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Agency Sales Articles

Published from 2006 to 2010

Accounting + Financial Planning

IN ‘BLANK’ WE TRUST | Rethinking Trust and its Role in Business | BURRUS | MAY09 | p.20
Keep Your Retirement Funds Safe By Avoiding the Stock Market Mistake | BRANCH | DEC10 | p.50

TAX STRATEGIES | From Mel Daskal’s ‘Financial Fax’

Assorted Info | Some Good, Some Bad | AUG07 | p.12
Before You File Your 2007 Tax Return, Read This | MARCH08 | p.44
Buy-Sell Agreements | OCT07 | p.42
C Corporations | MAY08 | p.42
Collection of News and Views | JUNE08 | p.46
Latest IRS Audit Figures | DEC07 | p.44
Limited Liability Companies (LLCs) | JAN08 | p.42
More Tax and Financial News | APRIL08 | p.44
S Corporations | The Good, the Bad and the IRS | FEB08 | p.44
Selling or Buying a Business | SEPT07 | p.14
Tax Strategies, Year-End 2007 | NOV07 | p.40

THE ECONOMY

CASHING IN | Gleaning an Education from Our Economic State | GRAHAM | AUG09 | p.22
CHANGE IS IN THE AIR | PTRA Conference Previews Economic Upturn | FOSTER | AUG09 | p.30
DOOM & GLOOM | Are We Repeating the Same Errors that Caused the GREAT DEPRESSION? | FOSTER | MAY09 | p.30
From STORM CLOUDS to Sunshine | Turning the Recession into a Marketing Opportunity | GRAHAM | APRIL09 | p.20
INTO THE LIGHT | Making Our Way Through the Economic Tunnel | DOTSON | AUG09 | p.26
Is There a LIGHT at the END of the TUNNEL? Reps Find Signs of Hope in a Recovering Economy | FOSTER | SEPT08 | p.22
Myths Business Must Avoid To Survive The Recovery | BLADE | DEC10 | p.16
Preparing for RECOVERY | CONERLY | MARCH10 | p.10
Putting a Stalled Economy Behind You | GRAHAM | APRIL10 | p.16
Ready to Exit? Most Owners are Not | MARTINKA | JULY10 | p.28
Sales Versatility: Connecting with Customers Every Time | LEIMBACH | APRIL10 | p.24
STAYING AFLOAT | Survival Tactics for a Tough Economy | HOUCK | FEB09 | p.22
TAXES & OUR ECONOMY | What Happens in Washington Could Affect Your Bottom Line | SATAGAJ | MAY09 | p.34
When the Going Gets Tough, REPS WORK HARDER & SMARTER | Tips for Selling in a Tough Economy | CHAPIN | JULY09 | p.22

Agency Operations

BUSINESS PLANNING

Building Your Deal Team | MARKS | AUG10 | p.32
BUSY, BUSY, BUSY | Are We Truly Busy or Just Psychologically Busy? PEASE | JULY08 | p.28
Characteristics of Successful Professionals | A Propensity to TAKE RISKS KAHLE | JUNE06 | p.40
DEADLY SINS in Family Business | LEE | JUNE06 | p.55
DEATH by ASSUMPTION | Why Great Planning Strategies Fail FELLER | SEPT08 | p.32
DOMINATION | Going Beyond Recession Survival | MARIOTTI | JAN09 | p.16
EARLY BIRD Gets the WORM | Strategic Prioritization Pays Off MOWATT | JUNE08 | p.27
How to Be "UP TO PAR" in Your People-Reading Skills BROOKS | JAN06 | p.49
IDENTITY THEFT | How to Protect Your Identity and Safeguard Your Future APRIL08 | p.31
Implementing a WINNING STRATEGY for Your Rep Firm | RECESSION PROOF Your Business Now | O’CONNOR | JUNE09 | p.32
Like a Good Wine, BETTER with AGE | Key Steps to Building Rep-Firm Longevity | OCT07 | p.8
OVERCOMING ROADBLOCKS | Tips + Tools for Reps FOSTER | JULY08 | p.8
Plan Your Way to Success and Increase Sales | COHEN | OCT06 | p.36
Rep Strives to KEEP TIME on His Side | MARCH07 | p.6
Sales and the Absolute Power of INFORMATION | KAHLE | JULY09 | p.16
Secrets to Better TIME MANAGEMENT for Entrepreneurs TAMSEVICIUS | JAN06 | p.56
STAYING AFLOAT | Survival Tactics for a Tough Economy HOUCK | FEB09 | p.22
TIME: Protecting Our Most Precious Resource | KASSEL | JULY08 | p.20
Top REP MYTHS in the Eyes of a Rep | ABRAMSON | AUG06 | p.47
Would I Be Happy as a Rep? | BAUM | AUG06 | p.35

COMPENSATING SALESPEOPLE

It’s NOT Just About the BLING | It Takes More than Compensation to Unleash a Sales Force | KAHLE | DEC07 | p.21
There’s No One Way To Pay Sales Staff | FOSTER | DEC10 | p.10

