how manufacturers become their reps' emotional favorite
DESCRIPTION
Why do manufacturers' reps spend more time on a particular principal's line than the line's income strictly justifies? Because that manufacturers' business practices make that manufacturer the reps' emotional favorite.TRANSCRIPT
![Page 1: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/1.jpg)
![Page 2: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/2.jpg)
Charles CohonCEO & President
Manufacturers’ Agents National Association
(877)626-2776
![Page 3: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/3.jpg)
10% Income, 20% Time. Why?
![Page 4: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/4.jpg)
Jack BermanBob Reiss
It’s Not Just Business.
It’s Personal.
![Page 5: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/5.jpg)
19 Categories
It’s Not Just Business. It’s Personal.
![Page 6: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/6.jpg)
2
35
19 Categories
1
4
It’s Not Just Business. It’s Personal.
![Page 7: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/7.jpg)
• Respect my company
and accomplishments.
• Make me look good to
my customers.
It’s Not Just Business. It’s Personal.
Rep Company Pride
![Page 8: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/8.jpg)
Appreciate the rep
rep friendly/part of the family
Respect my company and accomplishments
It’s Not Just Business. It’s Personal.
![Page 9: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/9.jpg)
Appreciate the rep
rep friendly/part of the family
Communicates quickly and accurately:
reports, quotes, samples,
answers, quality issues
Make me look good to my customers.
It’s Not Just Business. It’s Personal.
![Page 10: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/10.jpg)
Appreciate the rep
rep friendly/part of the family
Communicates quickly and accurately:
reports, quotes, samples,
answers, quality issues
Collaborative style
Respect my company and accomplishments
It’s Not Just Business. It’s Personal.
![Page 11: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/11.jpg)
Appreciate the rep
rep friendly/part of the family
Communicates quickly and accurately:
reports, quotes, samples,
answers, quality issues
Collaborative style
Pays on time
Respect my company and accomplishments
It’s Not Just Business. It’s Personal.
![Page 12: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/12.jpg)
Appreciate the rep
rep friendly/part of the family
Communicates quickly and accurately:
reports, quotes, samples,
answers, quality issues
Collaborative style
Pays on time
Profitable
Respect my company and accomplishments
It’s Not Just Business. It’s Personal.
![Page 13: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/13.jpg)
Coaches can devise innovative plays designed to fool their opponents, but if teams struggle with blocking and tackling the creativity won't matter.
The building blocks of football are blocking and tackling. This is true at the highest and lowest levels of the game.
http://www.livestrong.com/article/108549-oneonone-youth-football-tackling-speed/
Blocking and Tackling (from Livestrong.com)
It’s Not Just Business. It’s Personal.
![Page 14: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/14.jpg)
Emotional Favorite
It’s Not Just Business. It’s Personal.
![Page 15: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/15.jpg)
Appreciate the rep
rep friendly/part of the family
Communicates quickly and accurately:
reports, quotes, samples,
answers, quality issues
Collaborative style
Pays on time
ProfitableTrainingExclusive TerritoriesFun to work with
Great Products
Sales Tools
Synergy
Tech Support
Understands the rep model
Empowering
Golden Rule
Great Infrastructure
Great MarketingLong term approach
Skilled presenter
![Page 16: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/16.jpg)
The rep you want:
• Rep Company Pride
It’s Not Just Business. It’s Personal.
• Reinforce
• Contradict
![Page 17: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/17.jpg)
…want LEIA, to be Loved,
Encouraged, Inspired and
Appreciated.
It’s Not Just Business. It’s Personal.
![Page 18: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/18.jpg)
If you invest your time,
treasure and talent into
building "real relationships"
with your reps, THEY will
kick down walls and set
records for you!
It’s Not Just Business. It’s Personal.
![Page 19: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/19.jpg)
Reps and salespeople
want …to KNOW you
care and they want to
FEEL like they are your
PRIZED RACE HORSES!
It’s Not Just Business. It’s Personal.
![Page 20: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/20.jpg)
The companies who … get an
Unfair Advantage…
•Are fun to work with.
•APPRECIATE the work that we
do for them.
•Take care of issues (quality,
quotes, lead time, etc) quickly!
It’s Not Just Business. It’s Personal.
![Page 21: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/21.jpg)
• Respected and appreciated by
the principal….
• A "member of the family…"
• Top-notch support …
• Never play games with the
(commission) plan, make
unilateral changes to it, or be
delinquent on payments...
It’s Not Just Business. It’s Personal.
![Page 22: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/22.jpg)
…“treat everyone as you
would like to be treated"
or "do unto others as you
would have them do unto
you" works every time.
It’s Not Just Business. It’s Personal.
![Page 23: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/23.jpg)
Training is key. You lose (reps’)
interest if they cannot explain
your products. Show that your
organization needs them and
you are willing to give full
support. I guarantee they will
be your partners forever!
