Steps to Being a Quality Principal

MANA is the Association for Manufacturers Who Require the Utmost Professionalism From Their Agent Partners

As a manufacturer that outsources the sales function to independent manufacturers’ agents, you want to create relationships with the most professional manufacturers’ agents willing to work with you. The more professional the manufacturers’ agent, the more they sell for you.

On the other side of the relationship, the manufacturers’ agents want to partner with the highest quality manufacturers willing to work with them.

The goal is to create long-term and mutually profitable relationships, a “Partners in Profits” relationship.

9 Steps to “High Quality” Status With Manufacturers’ Agents

There’s a lot more to high quality than just the products and services they provide. Product quality, on-time delivery, responsiveness to customer issues are a given. That’s not the focus of this program.

Below we outline the steps to achieve the characteristics of high-quality manufacturers, as seen in the eyes of a manufacturers’ agent.

  1. Understanding the Rep-Manufacturer Relationship
  2. Selecting the Right Manufacturers’ Rep
  3. Negotiate Fair and Balanced Written Agreements
  4. Develop Trust and Open Communications With Manufacturers’ Reps
  5. Form Rep Councils to Improve the Rep-Manufacturer Relationship
  6. Create Mutual Action Plans on How to Grow Territory Sales
    RESOURCE TYPE
    Mutual Action Planning Agency Sales
    Mutual Action Planning Teleforum

     

  7. Set Up Territory Visits for Maximum Benefit
    RESOURCE TYPE
    How to Handle Territory Visits Teleforum

     

  8. Run Impactful Sales Meetings
  9. Develop Missionary Territories

High-quality manufacturers abide by MANA’s Code of Ethics