CUSTOMER RELATIONS

Customer Care Actions That Build Sales | GRAHAM | SEPT10 | p.18
Dealing with Angry and Difficult Customers | KAHLE | JAN07 | p.52
Going Above and Beyond Customer Expectations | BROWN | SEPT07 | p.34
Handling Objections | KAHLE | JULY10 | p.24
Maximizing Face Time with Customers | FOSTER | JULY10 | p.40
Negotiating to Enhance Relationships | SEPT07 | p.6
PAY or PLAY | Do Nice (Sales) Guys Finish Last? | RAHN | AUG09 | p.18
Quest for Customer Face Time | FOSTER | JULY10 | p.10
Reinvent Relationships with Your Customers Online | LUTZE | JULY10 | p.16
Salespeople Under Seige: The Profession Redefined | GRAHAM | JAN10 | p.20
Selling to the Four Temperament Styles | BOE | JULY10 | p.34
SOUND CHECK: Tune In to Your Customers for Better Sales | KAHLE | AUG09 | p.14
What Are They Thinking? | BEAULIEU | MARCH07 | p.35
What Your Customers Really Want (Hint: It’s Not Just Price) | ZEGLINSKI | DEC10 | p.20
What Your Customers REALLY Want | The Qualities of Customer Care | BROWN | JUNE07 | p.29
Would My Customers LIE to ME? | BEAULIEU | JUNE09 | p.24

EMPLOYEE MANAGEMENT

BUYING TIME with the Currency of Technology | TURNER | NOV08 | p.14
How to BOOST SALES PRODUCTIVITY and Save Valuable Time CANADAY | NOV07 | p.20
How to PLAN and EXECUTE Effective Sales Meetings (from Rep & Principal’s Perspective) | FOSTER | AUG09 | p.8
IN SEARCH OF… the RIGHT SALESPEOPLE | How to Find Them, Hire Them, Train Them and Keep Them | FOSTER | MAY09 | p.10

GROWTH

Build the Model Organization of the Future: Stop Planning and Start Pioneering | WHITT | AUG10 | p.28
Don’t Be Afraid to ‘JUST SAY NO’ | FOSTER | MAY10 | p.30
Making the Right Connections — Finding NEW LINES FOSTER | JUNE10 | p.24
Measuring Sales Potential | KAHLE | APRIL07 | p.29
Objective View of a Technology Rep’s Future | ABRAMSON | JUNE06 | p.33
Outsmarting the GRIM REAPER | How to Overcome the Barriers of Change BAKER | OCT08 | p.22
SUPER REP | "One-Man" Rep Firms — The Ultra Multi-Taskers | MAY08 | p.9
Truth About Negotiating | FOSTER | MAY10 | p.14
VISION QUEST | Mapping Out a Dynamic Business Growth Plan CALHOON | APRIL09 | p.34

HIRING/HR

1001 Resumes | Finding the ‘Needle’ in a RESUME HAYSTACK HASKELL | MAY09 | p.14
Characteristics of a Professional | Are You Serious About Your Job? KAHLE | MAY06 | p.28
Hiring Is Like Looking at the Tip of the Iceberg | KAHLE | JUNE07 | p.48
Hiring Rep Firm Winners | WEISS | JUNE07 | p.56
If You Can’t HIRE a Good Salesperson… MAKE ONE! | BROOKS | JAN08 | p.15
In Search of the RIGHT SALESPEOPLE | How to FIND Them, HIRE Them, TRAIN Them and KEEP Them | FOSTER | MAY09 | p.10
Never-Ending Search for GOOD SALESPEOPLE | JAN08 | p.9
Power of Innovative Thinking | GRAHAM | JAN06 | p.62
WHERE Are ALL the SALESPEOPLE? | PEASE | JAN08 | p.25

INSURANCE

Facts and Figures: What You Should Know About LIFE INSURANCE SEPT06 | p.54
HEALTH INSURANCE Check-Up | Is Your Coverage Too Much, Too Little, or Just Right? | WILSON | APRIL09 | p.10
HEALTH SAVINGS ACCOUNT (HSA) | An Attractive Option for Reps APRIL09 | p.14
Take Charge of Your Health: Is a HEALTH SAVINGS ACCOUNT Right For You? | WILSON | JULY07 | p.28

PROMOTING YOUR AGENCY

ART of the DEAL | Buying, Selling and Merging Agencies | FOSTER | OCT08 | p.8
Clean Up Your Line Card | HASKELL | DEC10 | p.42
Gathering Information About Your Competitors | KAHLE | FEB10 | p.24
Reps Contribution to the Marketing Sandwich | FOSTER | JAN10 | p.40
Reps Find It’s Easy Being GREEN | FOSTER | FEB10 | p.12
ROCKET SCIENCE? Maybe Not. | Musts for Any Manufacturers’ Rep | FOSTER | JUNE09 | p.14

STARTING AN AGENCY

Following Different Paths on the Way to Being a Rep | DEC06 | p.6

SUCCESSION PLANNING

Family Business Succession with a Heart | HARRIS | AUG07 | p.34
Positive Side of Being "Sucked In" | JUNE07 | p.35
Ready to Exit? Most Owners are Not | MARTINKA | JULY10 | p.28
Spousal Business Succession | YEMM | JAN10 | p.49
Succession Planning | Just Do It | MAY07 | p.6
Succession Planning | There’s NO SUCCESS(ion) Without a PLAN FOSTER | APRIL08 | p.9
THIS WAY OUT! Strategies for Successful Exit Planning NAPOLI | JAN08 | p.19

