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MANUFACTURERS WHO "GET IT"

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"It" refers to going to market using professional independent manufacturers' representatives and the process of hiring and managing these reps. To illustrate the process, the author discusses a personal experience with a manufacturer who "gets it." The principal is a European manufacturer of large size, custom engineered and custom tooled products. Their goal was to hire three experienced reps to service existing customers and expand their business. Here are the steps they took to achieve this goal: 1. joined MANA, a $499 investment in their future, 2. searched the MANA database for reps experienced in their products and markets served, 3. qualified thirty-six prospective reps in three territories, reduced to twelve, and 4. interviewed the twelve, reduced to three. Within three months, they had new business and new opportunities flowing to the manufacturer, happy and enthusiastic reps, and good "marriage." This manufacturer "gets it" and is reaping the reward of investing in MANA and their reps.

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