Recently added articles from Agency Sales:

editorial: president's update

Jun 01, 2008; Shirley, Bryan C ... ADVICE? No thanks, I don't need any - I already know everything. Many people tell me that they have been in business for years, have grown their companies to great success, and then ask me "Why would I attend a conference, or go to a seminar, or network with others, or read a ...

The Best and the Worst (Rep) Advice

Jun 01, 2008; Hayward, George J ... First, the worst advice. The worst rep advice I've received was a suggestion to enter into the industrial products markets at the same time everyone else was doing so. It seemed to be the next best thing to venture into. Wrong! Now, the best advice. The best rep advice I've received was ...

A ROADMAP TO SUCCESS

Jun 01, 2008; Newman, Gerald M ... LEGAL ASPECTS OF BUYING OR SELLING A REP FIRM EDITORIAL This second part of a two-part series is intended to provide a summary roadmap of the issues, steps, and mechanics involved in the purchase and sale of a sales representative agency. Last month, in the first segment, we ...

7 service habits TO BOOST YOUR BOTTOM LINE

Jun 01, 2008; Takash, Joe ... EDITORIAL Kathryn walked into a prospective client's office with low expectations of winning. In her mind, she knew the chance of her small marketing firm getting the nod for such a lucrative contract over her bigger, more established competitors was low. When the senior vice ...

Sustainability a half-century long

Jun 01, 2008; Foster, Jack ... Successful Rep Relies on 'Value-Added' Solution Selling EDITORIAL When asked how and why his agency has been able to sustain an enviable pattern of growth and success for half a century, Dave Bartlemay is quick to note that Bartlemay & Associates, Inc., is hardly your typical ...

the early bird gets the worm

Jun 01, 2008; Mowatt, Jeff ... [strategic prioritization pays off] EDITORIAL It may be a popular advertising slogan - our customers are our number one priority - but as a manager, buying into that strategy will actually reduce your effectiveness and damage your business. I learned it the hard way. More ...

Rx FOR SUCCESS

Jun 01, 2008; Thull, Jeff ... Self-Sabotage - the Cause and the Cure EDITORIAL No sales professional in their right mind would sabotage their own sales intentionally. Nevertheless, self-sabotage - the act of undermining one's own credibility and alienating the very customers and prospects we count on for our ...

'Tailor-Made' Programs: A Pay-Off For Both Reps and Manufacturers

Jun 01, 2008; Anonymous ... One manufacturer learned about the pitfalls of offering the same marketing/promotion programs to all of its reps. "Thankfully, we've always been pretty good about listening to what our reps tell us. We began to get an earful from several of them when they complained about how we were rolling out ...

Service With a Smile: Tips for Developing a Sustainable Competitive Advantage

Jun 01, 2008; Brock, Terry L ... "Life is tough. Life is tougher when you're stupid." - JOHN WAYNE Well, the Duke said it right, even if it is a bit rough. Life can be very tough. But it's not that "they" are out to get you - frankly, "they" don't care about you. Others are interested in their own problems and life ....

A Collection of News and Views

Jun 01, 2008; Daskal, Melvin H ... Phony Emails The use of emails for fraudulent means has increased tremendously. After all, it's easier to steal personal information while sitting home at your computer than sifting through garbage for credit card slips, stealing credit card applications from your mail, etc. So these ...

Eliminate Debt and Save Money?

Jun 01, 2008; Mosshart, Joshua ... It's All About Getting a Plan With widespread concern about the value of homes, rising health care costs and the general outlook for the economy, now more than ever Americans need to set a new course with regard to managing their household finances. Debt Facts & ...

MANA News

Jun 01, 2008; Anonymous ... MANA News is dedicated to MANA member information, updates and announcements. If you are a MANA member with an announcement or news to share, please send a write-up to: Association News Editor, Agency Sales Magazine, One Spectrum Pointe, Suite 150, Lake Forest, CA 92630; or email to ...