TRAINING

BEST PRACTICES for Salespeople | KAHLE | JULY07 | p.14
Essence of Being "Teachable" | NAPOLI | MAY07 | p.29
Getting ROI in Communication Training | BATES | MARCH07 | p.37
In Search of the RIGHT SALESPEOPLE | How to Find Them, Hire Them, Train Them and Keep Them | FOSTER | MAY09 | p.10
Reaping the Rewards of the CPMR Experience | OCT07 | p.14
REP COACHING Pushes Team to the Top | JUNE07 | p.32
There’s No Winning without a SUCCESSFUL COACH | O’CONNOR | DEC08 | p.26
Training Program Pays Off Big Time | APRIL06 | p.31
Who Says You Can’t Teach an OLD REP New Tricks? FOSTER | MARCH09 | p.8

WAREHOUSING + INVENTORY

Risks and Reward of STOCKING REPS | MARCH07 | p.18

Agency-Principal Relationships

BUILDING + MAINTAINING RELATIONSHIPS

7 Habits Not to Break | FOSTER | JAN10 | p.28
10 Traits of EFFECTIVE REPS | Part I | An Overview | FOSTER | JAN09 | p.8
10 Traits of EFFECTIVE REPS | Part II | Facilitator & Producer | FOSTER | FEB09 | p.27
10 Traits of EFFECTIVE REPS | Part III | Change Master & Educator | FOSTER | MARCH09 | p.24
10 Traits of EFFECTIVE REPS | Part IV | Contributor & Envisioner | FOSTER | APRIL09 | p.24
10 Traits of EFFECTIVE REPS | Part V | Activator & Character Builder | FOSTER | MAY09 | p.26
ALL THINGS CONSIDERED | Elements of a Successful REP-PRINCIPAL ‘Marriage’ | FOSTER | JUNE09 | p.8
Backselling Pays Fast! Return-on-Investment Can Be Big and Quick | HASKELL | OCT10 | p.36
Business Timelines Keep Focus on Reality | JUNE06 | p.6
Customer Service Makes This Principal Perfect | Perfect Principal series: Lumsden Corp. | JAN06 | p.39
FEET on the STREET | Reps Are Ready to Hit the Ground Running FOSTER | JULY09 | p.12
Hardware Manufacturer Relies on Reps | Perfect Principal series: A.L. Hansen Mfg., Co., Inc. | MAY06 | p.47
MANA Manufacturer Works with Reps to Create Demand FOSTER | APRIL10 | p.10
Manufacturer "GETS IT" | JUNE06 | p.51
Manufacturer Treats Reps Like PARTNERS in PROFIT | Perfect Principal series: Leonard Valve Company | APRIL06 | p.6
Manufacturers and Reps Explore Their Expectations | JULY07 | p.6
Mutual Action Planning | PEASE | SEPT07 | p.31
New Markets & Territories Point to Future Success | FOSTER | AUG10 | p.10
One Rep’s Travels and Travails Through the High-Tech World | FOSTER | OCT10 | p.10
Partners In Profits or Adversaries? | MILLER | APRIL06 | p.20
Perfect Principal Doubleheader | Perfect Principal series: BETE Fog Nozzle and Conbraco Industries | FEB06 | p.47
Reps Dealing with the Pressure | FOSTER | SEPT10 | p.25
REPS to the RESCUE | LETH | FEB10 | p.28
SALES MANAGEMENT and the Role of the REGIONAL SALES MANAGER | HASKELL | JUNE09 | p.16
Simplifying the Sales Process for the Rep | HABERMAN | AUG07 | p.54
Strategic Approach to Enhancing the Relationship | FEB07 | p.6
Successfully Managing a REP-PRINCIPAL Business Relationship | PEASE | SEPT06 | p.28
SYNERGY & SENSE = RELATIONSHIPS | FOSTER | MARCH10 | p.24
This is What I Believe | A Rep’s View | ABRAMSON | NOV06 | p.37
Working Together to Enhance Profits | JAN07 | p.6

DEVELOPING NEW MARKETS

CO$TS of Poor Rep Selection | OWNBY | NOV08 | p.28
New Markets & Territories Point to Future Success | FOSTER | AUG10 | p.10
PIONEERING | Successfully "Prospecting" New Lines | DEC07 | p.8
PIONEERING Revisited | APRIL08 | p.15
SHARED TERRITORY DEVELOPMENT | Pioneering PAYS OFF for Manufacturers and Reps | FOSTER | DEC08 | p.8

FINDING + SELECTING AGENTS

Advertising for Agents? There’s Room for Improvement | KRAUSE | APRIL07 | p.35
Looking for Reps? | OWNBY | JAN07 | p.22
Searching For Reps | COHON | DEC10 | p.28
Why I Love to Find My Competitor’s HOUSE ACCOUNTS | EVANS | NOV08 | p.24

