2/4/2010
2nd Recipient of the George Hayward CPMR Champion Trophy George Hayward. Who was he? Well…the question really is: who is George Hayward? He was an exceptional person whose spirit/influence continues to live large in the professional and educational activities of at least 14 trade associations world wide. That also includes the Manufacturers Representatives Educational Research Foundation (MRERF). We – MRERF -- could not have custom designed a more enthusiastic cheerleader-supporter.
I have been asked to “talk about George” as a background for awarding the George Hayward Championship trophy and designation. That’s a daunting assignment. I have tried to distill my comments to a few highlights but bear in mind this is only a summary of who he was and is.
Some attributes of George are: He had a passion for raising the standards of practice for manufacturers representatives both in the field and in the office. He was persistent and never gave up when he made a commitment. He paid attention to details. Above all, he cared about people and truly wanted each individual to attain their highest potential.
What did George do? Briefly…if that is possible…He started the United Sales Associates agency nearly 28 years ago after being engaged in various facets of the safety industry. Now USA has 30 employees serving in 8 states representing manufacturers in that industry very effectively.
My first point was that George was an accomplished influencer – as well as an instigator of increased educational opportunities in many industry groups including Manufacturers Agents National Association (MANA), who appointed him as their International Development point man. He went on to become a board member of the International Union of Commercial Agents and Brokers which provides the professional development umbrella for 450,000 agencies in Greater Europe with links to South America and Asia. He was the first non-European board member for IUCAB and, I suspect, his level of intensity and commitment was somewhat unique in their experience.
Personally, I counted on George as a mentor and a valuable sounding board with down-to-earth advice and telling insight that was very helpful when working with volunteers and staff members in various organizations. I always certain that George was being just as thoughtfully helpful to many other people as he was for me.
George was soon to become the Board Chairman for MANA after serving on their Board for many years. He was also a guest speaker in the College of Business, Ohio State University. The list of his activities and accomplishments as well as awards, is long.
Throughout all his activities, George lived his convictions with a high degree of integrity. He set – and maintained – a standard that all representatives firms would do well to emulate. He was truly a Champion for the profession of Manufacturers Representative and the designation of Certified Professional Manufacturers Representative.
Marilyn Friesen, Ed.D., CSP
Comments at the Jan. 2010 CPMR noon luncheon, Arizona State University
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1/27/2010
From the Manufacturer's Perspective - Are You an "A-Rep"? Internally, in the rep world, we often segment (at least mentally) our line cards by the quality of our manufacturers. Everyone knows which lines are their A-, B-, or C-lines. Sometimes it is determined by volume, profitability, customer service, or even how many reports they require.
But have you ever considered what kind of rep are you? Are you an A-rep? B-rep? Or C-rep?
What makes an A-rep?
What distinguishes you from your peers inside your territory? Why are you better? Different? You may not be the biggest rep firm, but what benefit do you bring to manufacturers that are considering using your firm?
As we think about how to differentiate ourselves, it is important to think objectively. Think how the manufacturer sees you and compares you to your colleagues.
I think it is an interesting point to ponder.
I welcome your thoughts!
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1/12/2010
I Heart CPMR I heart CPMR!
Each year is the same…I have a boatload of work to do in December during the run up to CPMR. It is controlled chaos as we pull together the final details. This year we have CPMR as well as a program specifically for manufacturers, which makes it all the more interesting.
Then during class time, I have the good fortune to be able to sit in any class that interests me. Good news, bad news…all the classes interest me! The challenge is prioritizing! Do I want to revisit the 9 Cell Matrix with John Schlachter? Or do I want to delve deeper in Line Profitability with Scott Lindberg to focus my thoughts for the case study tomorrow? Alternatively, I could experience the change leader in Doug Austrom’s class. Ah, the difficulties I face!
It is terrific to observe the attendees and see them grow more comfortable with their colleagues. Their to-do lists grow every day. Their connections deepen with every study session and bull session (and each round…Oohrah!). Their appreciation for what they are learning increases, too.
