MANA’s Board of Directors is pleased to announce that Tommy Garnett has been elected to MANA’s Board of Directors. Garnett is president and CEO of MANA member Garnett Component Sales, Inc. (GCS), Wake Forest, North Carolina.

He will fill the seat that will become open when Danny Collis, president of Collis Group, Inc., Richmond Hill, Ontario, Canada, completes his second term of Board service on April 30, 2019. MANA’s Board of Directors is grateful to Collis for his insights and dedication during his terms on the Board.

Garnett was introduced to the rep world by his father. “I just about … Read the rest

The Electronics Representatives Association (ERA) White Pin Group has announced that Ellen Coan, CPMR, of the Indianapolis-based CC Electro Sales, Inc. is the 2018 recipient of the Jess Spoonts — ERA White Pin Scholarship Award. Coan will receive a $1,000 grant that can be used to fund her continuing education as a professional field sales representative. She was nominated for the honor by White Pin member Matt Cohen, CPMR, of CC Electro Sales, Inc.

To qualify for this award, nominees must be from an ERA member rep firm, must have been involved in ERA activities and leadership roles on the … Read the rest

Many thanks for your congratulations and access to the MANA certificates — I will make good use of these!

I’m very pleased to advise we have signed up with four manufacturers’ representatives, all of these were featured in MANA’s database — as Jerry Leth mentioned to me, a while ago: “Chalking up sales will take time.” And he was right, however, as of December 2018, we are seeing promising sales — 2019 will be the proverbial proof in the pudding.

I’m taking this opportunity to send a special “Thank you” to Jerry, whose guidance in the early stages of engaging … Read the rest

The Foodservice Sales & Marketing Association (FSMA) has released a must-read, comprehensive industry White Paper, co-sponsored by its FSMA Foundation and ASMC Foundation, comparing the economic differences of agency sales and direct sales. The study provides a unique calculation tool to answer the age-old question of which sales method is the best for a manufacturer.

For more than 100 years, agencies have been the primary go-to-market selling source. The chief reason for the overwhelming preponderance (70-75 percent of U.S. food­service product volume) of agency sales is that they are significantly more cost-efficient and effective than direct sales. The study explains … Read the rest

MANA Board member Charlie Ingram has been promoted to the newly created position of executive vice president and chief marketing officer for Eriez Magnetics, Erie, Pennsylvania, effective January 1, 2019. Ingram served most recently as Eriez vice president of sales and marketing.

In making the announcement, Eriez President and CEO Tim Shuttleworth said, “Over his 25 years of dedicated service to Eriez, Charlie has played a key role in developing and executing sales and marketing strategies which have significantly contributed to our company’s substantial growth and worldwide success. He is an extremely effective, respected, and strategic leader in the industries … Read the rest

I’d like to thank you for the article about me and my agency that appeared close to two years ago (April 2017, Agency Sales), which detailed how several of the manufacturers that I work with came to my aid during a lengthy illness. In addition to assisting me during a very difficult time, those same companies (Best Carbide, AB Tools, Inc., Vermont Indexable, Johnson Carbide, Wendt-USA, EZ Burr and Alvord-Polk) assisted me in the development of a product that was created during my rehabilitation. As the product reached completion, it’s interesting that in a strange turn of events, I … Read the rest

Organizations like AIM/R are much more than a community of today’s membership. They’re a reflection of all those who have come before, helped build the group’s foundation and added layers of knowledge and experience along the way.

AIM/R wanted a way to formally recognize — and memorialize — all of those contributions. Several years ago, they established the AIM/R Hall of Fame and announced the inaugural group. Since then, 12 were added. And during the AIM/R 46th Annual Conference, SVP of Industry and PR Brian Morgan of The Morgan Group introduced Tom Tiernan, CPMR, and Gregg Marshall, CPMR, as the … Read the rest

I was going through my mail this afternoon and I received a package from Morton Grove, Illinois. I thought who do I know from Morton Grove? Well Charley (MANA’s President & CEO Charley Cohon)…I received five copies of Agency Sales magazine with my picture on the front cover. Wow! What a pleasant surprise. I knew there was going to be an article on MANA’s “A League of Their Own,” but certainly did not expect to be on the front cover. Thank you so much! What an honor. It truly made my day! I never thought something like this would happen … Read the rest

Raymond J. Hall, the retired executive vice president and CEO of The Electronics Representatives Association (ERA), died in November. He was 80 years old. Hall was the longest-serving management executive and a member of the association’s Hall of Fame. His tenure at the helm of the 83-year-old organization began in 1969 and extended to 2004 when he started transitioning into retirement.