TERMINATING A RELATIONSHIP

Cutting the TIES that BIND | Decision to Eliminate Lines Frees Up Valuable Resources for One Rep Firm | MAY08 | p.15
Knowing When to Resign a Line | JUNE07 | p.10
Resigned Any Lines Lately? Why? | JUNE07 | p.6

TRAINING

Mutual Action Planning | ZAFIRO | SEPT10 | p.41
SATISFACTION GUARANTEED (STS) | Quality of Customer Service is Key to Rep Firm Survival | HASKELL | NOV08 | p.32
Training in the Mix as Manufacturer Builds Rep Force | APRIL06 | p.28
Training PRINCIPALS to Work with Their Reps | MAY06 | p.6

VALUE of WORKING with AGENCIES

DEBUNKING the MYTHS of Using Reps | FOSTER | JUNE10 | p.34
Examining the Rep’s VALUE PROPOSITION | FOSTER | APRIL10 | p.42
FULL SERVICE | Gas Stations, Car Washes, Rep Agencies MILLER | MARCH06 | p.20
Increased Costs Place More Pressure On Reps | FOSTER | SEPT10 | p.47
- Reps Dealing with the Pressure | FOSTER | SEPT10 | p.25
Making Field Sales Calls Work for Both Sides | AUG07 | p.6
REPS to the RESCUE | LETH | FEB10 | p.28
REP vs. DIRECT | Inside the Mind of One Manufacturer FOSTER | JULY09 | p.8
REP vs. DIRECT | Pros and Prose for OUTSOURCED SALES FOSTER | MARCH08 | p.11
Why Use a Manufacturers’ Representative | MARCH07 | p.49

Canadian Repping

Canadian Official Views World Markets | JAN06 | p.35
News Update on Border Crossing | APRIL06 | p.50

Commissions

NEGOTIATING

Effectively Negotiating a REP CONTRACT and Other Agreements NEWMAN & GLAZER | JULY07 | p.33
How Motivating is a COMMISSION CUT? | MILLER | NOV08 | p.18
How to Prevent 11th Hour Negotiations | THULL | MAY07 | p.49
The Massive Price of "Negotiaphobia" | HUTSON | DEC10 | p.34

PAYING

Sweating Out the Pursuit of a Cool Commission NEWMAN & GLAZER | AUG10 | p.46

SPLIT COMMISSIONS

Coming to Agreement on SPLIT COMMISSIONS | SEPT06 | p.6
SPLITTING COMMISSIONS Across Multiple Territories
BALZER | MARCH06 | p.6

Communication

Communication! Communication! Communication! The Golden Thread that Ties Key Leadership Functions Together | FROSCHHEISER | DEC08 | p.30
Cut Through the Communication Clutter | RUTTER | MAY07 | p.53
Email Autopilot — "e" Means "Electronic" not "Everything" MOORE | MAY08 | p.31
Forecasts or Honest Information? | PEASE | NOV06 | p.26
Getting Attention in the Age of the Overwhelmed | BROCK | AUG10 | p.53
Getting Out of the Phone Loop | Making It Easy for Customers to Conduct Business with You | BROWN | MARCH07 | p.53
Implementing Information Retrieval Systems | LEIST | JAN07 | p.56
MAXIMIZING COMMUNICATION | Rep Communication Guides Principals FOSTER | JAN09 | p.14
Root Causes of Poor Communication | DYER | DEC06 | p.52
Taking Stock of MANA Products and Services | OCT06 | p.6
Truth About Lying | BOE | DEC06 | p.50

Education

ADVICE: Gleaning Good Ideas for Greater Success | JUNE08 | p.9
Beware of the MULTI-TASKING Myth | PEASE | JAN09 | p.23
CPMR Spells Success for Reps and Manufacturers | APRIL06 | p.55
Keep Your Workday Sanity: Make the Most of Your Time | JAY | OCT10 | p.32
MANA Members Mentor Undergrads | NOV06 | p.35
Reps Tout CPMR Program | JAN06 | p.11
Sales Training That Sticks | MACHE | FEB07 | p.58

Globalization + Foreign Trade

AROUND THE WORLD IN A DAY | One Rep Takes a Global Approach, Literally | FOSTER | AUG09 | p.36
Case History of EUROPEAN MISSIONARY WORK HEUMUELLER | MARCH06 | p.34
Finding Reps "SOUTH of the BORDER" | Proving Doubly Difficult SEPT06 | p.47
Practical Tips for Representing FOREIGN PRINCIPALS RAMIREZ | JULY06 | p.28
Reps Look EAST and WEST for Growth | MARCH06 | p.36

Internet + Technology

E-COMMERCE

Building Relationships Through Relationship Farming | BROCK | DEC07 | p.42
Customer-Driven Marketing | BROCK | MARCH08 | p.42
Living Fast and Loving It! | OCT06 | p.26
Marketing Myths Exploded | What Your Customers Don’t Want | BROCK | NOV07 | p.38
Mastering Productive Tech Tools | FOSTER | OCT10 | p.16
Is Your Office An Information Toxic Dump? | HEMPHILL | NOV10 | p.32
It’s a Different World Out There | BROCK | NOV06 | p.24
It’s Not About E-Commerce, It’s About R-Commerce | BROCK | JUNE06 | p.25
Relationship Farming | How to Deal with the Weeds | BROCK | FEB08 | p.42
Study the Soil Before Planting the Crop | Sound Advice for Relationship Farming | BROCK | JAN08 | p.40
Technology In Busness — Use It, Don’t Rely On It | JAMAIL | OCT10 | p.28
Web Sites In The "RoHS" Age | KAUFMAN | JUNE07 | p.22
Welcome to the (Email) WILD WILD WEST | MILLER | FEB08 | p.25
Your Website Bites! | KAUFMAN | AUG07 | p.28