The Manufacturer’s Best Practices (MBP) program begins tomorrow. They have the opportunity to observe the morning session of CPMR 101 or 201. By having a better understanding of what CPMR, they know what good reps are capable of. By participating in MBP they are working to improve themselves, their company and their rep network. It will be another exciting day on the campus of ASU in sunny Tempe, AZ.
I hope net year you consider joining us. Whether you are a rep or a manufacturer, let’s talk about what you need. What will benefit you and your firm? How can MRERF help?
Another way to join us is the Certified Sales Professional (CSP) program. CSP will be in Raleigh (April), Denver (May), Minneapolis (Sept.), and Phoenix (Oct.). If you want to sell more effectively and profitably, you want CSP. Call me. We can talk about your questions, problems and opportunities (303.463.1801).
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12/8/2009
Jack Berman - A Legend in Many Industries Jack was a Jack Benny look-alike (including the glasses). He was smart and funny. He wanted salespeople to be the best they could be. He created tools, he taught classes. He was a gentleman's gentleman. He played on his resemblence to Benny, crossing his arms and putting an open palm to his cheek.
Jack left a trail of improved sales teams in his wake and we are the better for it. Jack was a mentor to my father, Ed Lindberg. Our company used call reports since before I was old enough to put stickers on literature. Whether my dad refined and improved the call report with his circle, square, triangle "checkboxes", I don't know, but they are still in use today in my family.
It was always a pleasure to see Jack at ERA conferences. Jack Berman's influence on my family goes far beyond how we sell. He created an atmosphere of sharing. Share your knowledge. Make every Rep firm a better firm. Help them when they are struggling. There is enough of the pie for everyone.
We should all strive to change the world like Jack Berman changed the world of sales.
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11/6/2009
Diversity! Try it! You will like it!
Did you see the bit about diversity in the newsletter? Do you have success stories about diversity in your company? Do you have fears about creating a diverse team? What are they?
I once had someone tell me that diversity was whatever you decided it was. Frankly, I don't believe that. I was in a group where they thought blondes and brunettes provided enough diversity. Heck, they probably counted the left-handed persons in the group and really thought they had ‘mixed it up.'
There is a great big world out there that looks and thinks differently than the we do. And I use the term ‘we' loosely. Look around in your industry...what do the players look like? Pretty homogenized, I imagine. If not, terrific, you are ahead of the game.
However, if your industry and your company would add diversity to our ranks, we create a more well-rounded team. A team that can approach problems differently, finding solutions that might not have been thought of before.
Diversity is not a dirty word. Neither is multiculturalism. It is reality. We live in a society that offers everyone a chance to make their dreams come true. America is the place where you can be anything you set your mind to. Opening ourselves up to the depth and richness of another culture is an easy way to expand your horizons.
I enrolled my oldest son in a French immersion school. From four years old through third grade, he did all of his school work in French. By third grade, he was dreaming in French...I know this because he talks in his sleep. And he was talking in French.By being immersed in another culture, my son has the mental flexibility to think like differently than I can. It is more than becoming bilingual (which is a good start), it is becoming truly bi-cultural. His French was so well ingrained that when he spoke to strangers from France, they were surprised to know he was from Denver. His accent was from the south of France.
How many surprises can we create by opening up our workforce to people that are different from us? What customers are we missing because we literally do not speak their language? How many opportunities do we miss because our sales team thinks in a fairly homogenous way? What rewards await if we open ourselves up to the diversity that is available? What talent will we find when we look beyond the mirror and see the potential in folks who are different?
Whether it is age, race, gender, orientation, religion, physical ability, or country of origin the life experiences that these different people face will give our organizations depth like never before.
Please share your thoughts!
More resources on Diversity:
What is Diversity in the Workplace?
