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.
- Understanding the Rep-Manufacturer Relationship
RESOURCE TYPE Working Together as Trusted Partners in Profits (7 minutes) Video Working Together as Trusted Partners in Profits (7 minutes) Podcast Analyzing the Manufacturers’ Rep-Principal Relationship Special Report Sales Reps/Manufacturers — Adversarial or Cooperative E-Book Partners in Profits or Adversaries? Agency Sales Understanding the Rep-Principal Relationship Teleforum
- Selecting the Right Manufacturers’ Rep
RESOURCE TYPE Selecting the Right Sales Channel Partner (10 minutes) Video Create a Successful Rep Network (11 minutes) Video Get them to call you back (7 minutes) Video Selecting the Right Representative or Principal Partners Special Report Selecting the Right Representative Teleforum Top Considerations When Hiring Manufacturers’ Reps Agency Sales Advertising for Agents? There’s Room for Improvement Agency Sales Searching for Agents Agency Sales Looking for Agents? Agency Sales Selecting the Right Sales Channel Partner (10 minutes) Podcast Create a Successful Rep Network (11 minutes) Podcast Get them to call you back (7 minutes) Podcast
- Negotiate Fair and Balanced Written Agreements
- Develop Trust and Open Communications With Manufacturers’ Reps
RESOURCE TYPE Drawing the Line Between Communication and Call Reports Agency Sales Maximizing Communication | Agent Communication Guides Agency Sales Rep-Manufacturer Communications Teleforum
- Form Rep Councils to Improve the Rep-Manufacturer Relationship
- Create Mutual Action Plans on How to Grow Territory Sales
- Set Up Territory Visits for Maximum Benefit
RESOURCE TYPE How to Handle Territory Visits Teleforum
- Run Impactful Sales Meetings
RESOURCE TYPE How to Run Impactful Sales Meetings With Manufacturers’ Agents Teleforum
- Develop Missionary Territories
RESOURCE TYPE Developing New Markets With Professional Field Sales Agents Special Report Developing New Markets With Professional Field Sales Representatives (7 minutes) Video Developing New Markets With Professional Field Sale Representatives (7 minutes) Podcast Pioneering | Successfully “Prospecting” New Lines Agency Sales Pioneering Revisited Agency Sales Shared Territory Development Agency Sales
High-quality manufacturers abide by MANA’s Code of Ethics