GENERAL INTERNET

DEVIL and the DETAILS | Making DOLLARS and SENSE out of Your Website | FOSTER | FEB08 | p.11
Does Your Business Need a Boost? BLOGS and PODCASTS May Be Your Answer | KOEPPEL | OCT07 | p.38
FUTURE of the INTERNET | MAY07 | p.26
How Reps Can Get the Most from Google | BROCK | APRIL06 | p.26
It’s Not Mission Impossible to MARKET on the NET | BROCK | MARCH06 | p.26
Keys to an Effective and PROFITABLE WEBSITE | KOEPPEL | APRIL07 | p.11
Let the WEB Empower You and Your Business | BROCK | JAN07 | p.20
Really Cool Ways to Blow it on the INTERNET | BROCK | AUG06 | p.23
Recipe for Constructing an EFFECTIVE WEB PRESENCE | BROXSON | FEB08 | p.15
Steps to a Professional Online Presence | LONTOS | NOV10 | p.48
Technology | What the Future Holds for You | BROCK | APRIL07 | p.26
The WEB | APRIL07 | p.6
Use Today’s WEB Technologies to CONNECT with Your CUSTOMERS | KOEPPEL | SEPT07 | p.28

HARDWARE

Become a Platform Agnostic and a Customer Zealot | BROCK | JULY06 | p.26
Get Online Anywhere with a Laptop Cellular Card | KOMANDO | JULY07 | p.26
Keeping Up with Computer Maintenance | MARCH06 | p.25
Mind-Stretching Technology | BOOST PRODUCTIVITY and Gain a Competitve Advantage | BROCK | APRIL08 | p.42
Rep Technology | POWER TOOLS for Profit and Productivity | BROCK | NOV08 | p.8
Using a Personal Digital Assistant (PDA) for Marketing and More | BROCK | DEC06 | p.27

SOCIAL MEDIA

Business-Building Action: Big Four of Social Media | BROCK | AUG10 | p.24
Create Social Media Guidelines to Reach Your Customer | BURRUS | MARCH10 | p.40
How to Ruin Social Media Strategy for Your Company | JENNINGS | AUG10 | p.38
Keys to Social Media Success | LONTOS | FEB10 | p.44
Reinvent Relationships with Your Customers Online | LUTZE | JULY10 | p.16
Rules of Social Media Marketing for Businesses Large and Small | RAMIREZ | OCT10 | p.21
Taking Business Networking to a New Level | KELLEY | OCT10 | p.24
Using Facebook As A Business-Building Tool | LUTZE | DEC10 | p.46

SOFTWARE

Assessing the SPYWARE Plague | FEB06 | p.25
Benefits of Being in the Cloud | BROCK | SEPT10 | p.29
Déjà Vu and MICROSOFT | FEB07 | p.26
Exploring the Need for a FIREWALL | JAN06 | p.19
REP SOFTWARE Provider Profiles | NOV06 | p.6
TECHNOLOGY Lets Sales Agencies Operate Efficiently | AUG07 | p.31

Legal + Contracts

From the Jaws of Defeat | Snaring a Sweet Multi-Million-Dollar Settlement Instead of Accepting Termination | JULY06 | p.7
Inviting the BULL Into the CHINA SHOP | How the Savvy Rep (Safely and Effectively) Uses Legal Counsel | SCHOONOVER | NOV07 | p.8
Keep Your Eyes on the Prize | How to Avoid Being Derailed by Small Details | FREEMAN | FEB08 | p.29
How to Soften the Impact of CUSTOMER BANKRUPTCY A Special Report for BUY-SELL Reps | BEEDERMAN | FEB09 | p.16
LEGALLY BLINDING | When a Promise is NOT a Promise | LUNDRIGAN & MELVILLE | MAY09 | p.16
MANA Attorneys Gain Key Rep Victory in Circuit Court | FOSTER | NOV10 | p.10
Principal Lacking Good Faith Commits a Breach of the Peace (Bridge) | NEWMAN & GLAZER | NOV10 | p.16
Recent Court Decisions | KRAMER | SEPT06 | p.20
Renegotiating with Integrity | FREEMAN | JAN07 | p.29
Rep’s "Expectation" is Met, But Disappointment Follows | NEWMAN & GLAZER | JAN07 | p.32
Rep’s Perspective of this Year’s MANA Legal Forum | LETH | DEC06 | p.29
Representative Agreements Must Be Rewritten Annually | BALZER | NOV06 | p.52
Roadmap to Success | Legal Aspects of Buying or Selling a Rep Firm (Part I) | NEWMAN | MAY08 | p.19
Roadmap to Success | Legal Aspects of Buying or Selling a Rep Firm (Part II) | NEWMAN | JUNE08 | p.15
SEEKING COUNSEL | Attorneys Tackle Rep Issues | FOSTER | FEB09 | p.8
Some Thoughts on Representative Agreements | KRAMER | FEB07 | p.20
Sweating Out the Pursuit of a Cool Commission | NEWMAN & GLAZER | AUG10 | p.46
Unique Opportunity in an Untapped Market | NEWMAN | JAN10 | p.52
When Contracts Go GLOBAL, International Arbitration Pays Off | VALENTINE | FEB09 | p.14
When it Comes to Legal Issues, the Message is Loud and Clear: REPS PREPARE! | From MANA’s 5th Legal Symposium | NOV07 | p.14
Working WITHOUT a CONTRACT | Will I EVER Get Paid? | NEWMAN & BEEDERMAN | DEC07 | p.14