Hall was a native of Somerville, Massachusetts, a Marine Corps veteran and alumnus of the University of Illinois. In his early working years, he owned and operated the Raymond J. Hall Company of Chicago, a management services provider for … Read the rest

MANA CEO Charles Cohon recently visited the University of North Texas to confer with Ph.D. student Trond Bergestuen and his academic advisers Professor David Strutton and Professor Kenneth Thompson about an academic paper and Bergestuen’s Ph.D. thesis; and to speak to Lecturer Terrence Suber’s Professional Selling class.
Left to right: MANA CEO Charles Cohon, Ph.D. student Trond Bergestuen, Department of Marketing Chair Jeffrey Ogden, Lecturer Terrence Suber, Professor David Strutton, Past MANA Director John Sandifer, Professor Kenneth Thompson, and TTI Inc. Field Sales Manager Jon Cowley.

MANA’s 2018 Manufacturer Seminar

Right: Charlie Ingram, vice president, sales & marketing, Eriez Magnetics, … Read the rest

One of the highlights each year during the AIM/R Annual Conference is the presentation of the Golden Eagle Award — one of the most respected honors in the plumbing industry and particularly within the Association of Independent Manufacturers’ Representatives. The name of the winner is not revealed in advance, leading to even more anticipation. Last month, at the Awards Lunch for the 46th Annual Conference in Napa, California, AIM/R Board member Brian Morgan of The Morgan Group had the pleasure of announcing A.O. Smith Water Products’ Senior Vice President of Sales Jim Margoni as recipient of the 2018 Golden Eagle … Read the rest

Aaron Johns has joined Fremont, Indiana-based, Coatney Sales, Inc., as a sales representative for Arkansas, Kansas, Missouri and Oklahoma. The independent manufacturers’ rep group specializes in OEM and aftermarket marine, RV, trailer, specialty vehicle, power sports, and sporting goods.

With a strong background in sales and engineering, and a bachelor’s degree in agricultural business from Missouri State University, Johns is an ideal match for Coatney Sales. Most recently, he was regional sales manager for Moeller Marine. Prior, he worked for Johnston Industrial Supply and North American Composites. Active in his community, he serves on his local school board and volunteers … Read the rest

Words of wisdom I would give:

• Stay focused and never take “no” for an answer. You never know what that person you are talking to is going through that day and if you try back in a week/month, or so, they’ll probably forget they ever talked to you.
• Never be too proud to learn from someone else or to ask questions.
• Remember the only time you fail is by not trying.
• Always find the positive in every situation you are in.
• Be resilient, learn from your mistakes.
• Network, network, network.
• Always ask if there is anyone else you can talk

MANA’s Board of Directors is pleased to announce that the Nominating Committee has accepted Tommy Garnett’s application to appear on the January 1, 2019 ballot to run for a seat on MANA’s Board of Directors. Garnett is president & CEO of MANA member Garnett Component Sales, Inc. (GCS), Wake Forest, North Carolina.

This election will fill the Board seat that will become open when Danny Collis, president of Collis Group, Inc., Richmond Hill, Ontario, Canada, completes his second term of Board service on April 30, 2019. MANA’s Board of Directors is grateful to Collis for his insights and dedication during … Read the rest

The National Marine Representatives Association (NMRA) awarded its 2018 NMRA Maritime Trades Scholarship of $2,500 to Kaila Kotkiewicz of Sayville, New York. Established in 2008, it’s given to an outstanding student pursuing education that will lead to a career in the marine industry. Robert Guerrieri of Atlantic Marketing Company made the presentation.