It’s Not Just Business. It’s Personal.
![Page 24: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/24.jpg)
ManaEbook.com
It’s Not Just Business. It’s Personal.
![Page 25: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/25.jpg)
Not Emotional Favorite
It’s Not Just Business. It’s Personal.
![Page 26: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/26.jpg)
If I do too much
business, they might:
It’s Not Just Business. It’s Personal.
1. Replace me with
in-house personnel
2. Cut the commission
3. Shrink my territory.
![Page 27: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/27.jpg)
better prices or terms
than I am empowered to
give.
It’s Not Just Business. It’s Personal.
They give my customers
![Page 28: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/28.jpg)
They don’t listen to my
input, and afford me no
respect for my
experience.
It’s Not Just Business. It’s Personal.
Communication:
![Page 29: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/29.jpg)
goals or have no
shared goals or
expectations.
It’s Not Just Business. It’s Personal.
They don’t set realistic
![Page 30: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/30.jpg)
don’t understand the
business.
It’s Not Just Business. It’s Personal.
They hire regional
sales managers who
![Page 31: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/31.jpg)
customer service
department
It’s Not Just Business. It’s Personal.
They have a poor
![Page 32: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/32.jpg)
It’s Not Just Business. It’s Personal.
1. Ship on time
2. Innovate enough new
products
3. Tell the truth
4. Understand the rep
business
Principals who don’t always:
![Page 33: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/33.jpg)
Principals who:
It’s Not Just Business. It’s Personal.
1. Expect too much from the
rep in terms of collecting
bills.
2. Talk to my buyers without
keeping me in the loop.
![Page 34: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/34.jpg)
1. Have too many “house
accounts” in my territory.
2. Have poor follow-through
and don’t pay attention to
detail.
3. Hide problems.
It’s Not Just Business. It’s Personal.
Principals who:
![Page 35: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/35.jpg)
Why are certain lines
favored over others?
It’s Not Just Business. It’s Personal.
![Page 36: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/36.jpg)
1. The principals treat us like
partners.
2. We know the products and are
therefore comfortable selling them.
3. Commissions are fair in rate,
amount, split, and are paid on
time.
It’s Not Just Business. It’s Personal.
Why are certain lines
favored over others?
![Page 37: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/37.jpg)
1. The principal responds
promptly.
2. The products are of good
quality.
3. The factory is easy to work with.
4. Customer acceptance.
It’s Not Just Business. It’s Personal.
Why are certain lines
favored over others?
![Page 38: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/38.jpg)
1. Principals meet delivery
commitments.
2. Personal relationships with
the principal.
3. Good catalogs and selling aids.
It’s Not Just Business. It’s Personal.
Why are certain lines
favored over others?
![Page 39: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/39.jpg)
1. Fits synergistically with our
other lines.
2. Principal is customer-oriented.
3. Good income potential.
4. Reasonable paperwork
requested.
It’s Not Just Business. It’s Personal.
Why are certain lines
favored over others?
![Page 40: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/40.jpg)
What discourages reps?
It’s Not Just Business. It’s Personal.
![Page 41: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/41.jpg)
1. Slow response - lack of
enthusiasm.
2. Lack of support and
understanding.
3. Late payment of commission.
4. Unreliable products and/or
delivery.
It’s Not Just Business. It’s Personal.
What discourages reps?
![Page 42: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/42.jpg)
1. Poor product training.
2. Not competitive
3. Regional Managers
a) Micro-manage
b) Too aggressive
c) Lack product knowledge
It’s Not Just Business. It’s Personal.
What discourages reps?
![Page 43: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/43.jpg)
1. Excessive unprepared
factory visits.
2. Management by
intimidation.
3. Unrealistic quotas and
budgets.
It’s Not Just Business. It’s Personal.
What discourages reps?
![Page 44: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/44.jpg)
1. Poor product training.
2. Constant turnover in
personnel, including regional
managers.
3. Untrained inside people
Rude, hostile.
4. Difficult to work with.
It’s Not Just Business. It’s Personal.
What discourages reps?
![Page 45: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/45.jpg)
What should a mfr.
do to get maximum
attention from reps?
It’s Not Just Business. It’s Personal.
![Page 46: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/46.jpg)
1. From the top down, I would
instill and monitor an
attitude that we are a team
and that the rep is our
partner.
It’s Not Just Business. It’s Personal.
What should a mfr. do to get
maximum attention from reps?
![Page 47: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/47.jpg)
What should a mfr. do to get
maximum attention from reps?
It’s Not Just Business. It’s Personal.
1. Monitor customer service
people to respond promptly
2. Maintain good product
training on a regular basis.
