MacKellar: 100 Years and Counting

By
photo of Andrew MacKellar
Andrew MacKellar, fouth generation, took over as CEO this year.

Before any discussion takes place of MacKellar Associates, Rochester Hills, Michigan, here are some challenging — if not daunting — facts about family-owned businesses:

  • According to the Harvard Business Review, approximately 70 percent of family-owned businesses won’t make it to a second generation.
  • Only 30 percent of family businesses survive the transition from first- to second-generation ownership.
  • Just 12 percent survive the transition from second to third generation. Only 13 percent of family businesses remain in the family more than 60 years.
  • And, 47 percent of family business owners expecting
Read the rest

AI and the Rep

By
© AndSus | stock.adobe.com

If anything captured the tone of a discussion during a MANAchat devoted to artificial intelligence and ChatGPT it’s probably the words of one rep who’s just begun using these technological tools who maintained, “I feel like I’m the guy who just discovered fire.”

Those words perfectly describe the experiences of many who are fairly new to the possibilities, benefits, pitfalls, and dangers of this new technology.

For those uninitiated to the subject of this MANAchat conducted over three days early this fall, the subjects are well defined as follows by Barbara McQuade in her book Attack Read the rest

Rep Serves Unique Niche

By

Several years ago a MANA member was quoted in these pages as saying, “The popular misconception concerning independent reps is that all they have to do is make calls and follow up.” If there’s any putting that belief to rest, it’s in the practice of Jo-Ann Hernandez, who heads the Princeton, Massachusetts-based Business Lazo.

Hernandez and her agency were profiled in the January 2024 issue of Agency Sales magazine. While that profile focused on the operations and philosophy of her agency, what it didn’t mention was some of the unique product lines that she represents, and that’s where we learn … Read the rest

Managing the Sales Process

By
© starserfer | stock.adobe.com

Somebody has to be the boss. Democracy is the enemy of the sales business.

Someone has to be in charge.

That simple-sounding statement can lead to all sorts of problems in the rep business.

Who should manage the sales force? In a rep environment, picking someone to be in charge of the sales process and to work with the salespeople to get the results that principals are expecting is critical. But how does a rep firm with perhaps four partners and five outside salespeople determine how to run the sales programs and deliver results for principals?… Read the rest

Managing Secondary Principals Profitably

By
© 1st footage | stock.adobe.com

For an independent manufacturers’ representative agency to operate profitably there needs to be a balance between the primary and secondary group of principals. The primary group is composed of manufacturers that normally account for 75 to 80 percent of total sales and profits and the secondary group accounts for the balance.

Although the primary group does not change often, you can expect the secondary group to be adjusted often during a career. Occasionally a secondary principal can be developed and grow to become one of the primary principals. Never discount the value of any of … Read the rest

Message to Our Sister Association Members

MANA is charting a new path in 2025 and beyond. MANA is amicably parting ways with eight sister associations whose members receive access to MANA resources. The affected associations are AIM/R, EFC‑CEMRA, MEMA (HDMRC), HIRA, ISA, IHA, NMRA and PTRA.

MANA’s mission is to support independent manufacturers’ representatives and the manufacturers who choose to go to market through reps. We welcome all of the affected reps and agencies to rejoin MANA as a full-time member.

We are reprinting an article from April 2005 Agency Sales magazine which discusses the strategic importance of dual association membership for independent sales representatives. It advocates … Read the rest

The Benefits of Dual-Association Membership for Reps

Originally published April 2005. Minor updates and revisions included below.

How does one place a value on membership in a professional association? More to the point, how do you place a value on membership in an independent representatives’ association? Is it a cost? An investment?
Is it worth the time, money and effort to not only pay annual dues but then to follow up and become actively involved in the workings of the organization? And finally, what has your association done for you lately?

© Vectorvstocker | stock.adobe.com

The answers to these questions will probably vary depending upon whom you ask. … Read the rest

Develop, Motivate and Retain Your Employees

By
© Liubomir | stock.adobe.com

Why do people leave their jobs? Even if they are well paid and have good benefits, many will wave goodbye as they walk out the door, never to return.