Legislation

Commission Protection Acts Updated | JAN07 | p.38

Member Profiles

AROUND THE WORLD IN A DAY | One Rep Takes a Global Approach, Literally | FOSTER | AUG09 | p.36
As the World Turns | A Rep Adapts to a CHANGING WORLD A CASE STUDY | AUG08 | p.16
Building on PAST SUCCESSES | Bryan Shirley, MANA President/CEO JAN07 | p.26
"COMMITMENT" Cements Perfect Relationship Perfect Rep series | OCT06 | p.32
Do What You Do Best — SELL | Dennis Badour of LDMF, LLC | OCT06 | p.9
Four Agencies Provide Foundation for MANA’s 60-Year History of Service SEPT07 | p.36
From LEMONS to LEMONADE | A Rep Success Story | SEPT08 | p.14
Getting the RIGHT FIT and Making It Work | JULY06 | p.32
MANA Member Addresses REP CONCERNS at Industry Conference Perfect Rep series | JAN07 | p.48
Nelson & Associates Fit Profile of the "PERFECT REP" Perfect Rep series | JUNE06 | p.27
RECIPE for SUCCESS | MANA Member UNITY Dishes Up a Winning Rep-Firm Formula | NOV07 | p.30
Rep and Manufacturer Working Off the Same Page Perfect Rep series | SEPT06 | p.50
REP SUCCESS | A Long Range Vision Makes Both Dollars & Sense SEPT08 | p.8
Rep’s Belief in Service Paves "PERFECT" Business PATH Perfect Rep series | AUG06 | p.6
Returning the Favor | Perfect Rep series | DEC06 | p.32
Southern California Rep Marks 75th Anniversary | CP Crowley Company MARCH07 | p.32
Step Right Up to the GREATEST SHOW on EARTH Electrical Marketing Services (EMS) | FEB08 | p.33
Striving to Be the BEST | Perfect Rep series | NOV06 | p.47
Sustainability a Half-Century Long Bartlemay & Associates, Inc. | JUNE08 | p.23

Other Associations

Benefits of Technology Take Center Stage at AIM/R Conference JULY07 | p.47
Capital Equipment Reps Exchange Strategies During Conference | FEB06 | p.6
CHANGE IS IN THE AIR | PTRA Conference Previews Economic Upturn | FOSTER | AUG09 | p.30
Combined Association Efforts Benefit Members | JAN06 | p.6
Consumer Products Reps Join Forces with MANA | MAY06 | p.31
Consumer Reps Encounter Similar Trends and Challenges | FEB06 | p.28
HIRA Serves Reps in the Healthcare Field | FEB06 | p.32
Industry Conventions Still Offer Value for Those Who Participate MARTIN | SEPT06 | p.32
MAFSI Members Wrestle with Change | JAN06 | p.13
MANA and Trade Association Partner to Expand Reps’ Opportunities FEB07 | p.12
MANA Capital Equipment Reps Meet Marketing/Sales Challenges FEB07 | p.32
NEMRA Study Takes Aim at Waste in the Channel | DEC06 | p.14
No STONE Left UNTURNED | Reps Get Advice on Every Aspect of the Business [AIM/R Conference] | SEPT08 | p.26
PTRA Marks 35th Anniversary at Annual Conference | AUG07 | p.48
PTRA President Promotes Association Participation | MARCH06 | p.28
Trinkle to PTRA: The Times Are A-Changing | AUG06 | p.32
What MANA Does Best For Its Members | FOSTER | DEC10 | p.25

