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					           AIM R News & Views
                            A SSOCIATION               OF    I NDEPENDENT M ANUFACTURERS ’/R EPRESENTATIVES , I NC .

                                                                                                                                                                                                          Winter 2006

“The Early Bird Catches The Worm.”
“Dude, The Early Surfer Catches The Gnarliest Waves.”
“The Early AIM/R Conference Registrant Saves Big Bucks!”
Never has the truth been better said than in these three well known catch phrases.

T    ime is running short to save
     money by registering early for
the 2007 AIM/R Annual Educa-
                                                         more breakouts, or one or more
                                                         “network” opportunity with my fel-
                                                         low reps. In fact, one session in San
tional Conference, April 19-21 in                        Diego on succession planning has
Newport Beach, California. If just                       easily paid for the last several con-
three from your firm register by De-                     ferences for G & S Sales. In 2007,
cember 31, you will save almost                          with three nationally-recognized
$300! And for you calendar year                          speakers, plus breakouts for agency
companies, a tax deduction for                           principals and non-principals alike,
2006 to boot.                                            I guarantee that something will
   However, the immediate finan-                         “payoff” for you and your firm.
cial benefits mentioned above pale                          And don’t forget, we’ve also                                          Bill Godwin, 2007 Conference Chaiman
in comparison to the long-term                           lengthened the Town Hall and Net-
payoff that you and your company                         work Breakfast sessions, added a
will get by attending the AIM/R                          guest/spouse program for people                                          our individual firms to assure our
event of the year. Just one session,                     that do not work in the agency, al-                                      longevity as a viable channel part-
one network opportunity, one ca-                         lowed the vendors to speak 15-20                                         ner in this business. The AIM/R
sual conversation over a cocktail                        minutes at a breakout session,                                           Educational Conference is where
can pay for attending the confer-                        added a tennis tournament and in-                                        we make that happen. The more
ence many times over. Don’t get me                       cluded hot breakfasts in our morn-                                       agencies that attend our confer-
wrong. I have never felt that all ses-                   ings. Go to                                           ences, the better the conferences
sions and events at any one confer-                      eve_37_1.pdf to see all the program                                      become. I promise you the best ever
ence have been totally beneficial.                       details. You can also download and                                       for 2007. So take time now, before
But I have come away from every                          print the registration form if need be.                                  December 31, and register all your
conference feeling that I got more                          In 2007 and beyond, we have                                           key people for the 2007 conference.
than my moneys worth due to one                          more reasons than ever to continue                                          See you in the water, early.
or more general sessions, one or                         to strengthen our association and                                        Cowabunga dudes and dudettes. 2

                                                                        In This Issue
    Who Is This New Guy? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .       ..   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   . 2
    Welcome New AIM/R Members! . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .               ..   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   . 2
    Invite AIM/R to Your National Sales Meeting . . . . . . . . . . . . . . . . . . . . . . .                ..   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   ..3
    AIM/R to Exhibit at AHR Expo . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .           ..   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   . 3
    Associate Member Corner . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .          ..   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   . 4
    AIM/R Manufacturer Members . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .             ..   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   . 5
    New Document Requirements For Air Travel From The Western Hemisphere                                      .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   . 5
    NAICS Codes For Wholesale Trade Agents And Brokers (formerly SIC code)                                    .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   . 6
    AIM/R Calendar of Events . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .         ..   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   . 6
    Code Of Ethics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .   ..   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   .   . 8
Who Is This New Guy?