They don’t leave because they want more money or better benefits. They don’t leave because they don’t like their jobs or their coworkers. They leave because their managers and supervisors are not coaching, nurturing, recognizing or motivating them.

Fifty percent of responders in a Gallup Employee Engagement Survey of employees in the United States said that, at some point in their careers, they have left to get away … Read the rest

MANA Recognizes Members’ Milestone Anniversary Dates

Each year MANA recognizes members who are celebrating special anniversaries of their MANA memberships. In this issue we recognize members who are celebrating 75, 65, 60, 55, 50, 45, 40, 35, 30 or 25 years of MANA membership.

MANA thanks and congratulates these members for their long-term support
and commitment to MANA and our industry.

We also thank those long-term members whose membership anniversaries are not among the years listed in this issue. Your company name was either published within the past three years or will be published within the next two.

Representative Members
75 Years

Darin Dankelson
Metal Parts … Read the rest

Rep Relies on Relationships

By
Trevor Smith heads Technical Sales Reps, Inc.

When it comes to describing the strengths and benefits of going to market with independent manufacturers’ reps, reps most frequently cite the relationships they’ve developed and maintained with principals and customers. No exception to that rule is the experience of Trevor Smith, who heads the Southern California‑based Technical Sales Reps, Inc.

As an example, Smith, who maintains that “My whole life has been driven by strong relationships,” describes how a relationship and a belief in going the extra mile for a customer paved the way for him to become a rep.

Prior to … Read the rest

Large vs. the Small Agency

By

What’s better in the eyes of principals:

  • The large, multi-person agency, with plenty of feet on the street that represents 15-20 lines?
  • Or, the small, in many cases single-person agency, representing relatively few lines?
© Feodora | stock.adobe.com

That was just one of the many questions asked and answered during the course of a MANAchat devoted to the concerns and challenges of the single-person agency. While there was obviously a bias in the way the participants of the chat addressed that topic, here are some of the views that were expressed.

Kicking off the discussion, one rep explained, “My recent experience … Read the rest

The Art of Persuasive Sales Presentations

By
© Helder Almeida | stock.adobe.com

Would you like a new idea — an edge or advantage — in your sales work? Take a moment to look back in time….

In the 1930s, Professor Alan Monroe of Purdue University married the art of presentation with the psychology of persuasion.

The result of his scholarly work became known as Monroe’s Motivated Sequence, a concept that is still pertinent for today’s professionals. The concept was originally intended to help orators structure persuasive speeches, but it’s equally applicable for a variety of other purposes — making a sales presentation, pitching a proposal or trying … Read the rest

Six More Success Traits of Top Salespeople

By

In an article in the September issue of Agency Sales magazine, I wrote about six success traits of top salespeople. In this article, I’ll cover six more. As a refresher, here are the first six: a positive attitude, being action‑oriented, being prepared, being businesslike and business-savvy, the ability to stand out from the crowd, and finally, likeability, trustworthiness, and the ability to build relationships. Now, here are the additional six.

© Studio Romantic | stock.adobe.com

1. Persistence and Perseverance

Top salespeople have thick skin, they don’t take rejection personally and they are able to handle massive amounts of rejection without … Read the rest

Get Tough With Your Sales Force

By
© iodrakon | stock.adobe.com

Poor performance and lackluster results are deadly for a rep agency.

What do we do about Louie? Great question. Louie is a salesperson working for a rep firm covering a territory with base compensation, incentives, and expenses covered by the company.

What is expected of Louie?

The first thing is sales results. In the rep business that means specific revenue goals for each of the lines the agency represents. That seems simple enough, but it isn’t because personalities and market issues play into the situation.

In some cases, the major lines’ results are good for the rep … Read the rest

Effectively Guiding Your Team to Achieve Common Goals

By

Effectively guiding your team to achieve common goals requires more than just individual effort — it necessitates strong leadership, clear communication, and a shared vision. Guiding team members toward these objectives ensures that everyone is aligned and working cohesively. Here are key strategies to effectively guide your team members toward achieving common goals.

© Philip Steury | stock.adobe.com

1. Define Clear Goals and Objectives

The foundation of any successful team effort is a well-defined goal. Clear goals provide direction and a sense of purpose.

