Reflections on the Evolution of Business Practices

After 35 years in the rep business, I cannot help but reminisce about what my kids refer to as “the old days.” Often we made deals with a handshake, told our principals we would do a good job for them, went out and did it, and never worried about receiving our check. My, how times have changed (and I am sure for the better). We have become much better businesspeople. Selling is just not selling anymore, but a combination of sales, marketing, consulting, accounting and much more.

Challenges and Strategies in Modern Sales

When interviewing for a new line, the first two questions we ask are: …

Given the Steelers’ run through the playoffs and ultimate victory in this year’s Super Bowl game, it’s appropriate that a manufacturers’ rep in the Pittsburgh area would employ a strategy of a “good defense is a good offense” when going face-to-face with a customer intent on squeezing him out of his commission.

Market Dynamics and Legal Insights

MANA referral counsel Gerry Newman, Dan Beederman and Adam Glazer of Schoenberg, Fisher, Newman & Rosenberg, Ltd., Chicago, Illinois, report on an unlikely settlement recently scored by five sales reps facing termination when, in an increasingly common scenario, their long-time principal is acquired by a company with a direct sales force.

The ability for a rep agency owner to transfer the value of his agency may ultimately depend upon his or her viability as a candidate for a merger or acquisition.

Technological and Economic Trends

In January of this year, the Dow Jones industrial average closed above 11,000 for the first time since 2001, causing much optimism among investors.

Mac vs. PC? Unix vs. BeOS? Linux? What is the best platform to use? Is it Mac or PC? In today’s environment it doesn’t matter.

International Business and Effective Communication

The following business tips were offered by Florentino Ramirez, Ramirez & Associates, P.C., Dallas, Texas. Preparation and due diligence are critical when it comes to representing international principals.

One MANA member, Dean Baum of Southrep, Inc., Newnan, Georgia, has been reading the series of articles in Agency Sales devoted to the Perfect Principal.

Enhancing Sales Techniques

You can move people to action better with persuasion than with power.

In selling situations, the problem the prospect brings you is rarely the actual issue or concern.

We all know the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor.