Recently added articles from Agency Sales:
YouTube - Marketing in the Age of Now and Wow
Sep 01, 2008; ... Bam! Wham! Kersplat! Did you hear that cacophony of noise? It is the shotgun fire and the falling of the old way of marketing. That old way of marketing is dead - or on the resuscitator and gasping for its last breath. Relationship marketing is what rules today. If you still think you ...
Selling Successes
Sep 01, 2008; ... I absolutely love to hear reps tell stories of great selling situations and their resulting successes. Even if it was years ago, you can hear their enthusiasm, feel their passion, and see the excitement in their eyes as if it had just happened yesterday. Think of your own big hits and major wins ...
A Recipe for Success in the Rep Industry
Sep 01, 2008; ... For many years, one of my friends ran a very successful one-man agency. He had a handful of principals and managed to keep the principals and customers very happy. He maintained most of his principals through the years, and after a considerable amount of windshield time, he is now enjoying a ...
A REP SUCCESS STORY: FROM LEMONS TO LEMONADE
Sep 01, 2008; ... Tips for Managing Your Principal Relations Reps never want to lose a line as a result of their value not being understood or appreciated by a principal. And, no rep-firm owner wants to hear a principal say: "We are going another direction. Thank you for your help in the past." With those ...
IS THERE A LIGHT AT THE END OF THE TUNNEL?
Sep 01, 2008; ... REPS FIND SIGNS OF HOPE IN A RECOVERING ECONOMY Martin Regalia's general session comments set the tone for this year's Keystone Conference and represented the commencement of the rep-directed event. According to Regalia, who is vice president of economic and tax policy and chief ...
DEATH BY ASSUMPTION
Sep 01, 2008; ... Why Great Planning Strategies Fail It is best to think of your strategic plan as an open architecture that allows you to consider and pursue multiple possibilities. Assumptions are the foundation of any strategic plan, and if they are flawed, the whole plan is flawed. A good plan will ...
Outsourced Sales: Money-Maker or Deal-Breaker?
Sep 01, 2008; ... The benefits of outsourcing the sales function were examined earlier this year by Brian Shannon, president of EJB World Trade and co-founder of The Sales MBA. In an article that appeared on the website for Sales & Marketing Management Magazine, Shannon maintained that outsourcing different ...
REP SUCCESS
Sep 01, 2008; ... A LONG RANGE VISION MAKES BOTH DOLLARS & SENSE When it comes to long-term rep success, the rewards of going the extra mile are not always financial, as we find in our interviews with two seasoned reps. Their stones prove that a long range vision often makes both dollars and ...
NO STONE LEFT UNTURNED
Sep 01, 2008; ... REPS GET ADVICE ON EVERY ASPECT OF THE BUSINESS Networking opportunities and candid conversations were the hallmarks of this year's AIM/R Management Conference, just as they have been for well over three decades. This year's conference, the association's 36th, at the Hammock Beach Resort ...
tips+tools
Sep 01, 2008; ... in the company of peers BizChatBoard.com was founded by a university professor to help entrepreneurs and small business owners understand what they are getting into and how to do it right, before they incur risk. It is an interactive forum where people learn proven, measurable techniques ...
Birth of a Salesman, Act 2
Sep 01, 2008; ... (With apologies to Arthur Miller) By the time I was nine years old and had won a Selling Award from Curtis Publishing, I started to realize that successful selling was based, not on manipulation through selling techniques, but on being of value to the customer. Personally carrying The ...
MANA News
Sep 01, 2008; ... MANA News is dedicated to MANA member information, updates and announcements. If you are a MANA member with news to share, please send a write-up to: Association News Editor, Agency Sales Magazine, One Spectrum Pointe, Suite 150, Lake Forest, CA 92630-2283; or email to alaplante@ ...
Sister Association News
Sep 01, 2008; ... Sister Association News is dedicated to MANA's sister association announcements. Please send news releases to: Sister Association News Editor, Agency Sales Magazine, One Spectrum Pointe, Suite 150, Lake Forest, CA 92630-2283; or email to alapiante@MANAonline.org. PTRA Website Gets a ...
Ben Dixon - A Dear Friend and MANA Supporter
Sep 01, 2008; ... The rep profession lost one of its best and brightest, and MANA lost a great friend and supporter, when Ben Dixon died at the age of 89 earlier this year. Dixon started as a manufacturers' representative more than 60 years ago (in 1946) and went on to open the doors to his own agency, ...
The Mortgage Forgiveness Debt Relief Act of 2007
Sep 01, 2008; ... By now almost all of you have heard about this tax act, hurriedly passed in the waning hours of 2007 - and a few of you may even really understand it. Unfortunately, a number of of you may have been caught in the sub-prime adjustable rate mortgage debacle and bumped up against the provisions of ...
Rep Success: Learning to "Re-Present"
Sep 01, 2008; ... One day it occurred to me that good reps are good salespeople and good managers, and some of them are probably good spellers; but many of them sure don't know how to pronounce the very word that defines what they do for a living - Re-Present (pronounced ree-present). What, for example, comes to ...
Keep Your Portfolio In Balance: Start With An Annual Review
Sep 01, 2008; ... Your target asset allocation, or the mix of stocks and bonds you have chosen to pursue for your investment goals, provides the foundation for your financial plan. However, even the most appropriate asset allocation may be driven off-track by a number of factors, including bouts of market ...
The World at Work
Aug 01, 2008; ... "Thinking globally" is not a new business strategy. Countries have been conducting trade across many borders for centuries. And regions of the world continue to merge in many aspects, including trade, business and economy, at a much faster pace each day. There are also many barriers and ...
International Sourcing: A Resource for Helping Rep Firms Remain Competitive
Aug 01, 2008; ... Are your customers demanding lower pricing, just-in-time deliveries and the sharing of supply chain costs? With rising oil, raw material and labor costs, how can we satisfy this ever-increasing demand for lower total cost of ownership? Many of our fellow reps have done just that through ...
CREATING A SALES PRESENCE IN THE GLOBAL MARKETPLACE
Aug 01, 2008; ... Companies operating only in their home market or in a limited number of global markets understandably worry about entering a foreign market. Risks are many and opportunities for problems are enormous. There is an additional risk of taking the corporate eye off the core business and revenue ...