Certifications

The following are the professional designations offered to MAFSI member rep firms and manufacturers (CFSP only) to demonstrate your credibility, knowledge, commitment and dedication to the industry.

MAFSI Technology Certification (MTC)

Technology, when used appropriately, equals productivity. To help make our MAFSI members more productive, we have alt developed MAFSI Technology Certification (MTC) as a guide to available technology and its application within a manufacturer’s rep business, from the simple to complex.

There are 34 MTC Agencies. Add your name to the list.

Four Ways MAFSI Technology Certification Benefits You:

Identifies you as a leader in technology and business transactions relating to the Internet and agency operations.
Provides your agency with a technology roadmap and comparative analysis.
Provides you with peer networking relating to efficient use of hardware and software in agency applications.
Provides your manufacturers with a clearer understanding of how your tech investments have enhanced their market position.

How do I get started?

Complete an Application for Candidacy form. Once received by the MAFSI office, the appropriate checklist level will be e-mailed to you.

Why should I become certified?

Do your manufacturers and customers understand the commitment your agency has made in time and money to become “hi-tech and high touch” in the foodservice industry? What if your representative agency was publicly recognized and promoted for your technology investments in hardware, software and training? MAFSI has created its Technology Certification Program to do just that. MAFSI recognizes that today's manufacturers and customers want reassurance their sales and marketing professionals hold a commitment to the technological skill set required to move the foodservice industry forward.

The certification program provides an industry benchmark by offering technology guidelines for agencies.

The program is designed to help you with your technology needs today and keep you on top of things for tomorrow by providing a roadmap specific to technological applications such as computer hardware, software applications and communication products. These standards enable businesses to simplify practices, reduce expenses, and compete more effectively in an increasingly complex and competitive world.

In developing its Technology Certification Program, MAFSI stepped to the forefront of the industry to address the technology needs that not only affect your agency’s efficiency, but also your partnerships with your customers and manufacturers. MAFSI is the taking the lead, offering a broadly applicable and vendor neutral technology certification program for our members and the foodservice industry. The certification program was developed to make your technology investments pay off and help you move forward. You've made those investments to streamline your business, making it more efficient and effective; now it’s time to be recognized.

Requirements for certification include:

The technology certification program is open to all MAFSI agent members. There are four levels of certification: 101 Standard, 201 Intermediate, 301 Advanced, 401 Expert. Once you have successfully completed a level, an icon will appear after your name in the online membership directory designating your MAFSI technology level.

How to Apply:

To apply for certification you must complete an Application for Candidacy form and submit it to the MAFSI office. You will receive the appropriate checklist within 10 days of receipt of your application.

Program Costs:

All designation levels have a one-time application fee of $150 and an annual renewal fee of $95 per company. You will be billed for certification renewal on your dues form; however, will be able to move levels without additional fees.

Upon Completion of Certification You Receive:

MTC designation and level after your company
Online Locator listing and in printed membership directory.
MTC lapel pins for everyone in your agency.
MTC logo to put on your Web site and business card.
Special recognition on the MAFSI Web site and MAFSI E-News.

Moving Levels: (For MTC Agencies Only)
Once you are MTC certified, you may move levels at any time.
Please complete the appropriate form below:

From 101 to 201 From 201 to 301 From 301 to 401

"For me, working with MTC let me see what different rep agencies were doing to handle the challenge of effectively using technology in the day to day operations of their businesses. The different levels gave me some targets in advancing our own business to make better use of technology so we could service our customer base better, faster, and at a lower cost." - David Wyllie, Wyllie Marketing

Certified Professional Manufacturers’ Representative (CPMR) for Rep Firm Owners

The Certified Professional Manufacturers' Representative (CPMR) is for anyone providing outsourced
sales functions to manufacturers, regardless of industry. It is a professional designation earned by an individual,
not a firm and is open to firm owners and managers.

Large firm or one person operation, current or future owners or managers of independent manufacturers representatives may apply. Reps are also known as brokers, agents or outsourced sales. CPMR Candidates come from a variety of industries...from soup ingredients to nuts and bolts, and the equipment used to make or package them...they all enjoy CPMR.