Kotkiewicz is a recent graduate of Sayville High School and plans to attend SUNY Maritime College this Fall. Her intended field of study is Maritime Operations and she also wants to earn a USCG Deck License. “I hope that I can be a role model for more women … Read the rest

October 11-12, 2018

Are you a rep who works with a manufacturer who supplies a great product but lacks knowledge on how to effectively work with you?

Wouldn’t it work more profitably for you if they did?

Recommend to them they attend the MANA “Best Practices With Reps, Planning With Intent” manufacturer seminar. When they learn how to effectively partner with you, your sales of what they supply go up. You get a big return when you invest just a little time in sending them the informational link.

Some MANA manufacturers’ representative members even offer to pay the registration fee. … Read the rest

MANA CEO Charles Cohon is an invited speaker scheduled to be with some of the best reps in the plumbing industry in Napa, California this fall for the Association of Independent Manufacturers’ Representatives (AIM/R) 46th Annual Conference. Cohon’s presentation, The Quick and the Dead, focuses on the urgent need for reps to be agile in today’s challenging business environment.

“It’s a special treat for me to be with my friends at AIM/R,” noted Cohon, “because every AIM/R member also is a MANA member!”

This Annual Conference is “the place to be” for professional, independent business owners to learn, share, … Read the rest

The National Marine Representatives Association (NMRA) has expanded its benefit package for independent sales rep full members. Through a special collaboration, they now automatically receive membership in the Manufacturers’ Agents National Association (MANA).

For many years, NMRA has enjoyed a close working relationship with MANA and regularly offers its members access to its SalesWise business development training and coaching teleforums. The organizations frequently collaborate on projects and co-presented a past IBEX workshop.

“We want to provide our members with the best possible benefits,” said Neal Trombley, NMRA president. “This is an exciting development that promises to have a significant impact … Read the rest

Response to “Principal CRMs”

I just read the April 2018 article “Principal CRMs” with great interest and would like to add to this discussion. Personally, I have been using online CRMs for many years and would like to take exception to the use of the phrase “fill out reports online.”

I would argue that, if used correctly, a CRM makes the job of the Field Agents — of everyone — simpler by eliminating this filling out of reports. Please follow my line of thought. What does a Field Agent do when they leave a customer visit? Typically they review and … Read the rest

From a Michigan MANA representative member

I just wanted to tell you how useful the MANA website and resources were for me recently. I was struggling with a presentation and, in this instance, found exactly what I was looking for at the website. A few weeks later, the MANA resources helped me close on a nice deal that will bring in $50,000 in commissions a year. There is a wealth of information at www.MANAonline.org — and for any agency, new or old.

It always amazes me when reps struggle to justify their membership dues in our association. Thanks to MANA … Read the rest

At its 49th Management and Marketing Conference, held in Austin, Texas, February 25-27, the Electronics Representatives Association (ERA) presented the second annual Tess Hill Award to Kathie Cahill, CPMR, of Net Sales Company in Victor, New York.

Cahill was recognized for her many years as an officer of Empire State ERA, her three-time chairmanship of the ERA Conference Committee and her current service on the ERA Executive Committee.

This award was created in 2017 to honor Tess Hill, a long-time ERA staff member who recently retired. The award recognizes individuals for their longevity of service to ERA, for inspiring volunteerism … Read the rest

Manufacturers’ Agents of Cincinnati (MAC) had a sell-out crowd April 13 for MANA President and CEO Charles Cohon’s presentation, “How To Value and Sell a Rep Firm.”

“More and more manufacturers are basing rep choices not just on projected sales performance, but also on their comfort level with rep firms’ long-term plans to maintain continuity when the primary owner retires,” noted MAC when announcing this event. “In this session, Charley will discuss how retiring owners can value and sell their firms, and what prospective buyers will look for in a succession and buyout plan.”

Other representative associations that are interested … Read the rest

Response to “Blank Check”

Intellimeter recently joined MANA. I’ve also worked with MANA in previous positions with other companies, always as a manufacturer. After reading your February “MANA Minute” message in Agency Sales magazine about reps who are terminated for selling too successfully, I could not resist writing to you with this short comment.

