The Decision by NAGMR to Avail Itself of Services from MANA

The decision by National Association of General Merchandise Representatives (NAGMR) to work with Manufacturers' Agents National Association (MANA) creates a desired synergy between the two associations. According to Ron Otto, president of NAGMR, this collaboration aims to expand the menu of services for its members and provide opportunities to grow the association’s membership.

NAGMR is a professional association of consumer product brokers representing leading manufacturers to the food, drug, and mass merchandise trade. They are sales specialists in health & beauty aids, cosmetics, general merchandise, and food products, with special expertise in over-the-counter (OTC) and drug-related products. Otto explains that NAGMR members work with consumer packaged goods manufacturers, most of whom aim to conduct business with major chains in the country. He notes, "Approximately 10 chain store operations control the more than 35,000 stores that sell these goods, controlling about 90 percent of the business."

For more information about NAGMR, visit www.nagmr.org. It might also be worthwhile to visit the websites of some of the association's members, such as:

• National Sales Solutions, LLC: www.nationalsalessolutions.com
• Elias Shaker & Company: www.eliasshaker.com
• Morgan & Sampson USA: www.morgansampsonusa.com

Joe Miller, President of MANA, commented on the alliance, "We think the benefits to both NAGMR and MANA are substantial and quite clear." Otto agrees, stating, "The alliance with MANA gives us the best of both worlds. We have the advantage of being small and quick to react, as well as the benefits of being allied with a major champion of the rep/broker profession."

Joint Agreement

The agreement between NAGMR and MANA allows NAGMR to continue making all their strategic and tactical decisions as they have in the past. Otto, who is also the president of NAGMR-member firm National Sales Solutions, LLC, in St. Louis, Missouri, explains that the organization was founded in 1948 by a group of representatives and brokers who wanted to foster networking and encourage education among its members. At its height, NAGMR had close to 200 members, but today it has approximately 30. This drop in membership, coupled with the desire to provide added services, was among the compelling reasons for joining forces with MANA.

Among the benefits cited by Otto that are valuable to NAGMR members is the ability to network. "Our members, just as reps in other industries, can be fairly lonely. Our members deal with retailers who usually aren’t their social friends. Networking is important, and MANA can help with this," he adds.

Taking Advantage of Resources

Bruce Funk, from Elias Shaker & Co. and former president of NAGMR, supports the notion that an agreement between MANA and NAGMR benefits both organizations. "In a perfect world, there would be a wealth of resources we could make available to our members. That’s what we’re looking to offer through our agreement with MANA," he explains.

Funk also reflects on the history of NAGMR, noting that it was once a vibrant organization great for networking. "Given all that’s changed in the industry over the years, such as industry consolidation, we now have to look at things differently. In searching for an organization we could partner with, MANA was ideal. We’re going to maintain our individual identity and decision-making ability while gaining strength in being able to promote the rep way of going to market," he concludes.

Both men agree that the number-one challenge NAGMR and their partner MANA face in making this agreement work is their ability to grow the membership. Funk emphasizes, "We want to ensure that we’re not viewed as just a place for members to send a check. Our goal is to provide the value they’re looking for."