The Future of Independent Reps: What’s Changing, What’s Working & What’s Next
The independent manufacturers' representative profession is evolving rapidly. Join fellow MANA members for an interactive peer-to-peer discussion on the trends, challenges, and opportunities shaping the future of rep agencies.
From the growing influence of artificial intelligence on relationship selling to the impact of tariffs, supply chain disruptions, and economic uncertainty, today's reps are navigating a business environment that looks very different than it did just a few years ago. At the same time, agencies must address a critical question: How do we attract and develop the next generation of independent sales professionals?
This collaborative discussion is designed to encourage open conversation and knowledge-sharing among industry peers. Exchange ideas, learn how fellow agencies are adapting, and gain practical insights from those who understand the unique realities of running an independent manufacturers' representative business.
Led by MANA members Gary Coval and Casey Clemmer, the conversation will explore:
Artificial Intelligence & the Future of Relationship Selling
Is AI becoming a competitive advantage for independent reps, or will strong personal relationships remain the industry's greatest differentiator? Discuss how agencies are leveraging technology while preserving the value of face-to-face connections and trusted partnerships.
Navigating Economic Uncertainty: Tariffs, Supply Chains & Market Volatility
What challenges are having the greatest impact on your agency today? Share strategies for responding to tariffs, supply chain disruptions, inflation, shifting customer demand, and other market pressures.
Building the Next Generation of Independent Reps
The future of the profession depends on attracting new talent. If you had the opportunity to recruit a top young salesperson today, how would you demonstrate the value, flexibility, and opportunities that a career as an independent manufacturers' representative can offer?
Come prepared to share your perspective, learn from your peers, and contribute to a conversation about where the independent rep profession is headed next.
Gary Coval, President of CEP Sales, Inc.
Gary is based out of the Zionsville, IN office and began his CEP career focusing on Western, Illinois, and the surrounding region. He currently is responsible for covering Strategic Accounts throughout the CEP territories. Gary graduated from Purdue University in 1984 in Business and Marketing. Gary currently lives in Zionsville, IN with his wife and is enjoying his 2 grandchildren who also live in the area. Prior to joining CEP, Gary spent 10 years with Marathon Oil Company in various Sales and Training positions. Gary is now a partner in ownership and has been with CEP Sales since 1994.
Casey Clemmer, President with R&H Technical Sales, Inc.
During and after college, I worked for 12 years in Physical Therapy in various positions. I am not an engineer by degree but was the facility maintenance manager alongside my other PT assistant duties. I was brought into R&H by my Father-In-Law back in 2012. I spent a few years under his training learning the buisness. Then my wife and I ended up buying the company from him in 2015. I like helping people and although I do not do that through physical therapy anymore, I take the same stance with my role now - helping our clients get the right solution for their application.
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