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Explore the role of a manufacturers' agent, covering duties, sales techniques, and benefits for small to medium-sized firms. Learn more about this cost-effective sales strategy. Continue Reading
Discover effective strategies for manufacturers' representatives to boost sales and commissions through incentives, smart growth, and strong partnerships with principals. Continue Reading
Discover key strategies for salespeople to read prospects effectively using body language and listening skills to enhance sales performance. Continue Reading
ALOTO is a MANA Special Interest Group for Women manufacturers’ representatives. We focus on connecting, networking, education, and mentoring in the community of Women manufacturers’ representatives. Continue Reading
It’s Necessary to Have Financial Common Sense The beginning agent is often imbued with an unrealistic sense of what it takes to initiate an agency in terms of financial investment. A business plan that does not include the startup and more importantly the daily operating costs may not... Continue Reading
Why Become an Agent Anyway? Very few people start a business career with the idea of becoming a manufacturers’ agent. Those who do usually are directly related to the owner of an agency and are considered to be the heir apparent. The rest tend to go through the sales and marketing... Continue Reading
Personal Freedom The goal of personal freedom looms large in most conversations we have with agents. Many of them either see that they can go no further in the company that employs them, or they see that the company is not doing things the way they feel they should be done. In the latter... Continue Reading
The Future of the Agency Business The question most people have, but few ask, is that of the future. What is the future of the agency business? Given the problems we have seen with some companies cutting the agent out and looking for commission rebates, and the new things that are happening... Continue Reading
A manufacturers’ agent or manufacturers’ representative is a self-employed salesperson who represents one or more manufacturers on a commission basis. A large portion of small- to medium-sized manufacturing firms in the United States depends upon independent agents to sell their products. Continue Reading
by Dave Kahle “How can I sell more when I have so much to do?” That’s a question I’m asked whenever I’m talking to a group of salespeople. I’m sure you can empathize with the feelings behind it. You have new products to learn, paperwork to complete,... Continue Reading
Why do you want to become a manufacturers’ representative? What in the world possessed you to even consider this type of high-risk, straight-commission sales as something you think you would like to do and be successful at? Is it time for a quality of life change? Have you met... Continue Reading
Are you really ready to start your own professional sales company? Why not test yourself by answering the following questions. Starting a professional sales company is a big step in your career, probably the biggest one you’ll take, so be brutally honest with yourself as you answer these... Continue Reading
