Hunting in the United States generates $25 billion dollars in retail sales and more than $17 billion dollars in salaries and wages each year, while creating sales tax, and state and federal income tax revenues for government agencies and public services of all kinds. Firmly positioned in the middle of this multi-billion dollar market is MANA-member MWS Associates, Inc.
What are manufacturers going to do to incent or support their reps while the reps take steps to develop new business? Often that incentive comes in the form of market development fees. That was the topic addressed by Hank Bergson, the former president/CEO of the National Electrical Manufacturers Representatives Association (NEMRA), during a MANAcast late last year.
Former rep Scott Lau stresses that maintaining strong relationships with your principals’ staff is key to operating a profitable independent manufacturers’ representative business.
Regular Agency Sales magazine contributor John Chapin states that for salespeople having a strong relationship in which people like and trust them is more important than any other factor in the sales process. It is more important than product performance, service, and even price.
Legal expert Randall Gillary shares stories about creative ways reps and manufacturers try to mend their relationships after a lawsuit.