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  • Going Direct - Duration: 5 minutes, 39 seconds.

    • 3 months ago
    • 122 views
    Periodically, customers ask their suppliers to cut the manufacturers' representative out of the relationship and deduct the commissions they paid them from the prices they charge the customer. Ther...
  • Why Join MANA - Duration: 37 seconds.

    • 5 months ago
    • 199 views
    A 30-second video on one of the many reasons to join MANA.
  • Welcome Manufacturers to MANA - Duration: 104 seconds.

    • 7 months ago
    • 59 views
    An introduction of the benefits MANA manufacturer members get once they join.
  • Welcome to MANA - Duration: 97 seconds.

    • 7 months ago
    • 29 views
    An introduction of the benefits MANA manufacturers' representative members get once they join.
  • Using the MANA LineFinder to Find Manufacturers to Represent - Duration: 4 minutes, 22 seconds.

    • 1 year ago
    • 555 views
    A tutorial to help manufacturers' representatives maximize results when they use the MANA LineFinder to search for principals to represent.
  • Using the MANA RepFinder to Find Manufacturers' Representatives - Duration: 7 minutes, 45 seconds.

    • 1 year ago
    • 1,426 views
    A tutorial to help manufacturers maximize results when they search for manufacturers' representatives using the RepFinder, MANA's online directory of manufacturers' representative members. For more...
  • Just as your company outsources legal or accounting functions, it also can outsource its sales function. To share that concept with its MBA students, Harvard Business School invited Manufacturers' Agents National Association CEO and President Charles Cohon to speak at its centerpiece Spangler Center.

    Harvard Business School "Outsourcing Selling" - Duration: 1 hour, 14 minutes.

    • 1 year ago
    • 4,374 views
    Entrepreneurial Harvard Business School students often use outsourcing as a tool when they launch new ventures. To explain how the selling function can be outsourced, Harvard Business School invite...
  • Extended Post-Termination Commission Clauses - Duration: 7 minutes, 17 seconds.

    • 1 year ago
    • 233 views
    Situations exist where the standard agreement termination clauses found in rep-principal agreements may not be appropriate. This presentation discusses those situations where extended post-terminat...
  • Steps to Being a Quality Principal Presentation - Duration: 5 minutes, 32 seconds.

    • 2 years ago
    • 1,248 views
    Manufacturers who outsource their sales function want to sign up the most professional manufacturers' agents willing to work with them. On the other side of the relationship, the professional manu...
  • Steps to Representative Professionalism - Duration: 6 minutes, 4 seconds.

    • 2 years ago
    • 1,692 views
    The more professionally you operate your manufacturers' representative business, the more successful you become. This video introduces the MANA "Steps to Rep Professionalism" program that helps ma...
  • Stop Wasting Your Time on Your Worst Lines - Duration: 7 minutes, 12 seconds.

    • 2 years ago
    • 592 views
    The more professionally you operate your manufacturers' representative business, the more successful you become. This video explains why and how professional manufacturers' representatives periodi...
  • Sell Your Rep Business - Duration: 7 minutes, 3 seconds.

    • 2 years ago
    • 1,925 views
    Introduction to the concept of selling a manufacturers' representative business. Presents concepts on valuation of the business, the buy-sell process and also discusses the subject of single-perso...
  • Selecting Sales Channel Partners - Duration: 9 minutes, 50 seconds.

    • 2 years ago
    • 1,683 views
    A presentation designed to help manufacturers and manufacturers' representatives learn how to go through the interview process. The presentation discusses reasons why relationships succeed, why th...
  • Starting a Manufacturers' Agency Business - Duration: 9 minutes, 17 seconds.

    • 2 years ago
    • 2,906 views
    A presentation designed to help those who may want to start a manufacturers' representative business learn more about the profession so they can make an informed decision.

    For more information, vi...
  • Get them to Call You Back - Duration: 7 minutes, 9 seconds.

    • 2 years ago
    • 1,022 views
    Helps manufacturers learn how to get manufacturers' representatives to respond to requests for representation consideration.

    For more information, visit www.manaonline.org
  • Create a Successful Rep Network - Duration: 11 minutes.

    • 3 years ago
    • 595 views
    A presentation designed to help manufacturers create a plan they use to set up a network of professional manufacturers' representatives.

