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Creating a solid rep-manufacturer relationship
- Article from:
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Agency Sales
- Article date:
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December 1, 2001
- Author:
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Copyright informationCopyright Manufacturers' Agents National Association Dec 2001. Provided by ProQuest LLC. (Hide copyright information)
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There were more than strong athletic bloodlines at work when a MANA member manufacturer got together with one of his new reps earlier this year. Rather than discussing the merits of football and baseball, however, the subject of the meeting was how the two could work together to create a niche in a new market for a cost-efficient product.
When manufacturer Mike Devaney met with manufacturers' representative Dick McCall late this summer, the topic of discussion was all about marketing and selling the line of splicing products manufactured by Uraseal, Dover, New Hampshire, the company at which Devaney serves as chairman. While their discussions covered how to market, demonstrate and sell the ...