with that explanation, she admits that more than half of prospective principals don’ t want to pay you for your efforts. Termination—“ When there’ s a bump in the relationship between principal and rep, you’ re always concerned about being terminated. And, when you’ re terminated you want to make sure that you’ re fairly compensated for your work. Ideally you want to be able to do that without having to take legal action.”
Finally, when she’ s asked what MANA’ s contribution has been to her agency’ s success over the more than 20 years she’ s been in operation, Wilson is quick to respond that“ The association has been a big help. They provide a number of valuable tools whether it’ s been advice on contracts, teleforums or educational programs. Just availing myself of the educational services, I’ ve been able to learn so much from fellow MANA members and manufacturers. Then, there’ s Agency Sales magazine which on a monthly basis provides real-world articles and information that I can draw from. Reading what other reps are going through lets me know that I’ m not alone.”
MANA welcomes your comments on this article. Write to us at mana @ manaonline. org.
Jack Foster
Jack Foster, president of Foster Communications, Fairfield, Connecticut, has been the editor of Agency Sales magazine for the past 23 years. Over the course of a more than 53-year career in journalism he has covered the communications’ spectrum from public relations to education, daily newspapers and trade publications. In addition to his work with MANA, he also has served as the editor of TED Magazine( NAED’ s monthly publication), Electrical Advocate magazine, provided editorial services to NEMRA and MRERF as well as contributing to numerous publications including Electrical Wholesaling magazine and Electrical Marketing newsletter.