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Charles CohonCEO & PresidentManufacturers’ Agents National Associationccohon@manaonline.org(877)626-2776Spring Marketing &...
www.slideshare.net/cohon/agmaSpring Marketing & ForecastingConferenceMay 22-23, 2013 Rosemont, IL
• Business Telephone Counseling• Legal Telephone Counseling• Agency Sales Magazine• Special Reports and Publications• Webi...
10% Income, 20% Time. Why?
Jack BermanBob ReissIt’s Not Just Business.It’s Personal.
19 CategoriesIt’s Not Just Business. It’s Personal.
23519 Categories14It’s Not Just Business. It’s Personal.
• Respect my companyand accomplishments.• Make me look good tomy customers.It’s Not Just Business. It’s Personal.Rep Compa...
Appreciate thereprep friendly/partof the familyRespect my company and accomplishmentsIt’s Not Just Business. It’s Personal.
Appreciate thereprep friendly/partof the familyCommunicatesquickly andaccurately:reports, quotes,samples,answers, qualityi...
Appreciate thereprep friendly/partof the familyCommunicatesquickly andaccurately:reports, quotes,samples,answers, qualityi...
Appreciate thereprep friendly/partof the familyCommunicatesquickly andaccurately:reports, quotes,samples,answers, qualityi...
Appreciate thereprep friendly/partof the familyCommunicatesquickly andaccurately:reports, quotes,samples,answers, qualityi...
Appreciate thereprep friendly/partof the familyCommunicatesquickly andaccurately:reports, quotes,samples,answers, qualityi...
Some people try to find things in this gamethat dont exist; but football is only two things:blocking and tackling. -Vince ...
Emotional FavoriteIt’s Not Just Business. It’s Personal.
The rep you want:• Rep Company PrideIt’s Not Just Business. It’s Personal.• Reinforce• Contradict
…want LEIA, to be Loved,Encouraged, Inspired andAppreciated.It’s Not Just Business. It’s Personal.
Reps and salespeoplewant …to KNOW youcare and they want toFEEL like they are yourPRIZED RACE HORSES!It’s Not Just Business...
The companies who … get anUnfair Advantage…•Are fun to work with.•APPRECIATE the work that wedo for them.•Take care of iss...
Request Free eBook by EmailIt’s Not Just Business. It’s Personal.
Not Emotional FavoriteIt’s Not Just Business. It’s Personal.
If I do too muchbusiness, they might:It’s Not Just Business. It’s Personal.1. Replace me within-house personnel2. Cut the ...
better prices or termsthan I am empowered togive.It’s Not Just Business. It’s Personal.They give my customers
They don’t listen to myinput, and afford me norespect for myexperience.It’s Not Just Business. It’s Personal.Communication:
goals or have noshared goals orexpectations.It’s Not Just Business. It’s Personal.They don’t set realistic
don’t understand thebusiness.It’s Not Just Business. It’s Personal.They hire regionalsales managers who
customer servicedepartmentIt’s Not Just Business. It’s Personal.They have a poor
It’s Not Just Business. It’s Personal.1. Ship on time2. Pay commission on time.3. Tell the truth4. Understand the repbusin...
Principals who:It’s Not Just Business. It’s Personal.1. Expect too much from therep in terms of collectingbills.2. Talk to...
1. Have too many “houseaccounts” in my territory.2. Have poor follow-throughand don’t pay attention todetail.3. Hide probl...
Why are certain linesfavored over others?It’s Not Just Business. It’s Personal.
1. The principals treat us likepartners.2. We know the products and aretherefore comfortable selling them.3. Commissions a...
1. The principal respondspromptly.2. The products are of goodquality.3. The factory is easy to work with.4. Customer accep...
1. Principals meet deliverycommitments.2. Personal relationships withthe principal.3. Good catalogs and selling aids.It’s ...
1. Fits synergistically with ourother lines.2. Principal is customer-oriented.3. Good income potential.4. Reasonable paper...
What should a mfr.do to get maximumattention from reps?It’s Not Just Business. It’s Personal.