Set SMART goals: Ensure that goals are Specific, Measurable, Achievable, Relevant, and Time-bound. This clarity helps team members … Read the rest

How to Evaluate Your Sales Potential

By
© Matthias Enter | stock.adobe.com

What’s my potential in sales?

I have 10 questions for you, and they’re not skill-based questions. These are really emotionally based questions.

1. What drives me?

What fuels my desire? If I can’t answer that, why am I in sales? Is my motivating factor money or serving people?

Initially, when I first got into sales, my motivating factor was money, and I got fired from my first two sales jobs because I was creating havoc with customers. Then I began to realize it’s about the customers, it’s about the people, and it was amazing how … Read the rest

Are Your Systems Obsolete?

By
© FotoAndalucia | stock.adobe.com

Almost all of the policies and procedures that dictate our day-to-day efforts are vestiges of years gone by.

If we are going to succeed in these rapidly changing times, we need to adapt new strategies and disciplines that keep us and our organizations changing along with the pace of change around us.

It is unfortunately true that most of the policies and procedures that dictate our activities on a day-to-day basis were designed to be effective in a world that no longer exists. In other words, most business systems teeter on being obsolete.

Let me illustrate. … Read the rest

Finding a Comfortable Fit as a Rep

By
photo of Glen Baines
Glen Baines is the owner of Baines Group, Inc.

Glen Baines enjoyed early business success with his own landscaping business that he began in college and continued after graduation. However, “After getting married, I realized that things were pointing me in a different direction than just cutting grass.”

Thankfully, having grown up around the rep business, he found a comfortable place to park his lawnmower and began a new career as an independent rep. “My father was a factory salesman for 18 years prior to opening his own agency. He had always made it clear that if I was interested … Read the rest

Reps Face Emerging Challenges

By
© natali_mis | stock.adobe.com

When it came to identifying and facing myriad challenges to the way they conduct business, a group of MANA members found no shortage of subject matter to consider earlier this year in the course of a three-day MANAchat. Communication challenges, the threat posed by venture capitalists purchasing rep firms, and considering something called the Entrepreneurial Operating System — among other subjects — were all discussed.

Communication challenges, specifically as they apply to the rep’s ability to contact and stay in touch with customers, appear to be something that is a universal concern. The discussion on this … Read the rest

Avoiding Landmines: Don’t Fall Asleep at the Switch

By
© Pavel Kubarkov | stock.adobe.com

Reps who aren’t doing something to advance key parts of their business are asleep at the switch and will pay a price sooner rather than later.

It is a never-ending frustration to me to speak with reps who say, “We know we need to do something.” Then they disappear into the ether and I never hear another thing. These reps are not thinking of their best interests. Regardless of the size of the agency, there are things that need to be done proactively to place the business in a better position for the future.

The … Read the rest

You Want to Hear “I See You Everywhere”

By
© Irina | stock.adobe.com

The most successful sales professionals tend to work long and hard. A significant chunk of those hours is typically dedicated to prospecting activities: networking, making phone calls, placing outbound emails, responding to calls and emails, hosting guests, visiting people who refer or recommend them to clients and developing raving fans who champion their cause.

Prospecting must be perpetual, and in many sales jobs, networking is an important part of prospecting.

No matter how busy you may be, it’s beneficial to get out of the office and show up at networking events. We need to reach out … Read the rest

The Importance of Communication for Sales Leaders and Their Teams

By

Effective communication is the cornerstone of successful sales leadership. It is the vital link that connects sales leaders to their teams, ensures alignment with organizational goals and drives consistent performance. Without robust communication strategies, even the most skilled sales teams can falter. In this article we will explore the importance of communication for sales leaders and their teams, highlighting key strategies to enhance communication and drive success.

© pathdoc | stock.adobe.com

1. Establishing Clear Goals and Expectations

One of the primary roles of a sales leader is to set clear goals and expectations. Effective communication ensures that every team member … Read the rest

Reasons Salespeople Can’t Close

By
© Wise ant | stock.adobe.com

Are you doing enough in the sales process to close the deal?

Salespeople are always quick to say, “My price was too high. That was the reason the customer didn’t buy.” That’s garbage. I want you to take that off the table.