                    H    ello from AIM/R headquarters
                         and from your new executive
                   director. For those of you whom I have
                                                             • Rick Banner, president and I presented to the
                                                             HARDI reps in Palm Desert with a push on the AIM/R
                                                             Conference in Newport Beach in Spring 2007.
                   not met nor seen my background            • ASHRAE/AHR Show — we have a booth and want
                   bio, I spent 21 years in the represen-    to see and meet you!
                   tative business in the Philadelphia-      • K/BIS (KBNA) Show — we are attempting to get a
                   Baltimore-Washington marketplace          booth.
                   selling electronics to OEMs. I was        • ISA-IMR — I met the Managing Director of ISA and
                   very involved with the Electronics        will be speaking at the ISA Show (May 20-23 in Las
  Bryan Shirley    Representatives Association (execu-       Vegas). Reps from NIRA (formerly the North-American
Executive Director tive committee, conference chair-         Industrial Reps Association) have melted into the ISA.
                   man), and I also presented to             • At a recently held Council of Manufacturers Asso-
various associations on rep topics and consulted to          ciations meeting, I met with the President of the ARI
individual rep companies on business issues.                 (Air-Conditioning & Refrigeration Institute) and we are
  At the ISH show in Chicago, I sat on my first AIM/R        pursuing collaboration
Board of Directors meeting and absorbed lots of the          • Promote your conference — this learning experience
great stuff that your association provides. The MAC          will prove to be another success filled with great pro-
(Manufacturers Advisory Council) meeting was of solid        grams, presenters and networking opportunities.
value and the six participating sales executives from           I am very excited about the opportunities for AIM/R.
your manufacturers really came to share. There was           I look forward to meeting each of you to learn how we
some candid info-share, analysis of trends in your in-       can better serve your needs and provide increased value
dustry (and a paradigm shift in your sales focus) and        to all AIM/R members.
ideas about how manufacturers and reps can improve              Thanks, and good selling!
their relationships. The ISH show was very well at-             Please contact me directly with any thoughts:
tended and an eye-opener for me!                   , (949) 859-2884 or toll free (866)
  Some other highlights:                                     729-0975. 2

  Welcome New AIM/R Members!
  We are pleased to welcome the following rep firms that have joined AIM/R this year.

  K. Brent Pooles                 Bill Sutherland            J. John Alimo              Darren Foster
  B & A MANUFACTURING             DELTA SALES CO.            METROREP                   ROCKY MOUNTAIN
  Div. of W.D. Industrial Group   Tucker, GA                 Franklin Square, NY        INTEGRATED
  Winnipeg, MB Canada             Robert P. Howard, Jr.      Lonnie Moore               SOLUTIONS, INC.
  Ronald A. Genovese              E.V. DUNBAR CO.            MOORE SALES CORP.          Bluffdale, UT
  BIZ SALES                       Kennesaw, GA               Vincennes, IN              Edward Sharpe
  Cleveland, OH                   Dale Gentry                Jim Porter                 SHARPE SALES &
  Roger Campbell                  GENTRY & ASSOCS.           PIR SALES, INC.            MARKETING
  CAMPBELL                        Kennesaw, GA               Chandler, AZ               Pewaukee, WI
  COMPONENTS, INC.                Peter Gould                George R. Marable          John W. Morgan
  Bakersfield, CA                 THE GOULD COMPANY          PINNACLE                   SNAKE RIVER SALES, LLC
  Tom Keller                      Needham, MA                MARKETING, INC.            Emmett, ID
  CASCADIA SALES GROUP,           Ron Jenkins                Bellevue, WA               Gary L. Socha
  INC.                            THE JOYCE AGENCY           Dean Cummings              THE SOCHA CO., INC.
  Portland, OR                    HVAC PRODUCTS GROUP        REPCOR                     Albuquerque, NM
  Patrick Durkin                  Springfield, VA            Sacramento, CA             Peter Sweeney
  CEDAR RIDGE SALES, INC.         Matthew Kehoe              Rex Bronsing               SWEENEY-ROGERS CORP.
  Albuquerque, NM                 KEHOE COMPANY, INC.        REX SALES CO., INC.        Franklin, MA
                                  Atglen, PA                 Saint Louis, MO

                                                          — 2 —
Invite AIM/R to Your National Sales Meeting
“Hey, can AIM/R come to your next sales meeting?”