Sales + Marketing

MARKETING

Adversity Gives You Strength | BOE | JUNE06 | p.36
A Short Conversation in Avoiding Marketing Stupidity | GRAHAM | MARCH10 | p.46
Breaking the Bonds of Mediocrity | EICHELBERGER | OCT06 | p.47
Building a Strong Brand Can Be as Rewarding as STRIKING GOLD | JULY08 | p.16
Building Your Business and Credibility Through Public Speaking | FRIPP | NOV10 | p.40
Calming "CUSTOMONSTERS" and Other High-Maintenance Clients | ZABRISKIE | MAY07 | p.56
Closing the Gap Between Value Creation and Value Delivery | THULL | MARCH06 | p.47
Creating Profitable Relationships by Earning Trust and Credibility | COHEN | MAY06 | p.35
Creative Matchmaking | How to CULTIVATE a Network of ENDLESS REFERRALS (Part II) | BURG | JULY09 | p.38
DARK SIDE of Private Labeling | RAY & GORDON | DEC07 | p.31
Drive the Greatest Revenue Results Using the Rules In Loyalty Sales Calling | FARRELL | SEPT10 | p.11
Executive Access | Getting in and Earning the Keys to the Elevator | THULL | APRIL08 | p.27
Filling Up a Half-Empty Glass | SELF-MANAGEMENT Tips for Salespeople | KAHLE | MARCH08 | p.19
Finding Costly and Embarrassing Mistakes Before Your Readers Do | MOORE | DEC07 | p.27
First Steps to Effective SALES PLANNING | KAHLE | SEPT06 | p.35
Four Factors of RISK | APRIL07 | p.48
From STORM CLOUDS to Sunshine | Turning the Recession into a Marketing Opportunity | GRAHAM | APRIL09 | p.20
Fueling the Engine of Sales Success | McNALLY | APRIL08 | p.21
Gaining Credibility by Asking Questions | THULL | NOV06 | p.54
Grow Your Business with Relationship Marketing | LINDQUIST | FEB07 | p.53
High Cost of Marketing | GRAHAM | MAY06 | p.52
How Important (or Fatal) Is a Strong EGO to Sales Success? | BROOKS | APRIL06 | p.53
How Sales Professionals Screw Up Sales Meetings | HOLLOWAY | JUNE07 | p.52
I’m Not a Salesperson…or Am I? MAXIMIZING Your SALES POTENTIAL with the Effective Use of Referrals | GARDNER | JAN08 | p.33
Is It Sales and Marketing or Marketing and Sales? | GRAHAM | JULY06 | p.47
It’s All About the RISK! | KAHLE | DEC06 | p.55
JACKPOT | Proven Ways to Win More Business | GRAHAM | MARCH09 | p.20
Leveraging VALUE to Retain Profitable Customers | THULL | NOV07 | p.24
Managing Your Most Valuable Asset (You’ll be Surprised at What It Is) BROOKS | MARCH06 | p.32
Maximizing Sales in the COMMUNICATION AGE | AUG08 | p.22
Minding Your Diamond Mine | How to CULTIVATE a Network of ENDLESS REFERRALS (Part I) | BURG | MARCH09 | p.14
"Neuroeconomics" of Sales | How Buyers REALLY Decide CHERRY | JUNE07 | p.26
Newsflash: the Source of Your Obstacles Isn’t Your Customers— It’s Actually YOU! | KAHLE | MAY08 | p.23
"NO" Is Just a STEPPING STONE on the Path to Success | FENTON & WALTZ | MARCH08 | p.29
Principles of Persuasion | BOE | MAY07 | p.32
Promote Like a Showman! | MACVICAR | NOV10 | p.44
Protecting Your Good Accounts from the Competition | KAHLE | JULY06 | p.55
Providing WORLD CLASS SERVICE | How to Stand Out in the Crowd | JULY08 | p.32
Questions SEAL the DEAL | COHEN | JULY06 | p.52
Rx for Success | SELF-SABOTAGE, the Cause and the Cure | THULL | JUNE08 | p.31
Seven Service Habits to BOOST Your BOTTOM LINE | TAKASH | JUNE08 | p.19
SLAYING the GATEKEEPERS | How to Get to the Top to Make the Sale | MANFER | AUG06 | p.37
Surviving in a Shopping Nation | How to INCREASE LOYALTY and Encourage Repeat Business | GARDNER | MARCH08 | p.25
Turning Customer Complaints Into Cash Opportunities | RUTTER | FEB07 | p.28
Uncover More Opportunity | Ask Great Questions | BATES | OCT06 | p.53
Visibility Means Opportunity | HASKELL | NOV10 | p.36
Ways to OUT-MARKET the COMPETITION | GRAHAM | MAY10 | p.48

SALES TOOLS

Add Sales Triumphs To Your Selling Skills Repertoire | SINGER | SEPT10 | p.33
Applying the Concepts of Continuous Improvement to Sales Leadership THULL | JAN06 | p.28
ART of SILENCE | How Keeping Quiet Can Bring More Power TAHIR | JULY 08 | p.24
CAGED TALENT | Overcoming Beliefs that Limit Your Sales Performance KAHLE | MARCH09 | p.32
Closing the Sale | KAHLE | MAY10 | p.10
Creating A Powerful Sales Plan | KAHLE | OCT07 | p.30
Creating a Sales Presence in the GLOBAL MARKETPLACE | AUG 08 | p.8
Critical Skills for Sales Success | AUG08 | p.26
Effective Questioning Combats Centuries-Old Selling Problem | LONG | NOV10 | p.24
FEARLESS PROSPECTING in a Changing Economy McCANN | OCT08 | p.18
Fine Tune Your Balancing Act to Weather the STORMY CLIMATE GRAHAM | DEC08 | p.20
Go from GOOD to GREAT | Boosting Your Sales Career EICHELBERGER | MAY06 | p.54
Good News About Cold Calls! | GARDNER | JULY07 | p.36
How to Avoid the Blank Stare of DISENGAGEMENT (In a Buyer’s Eye) BOOHER | OCT08 | p.26
How to Keep Your Sales from Running OUT of GAS | GRAHAM | JULY09 | p.30
How to PLAN and EXECUTE Effective Sales Meetings (from Rep & Principal’s Perspective) | FOSTER | AUG09 | p.8
How to UNLEASH the POWER within You | DUKE | JAN09 | p.30
Numbers Game | INCREASING (Sales) PERFORMANCE | AUG08 | p.34
On Preparation and Presentations | KAHLE | DEC10 | p.38
OVERCOMING Customers’ OBJECTIONS | ADAMS | DEC06 | p.36
Presentation Trap: Why Making Presentations Can Cost You the Sale THULL | FEB06 | p.52
Passion as a Sales Tool | HUNTER | SEPT07 | p.52
Speed Bumps Ahead! Avoiding COMMON Sales MISTAKES CHERRY | FEB08 | p.17
Use Questions to GAIN More SELLING POWER | BROOKS | MAY07 | p.35
Want an OBJECTIONS ROADMAP? | LORENZEN | MAY10 | p.20
When Did "CLOSING" Become a BAD WORD? | GUERTIN | MARCH06 | p.51