PowerPoint presentation on diversity
A norm we should all practice:
We accept open expression of our individuality and diversity within the bounds of courtesy, respect, and sensitivity. We take pride in our collective achievements. We honor our differences. Paul Alivisatos - Interim Director, Lawrence Berkeley National Laboratory
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10/30/2009
Two Feet of Snow...Reminds Me of CPMR It always surprises me that two feet of snow can fall without making a sound. You would think this much snow would go “clunk”. But it never does. It sneaks up on me. First, it falls prettily and quietly. Then, it slowly starts to accumulate, blanketing the grass with its glittering sequins. It was only when I was shoveling 14 inches of the fluffy white stuff that I realized it had ganged up on me. That the lovely snow had become an antagonist, bent on keeping me in my house.
Working from home, it was easy to find something to do after shoveling. Make a pot of coffee and make phone calls to warmer places to talk to prospective CPMR Candidates. We can all meet in Tempe, AZ in January. I can feel my feet getting warmer already.
Like a deep snow bank, we get stuck in our everyday routines and forget why we are doing what we are doing. Owners of Rep firms started their business because they had a dream. But sometimes the dream can become overwhelming when it becomes reality. Entrenched in day-to-day business, we forget that we need to step back and look, really look, at what we are doing. We need to examine how we can do it better. We need to talk to other Reps about how they tackled similar situations.
That is what CPMR is all about. Taking a look at our business (I speak as a Rep because I grew up as a Rep…it is in my blood) to see how we can improve it. Investing the time and money in ourselves and our firms will pay off in the long run. Just like shoveling every six inches instead of waiting ‘til it quits snowing. Breaking the work into smaller pieces, saves a lot of back breaking work later. CPMR breaks the work into smaller bits. Examining a portion of business every year. Making progress without wearing ourselves out.
Join us in January. It will be warm and we can use the experience of others to dig out from our own situations. MRERF guarantees that you will find value for your business in CPMR 101. If you do not, we will refund your money. In twenty years, no one has ever asked.
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9/25/2009
Get a Big Bang Out of CPMR When I think about the programs we are putting together for Reps firms, Distributors and Manufacturers I get very enthused.
Our Certified Sales Professional is happening in Chicago in less than two weeks and we are STILL getting folks enrolling! It is a great time to do some professional development. And it is a GREAT program, too. If you attend CSP and are not pleased…we will gladly refund your money. Come try it!
Because we are good stewards of the Foundation’s funds, we are multi-tasking to the utmost while we are in Chicago. We are attending the ERA Diamond Jubilee Conference where they are celebrating their 75th anniversary. ERA is where the Foundation began in 1984.
Also in Chicago is the ISSA show (Jan/San industry), so I will walk the aisles of the show and talk to Reps, Distributors and Manufacturers to find out about their professional development needs. Another Rep group, is also having an event, so Susannah will attend.
Additionally, I have been invited to address BIG BANG!, a small Best Practices group meeting on Monday. This small group began as a CPMR study group in 2004. Apparently, they had a habit of visiting the Big Bang! bar in Tempe. Dueling pianos are the primary feature of Big Bang! And it’s a hoot! I have some pictures of my brother doing I’m a Little Teapot there from 2008 (Scott, Mom always told you to be nice to me!).
There MUST be something to these Best Practices groups! Two members of Big Bang! have both the CPMR and CSP designation.
This, too, can be you. Enroll in CPMR. Learn a ton about improving your Rep firm. Create a network of Reps across a variety of industries. Benefit from their knowledge for years to come.
For additional information on Best Practices you can also google Master Mind as promoted by Napoleon Hill a long, long time ago. Still a fresh idea!
Or, easier still, enroll in CPMR and we will help you start your own Best Practices group!
See you in January!
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9/16/2009
Rounding Up Mustangs... or Creating Our Mastermind Group New, yet not. The Foundation has long been a proponent of Best Practices Groups. They are also called No Name Groups or Masterminds. Regardless of whether or not your group has a name or not, it becomes an informal board of advisors. Input from this group can have profound effects on your Rep firm.The Foundation has created a group called Mustangs. It is for the younger set. Folks that are on their way up and want to shake things up on the way. They are full of enthusiasm. They enjoy what they do and they want to show what they can do. The Mustangs have a website and a loose charter. The charter is to make Mustangs what they want it to be. Sort of Ghandi-esque…”Be the change you want to see in the world.” My job is to provide a platform and a group of folks to start it. The Mustangs will make it useful to the other members. If you know someone that is Mustang material, encourage them to check it out. This may be you. This may be your “heir apparent”. This may be your competitor. Or a colleague from another industry. They will be glad you helped round 'em up!