E    very year we receive invitations
     from our manufacturers to at-
tend their sales meetings. Some of
                                        sales meeting. Just do any one of
                                        these simple things, or all three.
                                           1. Call the boss. Get the person
                                                                                ally ambitious,
                                                                                ask if you can
                                                                                set up a small
these events are in exotic and sunny    in charge of the meeting on the         AIM/R display
                                                                                                        Brian Burke
locales — and some are in Detroit.      phone (usually the National Sales       in the break          Vice President,
(Actually, I live in Detroit and it     Manager), and ask if you can send       area — nothing         Industry & PR
is a nice place!) However, no mat-      the manufacturer some AIM/R bro-        fancy. All you
ter where your next sales meeting       chures to include in each rep sales     need is an AIM/R poster on an ea-
is, one thing is sure — a lot of reps   meeting packet. Let him know why        sel and some brochures.
like you will be there, and this is     you belong to AIM/R, how it has            Once you know your require-
an enormous public relations op-        helped your agency become a bet-        ments, call Lisa at the AIM/R office
portunity for your trade associa-       ter rep, and you want to “quietly”      for a supply of brochures and
tion, AIM/R.                            promote AIM/R to their entire rep       membership applications. And
   Your AIM/R board is constantly       force — no hard sell.                   don’t forget the 2007 AIM/R Con-
challenged to (a) increase our mem-        2. Wait — I’m not quiet, I’m         ference brochure, a must. The as-
bership and (b) get our members to      a rep! OK — then ask your manu-         sociation office will be happy to
attend our premier event, the annual    facturer if you can also have three     help you, and even ship supplies
AIM/R Conference. We need to            minutes on the agenda to talk about     right to the manufacturer or the
communicate with reps about this        AIM/R during the meeting. Some-         meeting location.
as often as possible and promote        thing informal, off the itinerary,         There are hundreds of sales
our organization. AIM/R is already      just before a break — you get the       meetings taking place in 2007, with
present at industry events like the     idea. You will need three minutes       thousands of reps in attendance —
ISH show. However, your annual          to invite everyone to become a          a perfect opportunity for AIM/R. So
sales meetings are a perfect oppor-     member, attend the conference,          ask the boss if it is OK to promote
tunity to promote AIM/R and the         and then tell the reps to see you at    AIM/R at your next sales meeting,
benefits of belonging to our group.     the break if they have any questions.   and help give your trade association
   Here are some suggestions on            3. Break? Did someone say            a little PR boost.
how AIM/R can come to your next         break? And if you are feeling re-          See you in Detroit! 2

AIM/R to Exhibit at AHR Expo

W      ith many AIM/R members diversifying into related industries, we thought it was time for the association
       to raise its flag at allied industry events. The AHR Expo is the largest HVAC&R event in America featuring
over 1,600 exhibitors and attracting over 30,000 HVAC&R professionals worldwide. It is the premier launching
pad for new product introductions, partnerships being formed and companies getting their start doing business
in the industry.
AHR Expo — January 29-31, 2007 — Dallas Convention Center, Dallas, TX • AIM/R Booth — 40236
   The event is co-sponsored by the American Society of Heating, Refrigerating and Air-Conditioning Engineers
(ASHRAE) and the Air-Conditioning and Refrigeration Institute (ARI). It is held every year in conjunction with
the ASHRAE Winter Meeting.
   If you are attending the show and can spend an hour in the AIM/R booth, we’d appreciate the help. Contact
Helen Degli-Angeli at or call (866) 729-975. Or just stop by to see what AIM/R is up to and meet
a fellow member. We’ll have lots of membership applications on hand. Pick one up and as you run into reps at the
show, get them to join! 2

                                                      — 3 —
There’s No Overdoing Communication

I  f there is any one attribute in the manufacturer-rep relationship that is emphasized more than others in the
    pages of Agency Sales magazine, it’s probably the importance of communication — whether from the manu-
facturer to the rep or the rep to the manufacturer. The importance of executing a truly seamless communication
process can’t be understated. Recently an example of effective communication came our way in the form of a
memo that Bo Anderson, president of Glens Falls, New York-based Danfoss Flomatic Corporation, sent to all of
his manufacturers’ representatives and employees. With Anderson’s permission, we reprint that memo below:

