The Rep Connection

Marketing Your Manufacturers' Representative Business

When a line that can increase your commission income by 10 to 20% is looking for a rep in your territory, how do you make sure you are in the running? A rep firm's succes

Developing New Markets With Professional Manufacturers' Reps

How to Run Impactful Sales Meetings with Manufacturers' Reps

How to Handle Territory Visits

Working With Rep Councils

Rep-Manufacturer Communications

Sales Reps and Manufacturers: Adversarial or Cooperative?

Understanding the Rep-Principal Relationship

Working as Partners in Profits

Originally recorded May 2020

What is a Rep? Why Start a Rep Agency?

In less than 10 minutes, hear what it means to become a professional manufacturers' representative.

Steps To Rep Professionalism

An introduction to MANA's steps to rep professionalism

Hiring Salespeople for Your Manufacturers' Representative Firm

Insights For Hiring Salespeople for Your Manufacturers' Representative Firm

Harvard Business School - Outsourcing Sales by Charles Cohon

Entrepreneurial Harvard Business School students often use outsourcing as a tool when they launch new ventures. To explain how the selling function can be outsourced, Har

021: Peter Zafiro

Peter Zafiro, General Manager, LinMot USA, Inc. is an experienced hand working with manufacturers' representatives and in this episode of Outsourcing Selling he shares ho

020: If Your Rep Agreement is a Cadillac Don't Trade It For A Broken-Down Yugo

Years ago, your principal signed a rep agreement with you that protected your commission earnings, so you invested time and hard work to grow that line. Now your principa

019: Best Practices Interview with First Mfr. on MANA's Board of Directors: Charlie Ingram, Eriez Mfg.

In this podcast Charlie Ingram, Vice President, Sales and Marketing, Eriez Manufacturing, gives representatives a chance to see themselves as a manufacturer sees them.

018: My biggest principal was just sold. What do I do now?

Sometimes a new owner makes things better for reps. More often, a new owner eventually challenges legacy reps to prove their value, or even fires all its reps to save on

017: Women Entrepreneurs – Untapped Rep Talent Pool

In this podcast the first woman member of MANA's Board of Directors, Michelle Jobst of Jobst Incorporated, Eden Prairie, MN, discusses her recent Agency Sales magazine ed

016: 1949 Rep Article Rings True Today

The year was 1947. Harry S Truman was president, the World Series was televised for the first time (the New York Yankees beat the Brooklyn Dodgers in seven games), Chuck

015: European Manufacturers' Representatives

Manufacturers' representatives are thriving in North America, but that's not the only place where sales force outsourcing has robust support. European manufacturers' repr