3. Mail commissions on time -
same day each month
![Page 48: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/48.jpg)
1. Publish a newsletter reporting
rep successes.
2. Minimize reports and
paperwork.
3. Provide extra commissions as
incentives.
4. Set mutual goals with reps.
It’s Not Just Business. It’s Personal.
What should a mfr. do to get
maximum attention from reps?
![Page 49: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/49.jpg)
1. Set mutual goals with
representatives.
2. Pay maximum possible commissions
and be fair on split commissions.
3. Provide best sales tools possible
4. Establish and listen to Rep Councils.
It’s Not Just Business. It’s Personal.
What should a mfr. do to get
maximum attention from reps?
![Page 50: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/50.jpg)
Why do you get MORE
than your fair share
from some Reps?
It’s Not Just Business. It’s Personal.
![Page 51: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/51.jpg)
1. Dollar income they receive on
our line.
2. Success with our line.
3. Potential for the future.
4. Factory Support we give them.
5. Personal Relationships.
It’s Not Just Business. It’s Personal.
Why do you get MORE than
your fair share from some Reps?
![Page 52: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/52.jpg)
1. Product Training.
2. Synergistic Lines.
3. Prompt Communications.
4. Easy-to-sell Products.
5. Competitive Pricing.
It’s Not Just Business. It’s Personal.
Why do you get MORE than
your fair share from some Reps?
![Page 53: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/53.jpg)
Why do you get LESS
than your fair share
from some Reps?
It’s Not Just Business. It’s Personal.
![Page 54: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/54.jpg)
1. Not as Big as Other Lines
2. Poor Synergy With Other Lines
3. Too Many Lines
4. Rep Not Interested in Long
Haul
It’s Not Just Business. It’s Personal.
Why do you get LESS than
your fair share from some Reps?
![Page 55: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/55.jpg)
1. General Lack of Enthusiasm
2. Poor Communications
3. Our Neglect
4. Poor Penetration
5. Bad Relationships
It’s Not Just Business. It’s Personal.
Why do you get LESS than
your fair share from some Reps?
![Page 56: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/56.jpg)
What indicates that
reps are giving you
more than your
fair share?
It’s Not Just Business. It’s Personal.
![Page 57: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/57.jpg)
A lot of activity as indicated by:
1. Phone calls
2. Sample Requests
3. Questions
4. Applications - etc.
It’s Not Just Business. It’s Personal.
What indicates that reps are
giving you more than your
fair share?
![Page 58: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/58.jpg)
A lot of activity as indicated by:
1. Increasing Sales
2. Consistent Growth
3. New accounts
4. Good lead handing
5. Requests for Factory Visits
It’s Not Just Business. It’s Personal.
What indicates that reps are
giving you more than your
fair share?
![Page 59: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/59.jpg)
What indicates that
reps give you less than
your fair share?
It’s Not Just Business. It’s Personal.
![Page 60: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/60.jpg)
What indicates that reps
give you less than your
fair share?
It’s Not Just Business. It’s Personal.
1. Tardiness in returning calls
2. Lack of product knowledge
as seen by confusion, dumb
questions, overlooked
applications.
![Page 61: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/61.jpg)
1. Not asking the questions
they should need answers to.
2. Contrived customer visits on
the arrival of the principal.
It’s Not Just Business. It’s Personal.
What indicates that reps
give you less than your
fair share?
![Page 62: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/62.jpg)
What are your
people doing to get
MORE than their fair
share?
It’s Not Just Business. It’s Personal.
![Page 63: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/63.jpg)
1. Improved product training.
2. Increased territory visits -
jointly planned.
3. Sending more technically
trained people in the field to
help reps and customers.
It’s Not Just Business. It’s Personal.
What are your people doing
to get MORE than their fair share?
![Page 64: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/64.jpg)
1. Freer flow of samples.
2. Participation in Regional Shows
3. Newsletters on Products and
Applications
4. Recognition/Rep of the Month.
5. National Sales Meetings
It’s Not Just Business. It’s Personal.
What are your people doing
to get MORE than their fair share?
![Page 65: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/65.jpg)
1. Reduced Paperwork
2. Weekly phone calls
3. Regional Managers are spending
more time with less active reps.
4. Commission Incentive programs.
5. Performance Reviews
It’s Not Just Business. It’s Personal.
What are your people doing
to get MORE than their fair share?
![Page 66: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/66.jpg)
Inspect!
It’s Not Just Business. It’s Personal.
Don’t just expect.
![Page 67: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/67.jpg)
Charles CohonCEO & President
Manufacturers’ Agents National Association
(877)626-2776
![Page 68: How Manufacturers Become Their Reps' Emotional Favorite](https://reader034.vdocuments.net/reader034/viewer/2022051611/549fcf82ac795910768b4b42/html5/thumbnails/68.jpg)