  Dear Fellow Employees and Sales Representatives,         tomatic control valve product manager. Dina
                                                           Dieckert, marketing assistant, did a terrific job pre-
  First, congratulations on the 45%+ sales increases       paring and arranging many of the scheduled events,
  in May!                                                  CD ROMs and other training documentation. Our
  What a valve team!                                       engineering department provided tremendous prod-
                                                           uct and technical support as well. Many of our pro-
  Our independent sales representative organization        duction employees and supervisors assisted with the
  is growing, with several new agencies with many ad-      hands-on training in the factory.
  ditional salespersons. This past week we held a prod-
                                                           An important part of sales training is information
  uct sales training seminar to assist our new sales
                                                           about the market and competitors’ product limitations.
  reps. It is our hope that with both classroom and
                                                           It is clear to our sales reps attending the two-and-a-
  hands-on training at our training facility in Glens
                                                           half-day sales training program that the product ben-
  Falls that our new sales reps will be better prepared.
                                                           efits and features that Danfoss Flomatic offers are
  The interactive sales training was well-attended by
                                                           superior. They were surprised to see and learn about
  sales reps from the United States, Central America
                                                           how extensive our valve product programs have be-
  and Canada. Danfoss Flomatic has broadened its
                                                           come during recent years. Our sales representatives
  product line. Our independent sales representatives
                                                           were also interested to learn more about our extensive
  work primarily on commission and pay their own ex-
                                                           valve product applications. The sales training semi-
  penses in return for a contractual agreement to be
                                                           nar ended with realistic and fun-filled play scenarios
  the exclusive ‘agent’ of the manufacturers they rep-
                                                           that let the sales reps sell interactively with each
  resent in a given territory, market, or for specific
                                                           other using their newly-learned product knowledge.
  accounts. They earn their income by leveraging their
  time so that sales of complementary products from        Danfoss Flomatic is very fortunate to have such a
  multiple manufacturers can be made with the same         professional and motivated group of sales represen-
  customer — often on the same call.                       tatives selling our valve products. We have a high
                                                           regard for our sales representatives’ level of interest
  Our strong sales and product growth makes sales and      in our company and valve products knowing that
  product training of our sales reps more important        they will put their new valve product knowledge to
  than ever. Nick Farrara, VP sales and marketing, was     good use in their sales territories.
  assisted by his product managers: Mike Jones, in-
  dustrial and municipal sales and Mark Magda, au-         Best regards.

Editor’s Note: After a pat on the back like that, who wouldn’t want to go out and sell for this company? 2

                                                      — 4 —
AIM/R Manufacturer Members
AIM/R agency members are encouraged to urge all of their principals to become associate members.
Take a look and see if all of your principals are here. If not, urge them to join!

A.O. SMITH WATER PRODUCTS CO.           EUROTERMO S.R.L.                        NEOPERL, INC.
ANAHEIM MANUFACTURING                   EZ-FLO / EASTMAN                        NOMACO K-FLEX
ARROW INDUSTRIES                        FLORESTONE PRODUCTS CO.                 OCEANA LLC
AYRLETT, LLC                            FLUIDMASTER, INC.                       OMEGAFLEX
BASCO MANUFACTURING CO.                 FORTUNE VALVE                           PLASTIC TRENDS
CAROMA USA                              GROHE AMERICA, INC.                     SAUNACORE
CHARMAN MANUFACTURING, INC.             HAWS CORP.                              SEYMOUR INDUSTRIES LTD.
CIMBERIO VALVE CO., INC.                HYDROMATIC                              SPEAKMAN CO.
COBRA PRODUCTS, INC.,                   IPS CORP.                               SPLIT KLICK LTD.
  Speedway Drain Cleaning Equipment     INSULATION SOLUTIONS, INC.              SUPERLON PLASTICS COMPANY, INC.
CONBRACO INDUSTRIES, INC.               KSD                                     TOPP INDUSTRIES, INC.
COYNE & DELANY CO.                      LANGDON MILLS, INC.                       INDUSTRIES, INC.
DANZE, INC.                                                                       A Viega Co.
                                        LITTLE GIANT PUMP CO.
ECMI (ENVIRONMENTAL CONTROLS &                                                  VISIONS LLC
                                        MWI IMPORTS
  METHODS, INC.)                                                                WARD MANUFACTURING
ELKAY SALES, INC.                                                               WHIRLPOOL CORPORATION
                                        MIDLAND METAL
ELKHART PRODUCTS CORP.                                                          ZOELLER PUMP CO.

