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Both are equally terrifying.” — Arthur C. Clarke Two possibilities exist: The concept of sales force outsourcing is so powerful that it would naturally develop on its own outside North America, or it would not. It’s very comforting to know that sales force outsourcing is such a powerful concept that reps can be found in Europe, North America, and South America. (Apologies to Arthur C. Clarke.) How powerful? The international association that counts reps worldwide reports that the 42,000 reps in North America are part of a worldwide ecosystem of 537,000 reps. Engaging in a worldwide ecosystem is very important to MANA members. MANA representative members need to be visible to international principals seeking North American representation. MANA manufacturer members need resources to find representation in Europe and South America, and learn the local practices of reps in those countries. MANA’s participation in the Internationally United Commercial Agents and Brokers (IUCAB) gives MANA access to just the kind of exposure and information MANA members need to flourish internationally. (Outside of North America, what we call manufacturers’ reps are referred to as commercial agents.) What is IUCAB? Many other countries have their own rep associations just like MANA. IUCAB is where those country rep associations meet to share best practices and solve common problems. As a member of IUCAB’s Executive Committee MANA plays a critical role in the IUCAB. I recently met in Hungary with other Executive Committee members (pictured above) from the rep associations of Austria, France, Germany, Italy, Norway, and the United Kingdom to work on strategies to promote reps internationally. Through IUCAB, MANA engages with 18 other countries’ rep associations in Europe, North and South America, and insures our place at the table in the international community of reps. IUCAB Executive Committee members (left to right): Christian Rebernig, Austria; David Johnson, United Kingdom; Axel Sturmberger; Austria; Charles Cohon, North America; Ralf D. Scholz, Germany; Olivier Mazoyer, France; Marco Righetti, Italy; and Ole Kristian Bull, Norway. Not pictured: Enric Enrech, Spain. Posted in MANA Minute Developing Your Curiosity to Open New Opportunities By Michelle Jobst Are you hitting your target results for sales, business development, and career aspirations? Hopefully you’ve built out a clear process and are right on track to hit the results you are aiming for. However, if the answer to that question is “No,” chances are you lack an essential ingredient needed for the continued success of your business. Contrary to the oft-quoted saying, “Curiosity killed the cat,” curiosity about yourself, your business, customers, business trends, etc., allows you to anticipate challenges and opportunities. That anticipation allows you to stay more than one step ahead of the competition. It could even open … Read the rest Posted in Editorial in the Field The More Things Change, the More They Stay the Same By Jack Foster When an oft-quoted French phrase appeared in the opening pages of a New York Times best-selling novel late last year, MANA-member reps and manufacturers were quick to voice opinions that lent credence to the more than 150-year old saying. Just so the reader doesn’t have to translate from the French, “Plus ca change, plus c’est la meme chose,” in English means, “The more things change, the more they stay the same. How does this saying apply to the shared world of reps and principals? First up with his thoughts is Michael Roemen, the independent sales rep manager for 9Wood, a … Read the rest Posted in Feature The Need for Personal Selling Doesn’t Change By Jack Foster Uniquely positioned to offer his thoughts on how things change — yet remain the same — is Hank Bergson. For several years Bergson has moderated MANA’s manufacturer seminar, “Best Practices With Reps, Planning With Intent.” The day-and-a half session is aimed at educating manufacturers as to the most efficient ways to work with independent sales reps. In addition, he comes well-armed to advise manufacturers on the ins and outs of working with reps given his years of service as the president of the National Electrical Manufacturers’ Representatives Association (NEMRA). Bergson, president, Henry Bergson Associates, LLC, maintains that “the number-one thing … Read the rest Posted in Feature How to Avoid Becoming Obsolete on the Job By John Graham Millions of us wake up one morning to the haunting realization that we’re losing the battle to avoid becoming obsolete on the job. It affects those in their 20s, while others don’t see the darkness descend until they’re much older. Some are high school dropouts, others are college graduates, or successful professionals. It can strike anyone. Oxford researchers Carl Benedikt Frey and Michael Osbourne, according to a USA Today article, estimate that “forty-seven percent of American jobs are at high risk of automation by the mid 2030s.” Some may run faster or be in denial, but Steve Tobak got it … Read the rest Posted in Feature Do You Really Need to Build a Relationship With Prospects? By Jeff Beals Let’s say we ask this question of the typical sales rep: “Is it important to build a relationship with your prospect in order to make a sale?” Ans...