As a manufacturer I understand that there are arguments for selling through independent representation and arguments for selling through sales employees. But what I don’t understand is why a manufacturer would terminate an independent representative because that representative has been very successful and switch to sales … Read the rest

MANA is pleased to announce that John Davis, Stephen Fowler, and Ed Juline all have been re-elected to serve a second two-year term on MANA’s Board of Directors.

John, Davis, President
Paul Davis Automation, Inc.

As a second-generation owner of my family’s firm, I am committed to long-term success in the rep business and, as such, am passionate about promoting and sustaining the general health, longevity, and relevancy of the manufacturer’s representative model.

In my final two-year term on MANA’s Board of Directors I will continue to bring fresh ideas and innovative angles that address the organizational challenges MANA faces … Read the rest

At the March luncheon, 25 members of Manufacturers’ Agents of Cincinnati (MAC) were fortunate to have Steve McLemore of The Goering Center as guest speaker. McLemore has extensive experience in the business community, and his discussion on the “10 Best Practices of Successful Family and Private Businesses” was timely and very well received.

Cincinnati is fortunate to have a resource like The Goering Center — a not-for-profit whose mission is to nurture and educate family and private businesses to drive a vibrant economy.

For information on future MAC meetings visit their website at www.maccincinnati.org.

… Read the rest

Response to MANA’s REP MBA (Three-Minute Business School)

Good point in this article about having two reps in one territory. I experienced a somewhat different issue earlier in my career. I was a sales manager for a pump manufacturer. We merged with a sister division that sold two distinct types of analyzers; one to analyze water in water treatment facilities and the other used in labs to analyze protein, and moisture content.

When I inherited this sales channel it quickly became clear to me that whoever was in charge before knew very little about their markets, or selling through rep … Read the rest

The Association of Independent Manufacturers’/Representatives, Inc. (AIM/R) has scheduled the AIM/R 46th Annual Conference for September 12-15, 2018, at The Meritage Resort and Spa in Napa, California. The theme is “Cultivating Your Success.”

MANA CEO and President Charles Cohon will present “The Quick and the Dead” on September 14.

Conference Chair Mike Mullen of A.H. Deveney, LLC, is planning a robust line-up of critical topics facing reps and manufacturers alike, as well as some fantastic entertainment in 2018.

Comedian Greg Schwem and Comedy with a Byte, Inc. will remind attendees to “Work, Laugh, Repeat” at the first-ever AIM/R luncheon and … Read the rest

The Electronics Representatives Association (ERA) has announced that Chuck Tanzola, CPMR, vice president of business development of the Fusion Sourcing Group, a northeastern U.S. rep firm covering multiple territories, is the 12th recipient of the Ray Hall Spirit of ERA Award. Tanzola, a 37-year veteran of the electronics industry rep profession, has been a member of the ERA Executive Committee since 2015 and currently serves as senior vice president/fiscal and legal. He has held many offices in the Empire State Chapter of ERA and was the 2008 recipient of the Jess Spoonts — ERA White Pin Scholarship Award. He is … Read the rest

Response to MANA’s REP MBA (Three-Minute Business School)

I have been enjoying the e-mail newsletters you send twice a month, and they have prompted me to share one of our experiences that other MANA members might find useful.

When we invested in order and commission tracking software we thought it would just be a time saver. Unexpectedly, we discovered it was more than a time save, we also discovered that the commissions we collected went up by $25,000 to $30,000 with that software in place.

Why did it go up so much? Once we installed the software, we were much … Read the rest

The Electronics Representatives Association (ERA) White Pin Group announced that John Hutson, CPMR, of the Massachusetts-based MacInnis Group is the 2017 recipient of the Jess Spoonts — ERA White Pin Scholarship Award. Hutson will receive a $1,000 grant that can be used to fund his continuing education as a professional field sales representative. He was nominated for the honor by White Pin member Tobi Cornell, CPMR, of Kruvand Associates.

To qualify for this award, nominees must be from an ERA member rep firm, must have been involved in ERA activities and leadership roles on the local and/or national levels for … Read the rest