I decided to launch a meeting where the Venn diagrams would overlap 100 percent, a rep-focused event with only women in the room.

With Jerry Leth’s help, MANA’s “A League of Their Own” (ALOTO) … Read the rest

Developing New Markets With Reps

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While there are no hard rules when it comes to independent reps requiring market development fees from their principals, chances are when there is no existing business in a territory that subject is going to be front and center in conversations between reps and manufacturers.

That was just one of the topics covered when several manufacturers got together on a MANAchat to discuss the subject of developing new markets with independent manufacturers’ representatives.

Ultimately, when that subject is raised during negotiations, the consensus among the manufacturers participating in the chat was:

  • It’s important to keep in mind that when there
Read the rest

Arbitration or Litigation — Which Should You Choose?

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A common topic during negotiations for a sales representation agreement is whether the parties should agree to binding arbitration to resolve any disputes rather than litigation in court. Sometimes a principal will request that the parties choose binding arbitration contending that arbitration is less expensive. This may or may not be true as I discuss below.

Some Benefits of Arbitration

The benefits of arbitration can include the following:

  • A shorter docket. Arbitrations can often result in a resolution in 12 months compared to 24 to 30 months or more in many lawsuits.
  • The parties have more control over the process.
Read the rest

Light Up Nashville

AIM/R 52nd Annual Conference on September 17-20, 2024, Nashville, TNAIM/R (Association of Independent Manufacturers’/Representatives, Inc.) will hold its 52nd Annual Conference on September 17-20, 2024, at the Renaissance Nashville Hotel, Nashville, Tennessee.

AIM/R will “Light Up Nashville” this fall. This year’s Conference Chair — Jon Wiggs, CPMR, CPSC, president, Wiggs-Haun & Bohan — and the Conference Committee are deeply invested in every detail from networking opportunities, critical topics for the industry, LOT/T experience, and off-site adventures, one of which is a private reception at the Country Music Hall of Fame® and Museum!

The educational program will not disappoint. Here’s the line-up:

  • Opening Keynote on Negotiation with Chris Voss, The
Read the rest

Mentorship in Motion

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Jeff Witt May 30, 1945 – March 9, 2024

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 [email protected].

What Do They Think of Us?

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A European perspective of the American rep

The world of commerce is getting smaller and it is becoming quite commonplace for overseas manufacturers to seek out American representatives. For this editorial, I interviewed a number of European sales managers who have been in charge of worldwide sales for several decades and I asked for their unfiltered opinions on their experiences and opinions on using American manufacturers› representatives. While the discussions were wide‑ranging and covered much of the same ground as one might expect from any global sales managers, some were specific to the uniqueness of working with a North American … Read the rest

Defining Value

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In a recent conversation with Agency Sales, the national sales manager for a Midwest-based manufacturer offered his take on what he considered is the rep’s value proposition. “After several years of working with a high level of success with a rep network, I’ve learned even more how valuable independent reps are for a manufacturer. The rep brings value to the manufacturer’s table.

“The rep has the sales organization in place in the territory that the manufacturer doesn’t have to create for himself. On top of that, perhaps the most valuable asset the rep has to offer is the relationships … Read the rest

The Future of Sales: Trends and Innovations to Watch

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The sales landscape is undergoing a seismic shift, with emerging trends and technological innovations transforming how sales professionals connect with customers and close deals. This evolution is driven by advances in technology, changing consumer behaviors, and the increasingly digital nature of business interactions.

As we look to the future, several key trends and innovations stand out, promising to reshape the sales industry. This article delves into these developments, exploring what’s next for the world of sales and how professionals can prepare for the changes to come.

Artificial Intelligence and Machine Learning

AI and machine learning are at the forefront of … Read the rest

How to Win Your Case: Be Reasonable About It

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Disputes among principals and sales reps are inevitable. Some lead to lawsuits, mediations or arbitrations.

Contrary to popular belief, winning your case does not usually depend on hiring the most aggressive lawyer. Winning your case starts much earlier, when you negotiated your contract and when you and the principal were performing it. Like succeeding in sales, winning your case starts with preparing to win it.

One general principle that has been reaffirmed over my 40 years of litigation practice is that the reasonable party usually wins. You want to be perceived as the reasonable party. That is the person with … Read the rest

MANA Chairperson Awards Past CEO Plaque for His Service to MANA

Tommy Granett presenting the plaque to Charles CohonIn acknowledgement of his 13 years serving as president and CEO of MANA, Charles Cohon (right) was presented a plaque by the association’s Chairman of the Board Tommy Garnett, CPMR, CSP. In making the presentation during a Board meeting, Garnett said, “It has been my distinct pleasure to work closely alongside Charles Cohon for the last five years. Charley is considered an industry leader and one of the most professional individuals I have had the pleasure to meet in my many years in the industry. I consider him a mentor as well as a friend and the rep industry as … Read the rest