Keys to Successful Rep Agreements
By Charles Cohon, former CEO & President, MANA
What is the function of a manufacturers’ representative agreement? It is, quite literally, to get the manufacturer and representative “on the same page.”
This written agreement establishes mutually agreed upon goals and allows each party to manage the expectations of the other. And if the parties later remember those expectations differently, there is a written document to remind them of the terms to which each agreed.
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