1. From the top down, I wouldinstill and monitor anattitude that we are a teamand that the rep is ourpartner.It’s Not Just...
What should a mfr. do to getmaximum attention from reps?It’s Not Just Business. It’s Personal.1. Monitor customer servicep...
1. Publish a newsletter reportingrep successes.2. Minimize reports andpaperwork.3. Set mutual goals with reps.It’s Not Jus...
1. Pay maximum possible commissionsand be fair on split commissions.2. Provide best sales tools possible3. Establish and l...
Inspect!It’s Not Just Business. It’s Personal.Don’t just expect.
Charles CohonCEO & PresidentManufacturers’ Agents National Associationccohon@manaonline.org(877)626-2776www.slideshare.net...
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AGMA

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AGMA

  1. 1. Charles CohonCEO & PresidentManufacturers’ Agents National Associationccohon@manaonline.org(877)626-2776Spring Marketing & ForecastingConferenceMay 22-23, 2013 Rosemont, IL
  2. 2. www.slideshare.net/cohon/agmaSpring Marketing & ForecastingConferenceMay 22-23, 2013 Rosemont, IL
  3. 3. • Business Telephone Counseling• Legal Telephone Counseling• Agency Sales Magazine• Special Reports and Publications• Webinars and Teleforums• Agreement Guidelines• MANA Online RepFinder• Manufacturers’ SeminarsWhat is MANA?
  4. 4. 10% Income, 20% Time. Why?
  5. 5. Jack BermanBob ReissIt’s Not Just Business.It’s Personal.
  6. 6. 19 CategoriesIt’s Not Just Business. It’s Personal.
  7. 7. 23519 Categories14It’s Not Just Business. It’s Personal.
  8. 8. • Respect my companyand accomplishments.• Make me look good tomy customers.It’s Not Just Business. It’s Personal.Rep Company Pride
  9. 9. Appreciate thereprep friendly/partof the familyRespect my company and accomplishmentsIt’s Not Just Business. It’s Personal.
  10. 10. Appreciate thereprep friendly/partof the familyCommunicatesquickly andaccurately:reports, quotes,samples,answers, qualityissuesMake me look good to my customers.It’s Not Just Business. It’s Personal.
  11. 11. Appreciate thereprep friendly/partof the familyCommunicatesquickly andaccurately:reports, quotes,samples,answers, qualityissuesCollaborativestyleRespect my company and accomplishmentsIt’s Not Just Business. It’s Personal.
  12. 12. Appreciate thereprep friendly/partof the familyCommunicatesquickly andaccurately:reports, quotes,samples,answers, qualityissuesCollaborativestylePays on timeRespect my company and accomplishmentsIt’s Not Just Business. It’s Personal.
  13. 13. Appreciate thereprep friendly/partof the familyCommunicatesquickly andaccurately:reports, quotes,samples,answers, qualityissuesCollaborativestylePays on timeProfitableRespect my company and accomplishmentsIt’s Not Just Business. It’s Personal.
  14. 14. Appreciate thereprep friendly/partof the familyCommunicatesquickly andaccurately:reports, quotes,samples,answers, qualityissuesCollaborativestylePays on timeProfitableTrainingExclusiveTerritoriesFun to work withGreat ProductsSales ToolsSynergyTech SupportUnderstands therep modelEmpoweringGolden RuleGreatInfrastructureGreat MarketingLong termapproachSkilled presenter
  15. 15. Some people try to find things in this gamethat dont exist; but football is only two things:blocking and tackling. -Vince LombardiBlocking and TacklingIt’s Not Just Business. It’s Personal.
  16. 16. Emotional FavoriteIt’s Not Just Business. It’s Personal.
  17. 17. The rep you want:• Rep Company PrideIt’s Not Just Business. It’s Personal.• Reinforce• Contradict
  18. 18. …want LEIA, to be Loved,Encouraged, Inspired andAppreciated.It’s Not Just Business. It’s Personal.
  19. 19. Reps and salespeoplewant …to KNOW youcare and they want toFEEL like they are yourPRIZED RACE HORSES!It’s Not Just Business. It’s Personal.