New Document Requirements For
Air Travel From The Western Hemisphere

U    nder the Western Hemisphere Travel Initiative (WHTI), beginning January 23,
     2007, all persons, including U.S. citizens, traveling by air between the United
States and Canada, Mexico, Central and South America, the Caribbean and Bermuda
will be required to present a valid passport, Air NEXUS card, or U.S. Coast Guard
Merchant Mariner Document, or an Alien Registration Card, Form I-551, if applicable.
   As early as January 1, 2008, all persons, including U.S. citizens, traveling between
the U.S. and Canada, Mexico, Central and South America, the Caribbean and Bermuda by land or sea (including
ferries), may be required to present a valid passport or other documents as determined by the Department of
Homeland Security. Recent legislative changes permit a later deadline, but the Departments of State and Home-
land Security are working to meet all requirements as soon as possible. Ample advance notice will be provided to
enable the public to obtain passports or passport cards of land/sea entries.
   The passport requirement does not apply to U.S. citizens traveling to or returning directly from a U.S. terri-
tory. U.S. citizens returning directly from a U.S. territory are not considered to have left the United States and do
not need to present a passport. U.S. territories include: Guam, Puerto Rico, the U.S. Virgin Islands, American
Samoa, Swains Island and the Commonwealth of the Northern Mariana Islands.
   For additional information visit: 2

                                                      — 5 —
NAICS Codes For                                                                AIM/R Calendar
Wholesale Trade Agents And Brokers                                             of Events
(formerly SIC code)
                                                                               AHR Expo
                                                                               January 29-31, 2007

T   he 6-digit NAICS (North American Industry Classification System)
    business code system used by the IRS to classify your business has
been undergoing revision since it was first implemented in 1997. A joint
                                                                               Dallas Convention Center,
                                                                               Dallas, TX

investigation by MANA and the ERA into NAICS Codes turned up a new             AIM/R Management
code, established in 2002, for manufacturers’ representatives.                 Conference
  For reps who sell only on commission and don’t buy and resell, the fol-      April 19-21, 2007
lowing applies:                                                                Hyatt Regency
  425120 Wholesale Trade Agents and Brokers — 2002 NAICS Code                  Newport Beach, CA