I want to share 11 reasons salespeople can’t close. Don’t look at these as excuses! Instead think: What do we need to change?

1. Failing to uncover priorities that are keeping their attention focused elsewhere.

We may think that we have the only opportunity, or the only decision they need to make, but … Read the rest

Night Owls, Morning Owls: The Myth of the Morning Person

By
© Syda Productions | stock.adobe.com

It’s too prevalent a concept. It’s infected offices and workspaces the world over.

Buried among all the mugs that proclaim, “Don’t talk to me until I’ve had my coffee,” and memes about “Hoping this email finds you well,” you hear a consistent refrain: “I’m just not a morning person.”

Those morning people are the winners, we tell ourselves. They’ve got it all figured out. Or, worse yet, they were just born that way.

There might be one in your own life. They likely have made sure you were aware.

“There’s so much time in the … Read the rest

Steps to Moving Up the Ladder of Success

By
© tinyakov | stock.adobe.com

Are you tired of being stuck on a low rung of your company’s corporate ladder? Are you looking for ways to move up in your career? I can help you do that.

It all begins with a dream that you can turn into a solid, workable goal. It will take some work on your part, but anything worth achieving is worth working for.

The first step in turning your career dreams into reality is recognizing and addressing these four principles:

  • Beliefs.
  • Dedication.
  • Focus.
  • Skills.

They are spokes in the wheel that will drive you and your … Read the rest

There’s Nothing Wrong With Fear

By

When Craig Cumming reflects on opening his own agency 28 years ago, he’s asked whether he was apprehensive or scared about making the move. Without missing a beat, he offers, “Fear is not a bad thing; and if anybody isn’t scared about such a move, then something is wrong.”

Obviously, there was nothing wrong with Cumming as today he can look back on almost three successful decades heading C-Square Industries in Colorado. The single-person agency represents manufacturers dedicated to:

  • Air and liquid filtration.
  • Air movement equipment.
  • Waste treatment and water reuse.
  • Industrial equipment and systems.

Cumming followed a fairly typical … Read the rest

Reps Take a Look at AI

By

The growing impact of artificial intelligence, the importance — or lack of importance — of written sales reports, and knowing when to cut the cord with a principal were major topics of discussion during a MANA single-person agency special interest group chat early this summer.

Can AI aid the independent manufacturers’ rep? That’s how the discussion of AI was kicked off and the group was quick to offer their thoughts:

  • “One thing it can do is to produce a business plan in under a minute. Having said that, the more information you provide, the more accurate your business plan is
Read the rest

Managing Your Principals Is Number One for Reps

By

Without principals, a rep firm cannot exist.

Customers come and go but principals are always the most important part of a rep’s business.

The development of principal relationships, cultivation of the principal’s personnel, and creation of a value-added environment for the rep to work with the principal are all critical to rep success.

Without principals, a rep firm cannot exist. It is hard to imagine a rep firm that doesn’t have at least a few very strong principal relationships.

The rep firm is the “branch office” for the manufacturer in the territory. In this capacity, the rep firm should have … Read the rest

Sales Success Traits

By

There are six important success factors that top salespeople possess. Although some of these factors are arguably more important than others, they are all critical to a salesperson’s success. When I talk about top salespeople, I’m referring to people who are great salespeople and great human beings. Over the years there have been salespeople who are good at pushing product with little regard for customers. This kind of success doesn’t last; moreover, the other areas of their lives are often plagued by neglect and mismanagement. I hope you’ll use these tips to get great at selling while also helping customers.… Read the rest

Perspective Over Pitching: A Guide to Effective Sales Strategies

By

In the world of sales, there’s a common pitfall that many professionals fall into: the relentless focus on pitching their product or service rather than seeking to understand the client’s perspective. As a sales professional, coach and author, I’ve observed this trend repeatedly. The truth is, the key to successful selling isn’t just about how well you can present your product, but how deeply you can connect with and understand your client’s needs and challenges.

The Importance of Seeking Perspective

The process of seeking a client’s perspective is often encapsulated in what we call discovery, qualifying or purposeful questions. This … Read the rest