The CPMR curriculum provides participants with greater understanding and insight into operating a more effective firm. In all, it takes three years to complete the certification program. After completing the third year, graduates earn the right to use the distinctive CPMR designation and gain membership to the Institute for Professional Advancement (IPA), MRERF’s educational subsidiary. The current areas of study are:

101

Upholding Business Ethics
Creating Stakeholder Value
Understanding Your Manufacturers
Strategy 101
Financial Foundations
Considering Legal Concerns of Your Firm
Growing Sales Production

201

New Principal Relationships - Developing and Managing
Strategy 201
Human Resources for Rep Firms
Win-Win Negotiations
Coaching and Mentoring
Line Profitability Analysis
Internal Compensation
Building Company Culture

301

Valuing the Firm
Social Media 3.0
Succession Planning
Buy/Sell/Merge
Strategy 301
Bringing it all Together
Capstone Case Study

Each year of CPMR builds on the previous year’s curriculum. To encourage continued professional growth and life-long learning, maintenance of certification criteria must be met in order to retain the CPMR designation. The criteria reflect requirements of the International Association for Continuing Education and Training and are consistent with standards recognized for all certified professionals including the fields of law, medicine and accounting.

The program is administered by MRERF (Manufacturers’ Representative Educational Research Foundation).
For more details and how to apply visit CPMR.

Certified Foodservice Professional (CFSP) for both Reps and Manufacturers

The Certified Foodservice Professional(CFSP) credential was established by NAFEM in 1987. It is the most important industry certification for foodservice professionals. Globally recognized and demanded, the CFSP program enables organizations to compete more effectively by providing a more knowledgeable, better qualified and more motivated team.

The program is administered by NAFEM (North American Association of Food Equipment Manufacturers). For more details and how to apply visit CFSP.

Certified Sales Professional (CSP) for Rep Firm Sales Personnel

The Certified Sales Professional (CSP) gives a thorough understanding of consultative selling. From business creation to improved time and territory management; goal-setting to prospecting, and everything in between, attendees return to the territory with a renewed enthusiasm for selling. The program is administered by MRERF (Manufacturers’ Representative Educational Research Foundation). For more details and how to apply visit CSP.

Salespeople in every segment of the foodservice sales process can attend CSP. Reps, brokers, direct sales, distributors, and even sales managers that manage reps. Anyone that calls on customers will leave CSP with sales skills and ways to increase their business.

The CSP curriculum provides participants with a thorough understanding of consultative selling. Being able to find out what the customer needs and how you can meet those needs makes you a valuable resource to your customers.

After three intense, interactive days at CSP you will be more effective, productive and profitable.

Successful students earn the right to use the distinctive CSP designation and gain membership to the Institute for Professional Advancement (IPA), MRERF’s educational subsidiary.

The CSP curriculum includes:

Managing Yourself
Understanding Personality Traits
Maintaining Positive Attitude
Setting Personal Goals
Managing Stress and Time

Selling Process
Prospecting
Planning
Getting Participation
Investigating, Summarizing & Prioritizing
Going Forward

Business Skills
Effective New Business Creation
How to Plan and Conduct Potent Sales Meetings
Developing Presentation Skills
Strategic Territory Planning
Account Management
Business Acumen

Manufacturers' Best Practices (MBP)

Finding the best rep fit for your product can certainly be a tough challenge. The MBP (Manufacturer's Best Practices) is two days filled with ideas and tools on how to strengthen the rep network and drill down on the best ways to streamline manufacturer partnerships. It is good for factories that have used reps for a long time or are just starting out with reps. Understanding how to find the best reps and communicate with them is imperative. MBP makes it easier to do!

Two days. Dozens of ideas.
Good decisions do not, by themselves, yield great results. Going to market through independent manufacturers representatives is a good decision. But it is the relationship that will create great results. Relationships between principals and reps need attention. Attention to the big picture. Attention to the finer points.

The Manufacturer’s Best Practices program from MRERF meets the needs of both top and middle management and sales/marketing personnel at the factory level. Its goal is to enhance understanding of how to select, manage, evaluate, and profit from your Rep network. Your reps are the face of your company in the field. You want your firm to be well Represented.

Through lectures and interactive dialog, you will gain a better understanding of:

What the rep function is
How rep firms operate
How to select, train and manage reps

Finding synergistic partners
Interviewing
Hiring
Creating fair contracts
Evaluating

How to manage and motivate your rep network

Understanding the culture of each rep firm
Optimizing the rep relationship
Communicating with your reps
Eliminating barriers to sales
Doing business ethically with reps
Becoming the emotional favorite
What Manufacturers need to do, internally, to get the best results from reps

By the end of the Manufacturer’s Best Practices program, you will be better able to:

Develop realistic and appropriate expectations
Manage and communicate more effectively with your reps
Create custom policies from our bare-bones resources to best fit your organization

Who attends?