Description                                                                    K/BIS
   This industry comprises wholesale trade agents and brokers acting on        May 8-20, 2007
                                                                               Las Vegas Convention Center
behalf of buyers or sellers in the wholesale distribution of goods. Agents
                                                                               Las Vegas, NV
and brokers do not take title to the goods being sold. Instead, they receive
a commission or fee for their service. Agents and brokers for all durable
                                                                               ASA Network ’07
and non-durable goods are included in this industry.                           October 24-27, 2007
   Illustrative Examples:                                                      Anahem Marriott Hotel
• Independent sales representatives                                            Anaheim, CA
• Manufacturers’ sales representatives
                                                                               PHCC National
Alternate Titles                                                               Convention
   This sector is also called:                                                 October 24-27, 2007
• Automobile auctions, wholesale                                               Anaheim Marriott Hotel
• Fuel oil truck jobbers                                                       Anaheim, CA
• Petroleum brokers
                                                                               Other Industry-Allied
• Wholesale trade agents and brokers
                                                                               Meeting and Convention
• Agents and brokers, durable goods, wholesale trade
• Agents and brokers, non-durable goods, wholesale trade
• Durable goods agents and brokers, wholesale trade                            Affiliated Distributors
• Non-durable goods agents and brokers, wholesale trade                        North American Meeting
   For distributors, the correct code must be selected from the sub-sectors    September 4-7, 2007
of “423 Merchant Wholesalers, Durable Goods” or “424 Merchant Whole-           Gaylord Texan
salers, Non-durable Goods.”                                                    Grapevine, TX
   If you are a manufacturers’ representative who also buys and resells,
and therefore takes title to some of the products you sell, you will need to   WIT Annual Distributor/
choose the code that best describes your business when filing your tax re-     Vendor Conference
turn. Remember, the data in your tax return will be compared to the popu-      March 5-9, 2007
lation of filers who use the same code you use for the purpose of selecting    Las Vegas, NV
your return for further review.

Please Visit the Following Web Sites For More Information
• 2

                                                      — 6 —
                      AIM/R Members Subscribe To This
                             CODE OF ETHICS

T  he Association of Independent Manufacturers’/
   Representatives, Inc. is a trade association of
multi-line, field sales professionals organized to:
                                                            In furtherance of these objectives, the Association
                                                         develops and participates in programs and activities
                                                         for multiple-line, field sales professionals designed to
                                                         elevate ethical standards, improve business operations
     Promote, protect and improve the multiple-line      and provide more efficient service to principals,
     representative function and provide benefits        customers and the industry. To implement these goals,
     and services to its members; and                    the members of AIM/R are expected to:

     Create and foster a spirit of mutual respect             Represent only those lines they can effectively
     and esteem among members and others within               market and sell.
     the industry and other industries; and                   Maintain a fiscally-stable firm.

     Educate the industry and other industries as to          Operate a well-managed firm.
     the advantages of doing business through                 Never degrade, malign or make false
     multiple-line, field sales professionals.                representations of a fellow representative.

                                                                               AIM/R Officers & Directors
    Manufacturers:                                                             Chairman: Bill Freeman, CPMR
                                                                                President: Rick Banner, CPMR
    Are You Looking for                                                          President-Elect: Frank Parks

    Well-Qualified,                                                                  Senior Vice Presidents
                                                                                    Conference: Bill Godwin
                                                                               Education: Glenn Thurman, CPMR
    Performance-Committed                                                         Industry & PR: Brian Burke
                                                                                  Membership: Mike Parham
    Representatives?                                                                      Directors
                                                                                         Mark Creyer
                                                                                    Ryan Davenport, CPMR
     Find them quickly, easily and cost-effectively with AIM/R’s
                                                                                     Mike Dungan, CPMR
     two exclusive marketing services . . .                                            Karl Grabowski
                                                                                     Ken McGregor, CPMR
                                                                                         Eddie Pulley
     The AIM/R Locator
                                                                                       Sig Schmalhofer
     A directory of PHCP representatives by territories covered,                          Jeff Smith
     type of products handled, type of customers sold to/through              Strategic Plan Committee Chairman:
     and complete details about their companies.                                          Greg McLaren

     Instant Hot Lines
     A one-time fax or e-mail that provides immediate informa-                AIM/R News & Views is published
                                                                              quarterly for AIM/R, One Spectrum
     tion on your line, only, to reps in specific territories or              Pointe, Suite 150, Lake Forest, CA
     throughout North America.                                                92630-2283, (949) 859-2884, Fax:
                                                                              (949) 855-2973. Statements of fact
    Call AIM/R at:                                                            and/or opinion are the responsibility
                                                                              of the authors alone and do not imply
    (866) 729-0975                                                            an opinion of the officers or members
                                                                              of AIM/R.

                                                      — 8 —