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9/14/2009
Happenings at MRERF Keeping up in today's world isn't always easy. So much data, so many to-do items...nay...lists, and the same paltry 24hours every day. What's that about?
Here at the Foundation, we are working on the 2010 CSP schedule, the Manufacturer's Program for January, and a new CPMR case study. It is very exciting and filled with to-do items. Manufacturers will find value in the Manufacturer's Best Practices (MBP) program. It doesn't matter if they have long used Reps, or are just wading into these waters. Not only will they leave with new ideas for their Rep network, they will also create a network of colleagues that face similar issues regardless of their industry. So let your Manufacturers know that the MBP program is happening January 13-14, 2010 alongside CPMR at ASU. If you would prefer, we can invite them. Just send us their contact information.As for CSP 2010, we will be in Raleigh, Denver, Minneapolis and Phoenix. We are doing more private CSP sessions which is very interesting. Private sessions allow for a little fine-tuning to the organization that is holding it.
Another bonus is that they can offer the CSP class to their distributors and even their customers. Think about it...if your distributors and customers sell more, then YOU sell more! It's a win-win-win situation! Call Susannah for details at 303.463.1801
The CPMR case study will give the Candidates in 301 a chance to use the tools they've acquired since beginning the program. The committee is having fun and working hard to create narrative and supporting data that will offer an interesting and engaging learning opportunity.
If you haven't signed up for CPMR, what's taking you so long? Start in 2010 and you're on track to finish in 2012. The best three weeks of your professional life!
Money back guarantee that you will find value for your business in CPMR!
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8/28/2009
Granddad Used to Say "The years go so fast." I am sure I would roll my eyes as I thought "How can the years go by fast, when today will NEVER end?!" Well, that was then and this is now. I have twenty more years of experience on the planet and the years DO go by fast.
Keeping up in today's world isn't easy. So much data, so many to-do items...nay...to-do lists, and the same paltry 24hours every day. What's that about?
Here at the Foundation, we are working on the 2010 CSP schedule, the Manufacturer's Program for January, and a new CPMR case study. It is very exciting and filled with to-do items.
Manufacturers will find value in the Manufacturer's Best Practices (MBP) program. It doesn't matter if they have long used Reps, or are just wading into these waters. Not only will they leave with new ideas for their Rep network, they will also create a network of colleagues that face similar issues regardless of their industry. So let your Manufacturers know that the MBP program is happening January 13-14, 2010 alongside CPMR at ASU. If you would prefer, we can invite them. Just send us their contact information.
As for CSP 2010, we will be in Raleigh, Denver, Minneapolis and Phoenix. We are doing more private CSP sessions which is very interesting. Private sessions allow for a little fine-tuning to the organization that is holding it. Another bonus is that they can offer the CSP class to their distributors and even their customers. Think about it...if your distributors and customers sell more, then YOU sell more! It's a win-win-win situation! Call Susannah for details at 303.463.1801
The CPMR case study will give the Candidates in 301 a chance to use the tools they've acquired since beginning the program. The committee is having fun and working hard to create narrative and supporting data that will offer an interesting and engaging learning opportunity. If you haven't signed up for CPMR, what's taking you so long? Start in 2010 and you're on track to finish in 2012.
Money back guarantee that you will find value for your business in CPMR! Maybe even the three weeks you will be most fond of in your professional life!
Matter of fact, we offer money back guarantees on ALL our programs. No one has ever asked. If you have tried one of our programs, isn't it time you tried another one?
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6/25/2009
Marketing -- It's Not Just for Grown Ups Hello again my fellow business bloggers!
So the other day I went to Boondocks. For those of you who don’t know what Boondocks is, it’s a game based area of fun. They have go-carts, bumper boats, put put golf, laser tag, video games, and much much more.