SELLING

A Better Approach with Purchasing Departments | HUNTER | OCT10 | p.44
Are You Hindered by FORMERLY EFFECTIVE Sales and Marketing Policies? | KAHLE | JAN06 | p.24
BARBED DEFENSE | Protecting the Relationships with Your BEST CUSTOMERS | EMDE | APRIL09 | p.30
Blitzing Your Way to Sales Success | KAHLE | FEB06 | p.36
CLOSING the SALE | A Realistic Perspective | KAHLE | NOV06 | p.30
Common Sales CHALLENGES that Prevent Executive-Level Access | THULL | AUG06 | p.56
BULLSEYE | CSP Program Continues to Hit the Mark | FOSTER | OCT08 | p.30
Characteristics of a TOP PRODUCER | LORENZEN | JUNE10 | p.48
Customers for LIFE! | BOE | OCT06 | p.51
Dealing with a SALES SLUMP | WEISS | OCT07 | p.20
Decision to BUY | THULL | APRIL07 | p.52
Dislodging Your Competitor Is a Game of STRATEGY — Not DODGEBALL | BROOKS | MARCH08 | p.33
DREAM BIG! When the Going Gets Tough, REPS WORK HARDER & SMARTER | CHAPIN | JULY09 | p.22
Dumbest Things Salespeople Do | BROOKS | JULY07 | p.53
End of Solution-Based Selling | THULL | JAN07 | p.35
FORMULA for SUCCESS | Dispelling the Age-Old Sales Myth | SMITH | JULY09 | p.26
Getting a Head Start on the Competition | GRAHAM | FEB10 | p.20
Grooming the Tribe | PERFORMANCE ENHANCING Tools for Sales Managers | THULL | FEB08 | p.21
Handling Objections | KAHLE | JULY10 | p.24
How To Develop the Mindset of a Champion In Your Sales Career | SINGER | NOV10 | p.52
Is Your Sales Team Creating REAL DIFFERENTIATION? | ROTH | JAN10 | p.10
Keep Your SALES UP — Even in a Down Market | SMITH | JUNE09 | p.36
Making Sure You Get The Sales | GRAHAM | NOV10 | p.20
PAY or PLAY | Do Nice (Sales) Guys Finish Last? | RAHN | AUG09 | p.18
Sales and the Absolute Power of INFORMATION | KAHLE | JULY09 | p.16
SALES MANAGEMENT and the Role of the REGIONAL SALES MANAGER | HASKELL | JUNE09 | p.16
Salespeople Under Seige: The Profession Redefined | GRAHAM | JAN10 | p.20
Sales Strategy that Works | GRAHAM | JUNE10 | p.14
Sales Versatility: Connecting with Customers Every Time | LEIMBACH | APRIL10 | p.24
Selling Isn’t What You Might Think it Is | GARDNER | APRIL07 | p.56
Selling to Executives | Who’s Getting Their Attention, You or Your Competitor? | THULL | MARCH07 | p.29
Selling to the Four Temperament Styles | BOE | JULY10 | p.34
SOUND CHECK: Tune In to Your Customers for Better Sales | KAHLE | AUG09 | p.14
Sweet Smell of Success | What Your Buyers (REALLY) Want | BROOKS | DEC07 | p.35
Sweet Smell of Yes | Making a Connection with the Buyer | AUG08 | p.30
Those with the "In" Win | Getting Connected and Closing the Sale | MANFER | OCT06 | p.38
Turning the Tide In Your Favor | GRAHAM | OCT10 | p.48
Under the Influence: Key Behaviors for Sales Breakthroughs | VENGAL | JULY06 | p.36
Warm Fuzzies | Are You Making a Sale or Making a Client for the Long Haul | BUCARO | JAN08 | p.29
Who’s Guarding the Coop? How to MAINTAIN Your KEY ACCOUNTS and Keep Your Competitors Out | BROOKS | MAY08 | p.27
Would You Like FRIES with that? | UP-SELLING Brings Additional Revenue with Relatively Low Expense and Effort | BOE | DEC08 | p.16