News

February 2025 By Mark Hogan Tired of hearing that our ranks are thinning like a snowman at the beach. Well, guess what — I found an article...

January 2025 by Marty Grimes I began a career in the rep business on April 15, 1993. I started as a sub-rep with a well-established,...

January 2025 By Jack Foster According to Conservation Force, a Metairie, Louisiana-based organization whose stated purpose is “to expand and...

January 2025 By Jack Foster From the start, both parties are good to go when a manufacturer already has existing business in a territory and signs...

January 2025 By John Chapin In a recent survey, customers said that the #1 reason they conduct business with a particular company is because of a...

January 2025 By Scott Lau Maintaining strong relationships with your principals’ staff is key to operating a profitable independent...

January 2025 By Dave Kahle For much of my career, I’ve been cognizant of the threat posed by the rapid pace of change. Simply put, the world...

January 2025 By John Tschohl “The secret of my success is that we have gone to exceptional lengths to hire the best people in the...

January 2025 By Mark Hunter The big difference between top‑performing salespeople and average-performing salespeople……is how they...

January 2025 By Jeff Beals A construction executive once told me how the job-bidding process has changed in his industry. It used to be that a...

January 2025 | Principal Focus By Jack Foster A manufacturer reported that “As one independent rep firm continued to successfully grow in...

January 2025 By Randall J. Gillary Humpty Dumpty sat on a wall,Humpty Dumpty had a great fall.All the king’s horses and all the king’s...