I went with some of my friends because it was Twelve Dollar Tuesday. That means that its unlimited bumper boats, putt putt golf, laser tag, and video games all day. While that was fantastic the only reason why I like going to Boondocks is for the go-carts. I bet you are wondering… "She didn’t mention go-carts being included in the Twelve Dollar Tuesday". Well my insightful friends… I didn’t.
See, here is where they get you. It cost five dollars more for the go-carts. Translation: Twelve Dollar Tuesday is secretly Seventeen Dollar Tuesday… That doesn’t really sound as good. After deciding that I should spend the extra five dollars for a super amount of fun I started thinking about how clever that marketing strategy is.
At Boondocks, the most popular rides are the go-carts. By charging an extra five dollars just for the go-cart option Boondocks is tricking you into thinking it’s really cheap when in fact they are g charging extra for one little thing. GENIUS!
Rolling off into another idea that sparked into my head… Advertising to kids is one of the best ways to insure a successful product. If you can get a kid to think that they have to have a certain item or food then you are set because they will go to their parents and ask for it. Because parents want their kids to be happy, they will most likely buy that certain item for them.
On the other hand if they parents say "no" some kids will go into what I like to call the Temper Tantrum. They will cry and scream until they get what they want or until the parents make them stop. Either way that child wants what you are selling. This whole concept is genius!
Whoever came up with items, places, or foods deliberately for kids is a genius. I applaud you genius person! -Lauren
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6/17/2009
Cake, Sleep, and Facebook - My first day at work. My first day as an intern went great. The day started with me waking up at 8:30 in the morning. Talk about too early! The reason why I woke up so early was because I went down to Cherry Creek to see my future roommates. They just got back from Florida and I just had to see them. Because it was a kind of far drive I stayed down there. It was worth it to wake up early because they surprised me with a cake for my birthday that just passed. Well anyways I woke up and drove down here and the first thing that I did when I got back into my house was… you guessed it … sleep. I went back to sleep and had trouble getting back up. No bed can compare to mine. I have amazing soft sheets that I use every time. I will sleep on them for two weeks and then when they are dirty instead of putting a new pair on… I will wash them and then reuse them. Man I love those sheets. I finally got up and thank goodness I got a call saying that we were meeting at 10:45 instead of 10:30. I got thirty more minutes of sleep! As you can tell I really enjoy my sleep. Well I woke up took a nice hot shower, fixed my hair, put on some clothes, and headed off to work. The work I had to do was pretty easy. [ Not to be mistaken that I need harder work Karen and Susannah] I was on Facebook all day. Nice, Right? It’s not what you are thinking. I didn’t sit there for hours and do my usual browse pictures and make comments ordeal. I searched for business opportunities on Facebook. It was a great discovery if I say so myself. I found that you can create a business page for almost anything. The only difference is it’s more like a group that an actual profile. You can still put up pictures, make comments, and download apps, but it’s just set up differently. That took me about two hours to find details on that. Basically I spent two hours on Facebook … AT WORK! HELLO?!?! CAN YOU SAY AWESOME?!?! This internship is going to be a blast I can just feel it. Well I am off to do some filing my fellow business bloggers. Everyone have a fantastic Facebook fun day!
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5/7/2009
Spotlight on Gary Lessing, CPMR and Ewing-Foley Gary Lessing, CPMR began as a Manufacturers Representative in the Electronics world with Ewing-Foley in 1981. The firm added Electrical to the mix in the mid 1980s and Data Comm in the 90s. Ewing-Foley’s strength today is their diversity and their commitment to customer satisfaction. Together the divisions are an impressive entity, but separately they would each continue to be one of the top Reps in their respective industries. Each division is independently managed and staffed and each share common back office support staff and facilities.
‘Longevity’ is a word that Ewing-Foley can use without fear. Panduit signed on in 1962 and remains with the firm to this day. Gary credits the current look and feel of Ewing-Foley to Panduit’s evolution and growth into new markets. C&K Switches has been with Ewing-Foley since 1967. Dick Foley and Bob Lessing are managing partners, and with Gary are leading Ewing-Foley to new heights. In April of 2009, Gary was awarded the GEM Award from Electrical Wholesaling.