    For more information, visit www.manaonline.org
  • Backselling to Principals - Duration: 5 minutes, 21 seconds.

    • 3 years ago
    • 613 views
    This presentation introduces manufacturers' representatives to the concept of backselling or marketing their rep firms to principals. Backselling minimizes the probability principals terminate agr...
  • Business Planning for Manufacturers' Representatives - Duration: 13 minutes.

    • 3 years ago
    • 2,681 views
    An introduction to business planning for manufacturers' representatives that explains why you need a business plan and how to create one.

    For more information, visit www.manaonline.org
  • Negotiating Principal Agreements - Duration: 6 minutes, 27 seconds.

    • 3 years ago
    • 671 views
    Introduction to negotiating agreements with manufacturers for manufacturers' representatives.

    For more information, visit www.manaonline.org
  • What to Do When a Principal Terminates an Agreement - Duration: 4 minutes, 39 seconds.

    • 3 years ago
    • 714 views
    What manufacturers' representatives need to do when principals terminate agreements.

    For more information, visit www.manaonline.org
  • Visit the newly updated RepFinder tutorial at https://youtu.be/Jnx6GOHnDF4 - Duration: 7 minutes, 44 seconds.

    • 3 years ago
    • 6,478 views
    Visit the newly updated RepFinder tutorial at https://youtu.be/Jnx6GOHnDF4
  • Developing New Markets With Professional Manufacturers' Representatives - Duration: 6 minutes, 57 seconds.

    • 3 years ago
    • 1,661 views
    This video describes the unique situation when manufacturers want to create business relationships with professional manufacturers' representatives in territories where the manufacturer has no exis...
  • Partners in Profits - Duration: 7 minutes, 15 seconds.

    • 3 years ago
    • 1,178 views
    How can reps and manufacturers work together most effectively? When they work together as Professional Partner in Profits. Working together as Professional Partners in Profits builds lasting relati...
  • Effective Communication with Principals - Duration: 18 minutes.

    • 3 years ago
    • 772 views
    MANA CEO, Charles Cohon, speaks to the Southern California Chapter of the Electronics Representative Association about effective communication with principals.

    For more information, visit www.mana...
  • Understanding Manufacturers' Reps - Duration: 2 minutes, 10 seconds.

    • 3 years ago
    • 12,695 views
    Manufacturers often find that an outsourced sales force, sometimes referred to as a manufacturers' rep or manufacturers' agent, is a more cost-effective and more productive way to go to market than...
    • CC
  • University of Chicago Booth Graduate School of Business Professor Craig Wortmann discusses the pros and cons of manufacturers' agents versus a direct sales force and how manufacturers can select a manufacturers' agent firm that is best for their business.

    About Manufacturers' Agents with Chicago Booth Professor Craig Wortmann - Duration: 3 minutes, 25 seconds.

    • 3 years ago
    • 612 views
    University of Chicago Booth Graduate School of Business Professor Craig Wortmann discusses the pros and cons of manufacturers' agents versus a direct sales force and how manufacturers can select a ...
  • Manufacturers' Agents See Challenges As Opportunities - Duration: 4 minutes, 15 seconds.

    • 3 years ago
    • 309 views
    Best-in-class manufacturers' agents see the challenges their firms face every day as opportunities to distinguish themselves as the professionals that they are. Manufacturers' Agents National Assoc...
  • Manufacturers' Agents: How to Handle the Proposal of a Commission Cut - Duration: 3 minutes, 5 seconds.

    • 3 years ago
    • 655 views
    How should manufacturers' agents react when one of their principals proposes reducing commission on an order or customer the agent already has won? Students from The Ohio State University chapter o...
  • Manufacturers' Reps Convert Fixed Sales Cost To Variable Sales Cost - Duration: 113 seconds.

    • 4 years ago
    • 450 views
    The Ohio State University's chapter of National Sales and Marketing Fraternity Pi Sigma Epsilon takes a lighthearted look at manufacturers' reps as an alternative to a direct, salaried sales force....
  • Jerry Leth on Starting a Rep Firm - Duration: 88 seconds.

    • 9 years ago
    • 8,236 views
    Hear from Jerry Leth, Director of Membership, how MANA can help you with starting a manufacturers' representative business.

    For more information, visit www.manaonline.org
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