  20. 20. The companies who … get anUnfair Advantage…•Are fun to work with.•APPRECIATE the work that wedo for them.•Take care of issues (quality,quotes, lead time, etc) quickly!It’s Not Just Business. It’s Personal.
  21. 21. Request Free eBook by EmailIt’s Not Just Business. It’s Personal.
  22. 22. Not Emotional FavoriteIt’s Not Just Business. It’s Personal.
  23. 23. If I do too muchbusiness, they might:It’s Not Just Business. It’s Personal.1. Replace me within-house personnel2. Cut the commission3. Shrink my territory.
  24. 24. better prices or termsthan I am empowered togive.It’s Not Just Business. It’s Personal.They give my customers
  25. 25. They don’t listen to myinput, and afford me norespect for myexperience.It’s Not Just Business. It’s Personal.Communication:
  26. 26. goals or have noshared goals orexpectations.It’s Not Just Business. It’s Personal.They don’t set realistic
  27. 27. don’t understand thebusiness.It’s Not Just Business. It’s Personal.They hire regionalsales managers who
  28. 28. customer servicedepartmentIt’s Not Just Business. It’s Personal.They have a poor
  29. 29. It’s Not Just Business. It’s Personal.1. Ship on time2. Pay commission on time.3. Tell the truth4. Understand the repbusinessPrincipals who don’t always:
  30. 30. Principals who:It’s Not Just Business. It’s Personal.1. Expect too much from therep in terms of collectingbills.2. Talk to my buyers withoutkeeping me in the loop.
  31. 31. 1. Have too many “houseaccounts” in my territory.2. Have poor follow-throughand don’t pay attention todetail.3. Hide problems.It’s Not Just Business. It’s Personal.Principals who:
  32. 32. Why are certain linesfavored over others?It’s Not Just Business. It’s Personal.
  33. 33. 1. The principals treat us likepartners.2. We know the products and aretherefore comfortable selling them.3. Commissions are fair in rate,amount, split, and are paid ontime.It’s Not Just Business. It’s Personal.Why are certain linesfavored over others?
  34. 34. 1. The principal respondspromptly.2. The products are of goodquality.3. The factory is easy to work with.4. Customer acceptance.It’s Not Just Business. It’s Personal.Why are certain linesfavored over others?
  35. 35. 1. Principals meet deliverycommitments.2. Personal relationships withthe principal.3. Good catalogs and selling aids.It’s Not Just Business. It’s Personal.Why are certain linesfavored over others?
  36. 36. 1. Fits synergistically with ourother lines.2. Principal is customer-oriented.3. Good income potential.4. Reasonable paperworkrequested.It’s Not Just Business. It’s Personal.Why are certain linesfavored over others?
  37. 37. What should a mfr.do to get maximumattention from reps?It’s Not Just Business. It’s Personal.
  38. 38. 1. From the top down, I wouldinstill and monitor anattitude that we are a teamand that the rep is ourpartner.It’s Not Just Business. It’s Personal.What should a mfr. do to getmaximum attention from reps?
  39. 39. What should a mfr. do to getmaximum attention from reps?It’s Not Just Business. It’s Personal.1. Monitor customer servicepeople to respond promptly2. Maintain good producttraining on a regular basis.3. Mail commissions on time -same day each month
  40. 40. 1. Publish a newsletter reportingrep successes.2. Minimize reports andpaperwork.3. Set mutual goals with reps.It’s Not Just Business. It’s Personal.What should a mfr. do to getmaximum attention from reps?
  41. 41. 1. Pay maximum possible commissionsand be fair on split commissions.2. Provide best sales tools possible3. Establish and listen to Rep Councils.It’s Not Just Business. It’s Personal.What should a mfr. do to getmaximum attention from reps?
  42. 42. Inspect!It’s Not Just Business. It’s Personal.Don’t just expect.
  43. 43. Charles CohonCEO & PresidentManufacturers’ Agents National Associationccohon@manaonline.org(877)626-2776www.slideshare.net/cohon/agma

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