Gary and his team believe in the power of professional development . Ewing-Foley has 63 employees including eight CPMR graduates, one CSP graduate and two that are currently Candidates in the CPMR program. Employees realize that Certification is an investment in their future at the firm. This commitment signals employees and principals alike, that Ewing-Foley is unique, and devoted to a higher level of performance.
Gary takes a long-term approach to success. He realizes that it can take many months for new employees to hit their stride and fully understand EFI’s principals and the company culture. Investing in the right people is the key as he considers human resources as EFI’s key asset.
Ewing-Foley likes aligning themselves with manufacturers that that can be sold through more than one of their divisions. Manufacturers who require account coverage in each of EFI’s end markets can receive tremendous value out of the EFI model.
Gary notes that the key to future success at Ewing-Foley is “our intimate account knowledge.” He elaborates, “Some Reps are ‘shelf-goods’ Reps selling mainly to distribution. We’re different. Although we sell through the distribution channel, we are very end user focused and we spend a large part of our selling time in this area. ”
The most difficult challenge they face today is the fact that the traditional representative model is broken. Business has become global and ‘following the order’ is not easy. Manufacturers and Representatives must challenge themselves to develop new compensation models recognizing these changes are occurring. Continuing to operate in the traditional model will not produce win win results. As one remedy to the problem, Ewing-Foley has developed a “Fee-for-Service” model, which has been gaining traction for them.
Due to their three divisions, Ewing-Foley has a broad and diverse account base. The company has weathered most economic downturns very well because of their diversification. The current cycle is different with its depth and breadth and is affecting all three divisions equally.
Gary looks to his Best Practice Group for different perspectives on business. Long a member of Kokopelli, Gary was instrumental in merging The Executive Group (TEG) with Kokopelli to create Market Systems Solutions (MSS). This informal board of advisors is serious about their combined business. They have bylaws, dues and an annual meeting.
Gary says, “The benefit of belonging to a Best Practices Group is that individual members can bring a fresh prospective to some of our common problems.” After each MSS meeting, Gary brings back several ideas to implement at the office. MSS has Reps from a variety of backgrounds. The relationships within the group create meetings that are fun and productive. They share thoughts on compensation models, current technology and other areas to make them all better Reps.
To Gary, the most enjoyable aspect of Ewing-Foley is the people. The relationships. “There is a lot of camaraderie at the firm,” he says, “Although there will always be friendly competition over the performance of each EFI division, we work hard to create a sense of common purpose between all groups . For instance, we have a regular poker night each month which gives us more interaction outside the office.” Despite tough economic times, Lessing continues to be bullish on the representative model, “Reps that have tenure and relationships are always going to be valued.”
‘Longevity’ is a word that will continue to be used when referring to Gary Lessing, CPMR and Ewing-Foley.
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4/28/2009
To Train or Not To Train...That Is The Question We have talked about this before. Yes, now IS the time to train your sales people. It seems counterintuitive, but it isn’t. The instinct is to pull everything in. Wait. Watch. And that is what many folks are doing. So many, that we have had to consolidate our Minneapolis (June) and Raleigh (Sept) CSP sessions. See the new, revised CSP calenar.
The shakers and the movers are not hiding in their turtle shells. They are out there improving themselves. Making themselves an evermore valuable partner. Invaluable.
Enrolling in the Certified Sales Professional (CSP) program will drive home some important lessons that will help you survive (and even thrive) in the current climate. In three days, you will be back in the field, reinvigorated. You will be a shaker and mover with newfound knowledge of how to improve your business.
As a sales person, your customers need to know you are still their number one solution provider. Communicate with your vendors as to what is happening (or not) in your territory and market. You will stand out for providing information.
Otherwise, your channel partners (Customers, Manufacturers, Reps, or Distributors) might assume that you have not survived this business slowdown. You don’t want them finding other firms to solve their problems. Investing in professional development for your team will reap benefits when business picks up. Your team will be on their mark when the economy starts with a Bang!
On your mark! Get set! Go!
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