Calendar of Events


Feb 4-6
CFESA Spring
Orlando, FL

Feb 7-9 
The NAFEM Show   
Orlando, FL

Feb 8
MAFSI Membership
Meeting and
Cocktail Party 
5:00 pm - 6:30 pm,
Orlando Convention Center

April 3-7
FEDA Convention 
San Antonio, TX 

May 18-21
NRA Show
Chicago, IL

Oct 7-9 
Fall Conference 
New Orleans, LA



Jan 15-18
MAFSI Business  
Conference & SMF   
Palm Beach Gardens, FL



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alt alt                                                                               December 2012 Issue

CASE STUDY: How Reducing Commissions to Get the Sale Impacts a Sales Agency


Commission is the life blood of any manufacturers’ agents' organization. Commission is the gross revenue received from the manufacturer to market their products in a specific territory. In an effort to better educate our members and manufacturers, we have asked some agencies to supply us with percentage information on how their GROSS REVENUE is dispersed within their organizations. Hopefully, we can all better appreciate how our gross revenue is used and understand that when our gross revenue is reduced disproportionally to the manufacturers we all lose. >>>>>

Guidelines For Planning The Business Year

Relationships between independent manufacturers' representatives and their manufacturing principals are founded upon each of the party's expectations as to the other party's performance, capabilities, and actions. Exceeding these expectations make the relationships prosper, and failing to meet expectations sow the seeds of discontent and ultimately lead to dissolution of the relationship.

The key element in the "expectation scenario" is the communications that take place between the independent representative and the manufacturer. Obviously, communications is an ongoing process and not something that is reserved for special times or specific instances. However, there are certain times in the business cycle where a more formal process of communicating and clarifying expectations are essential to a healthy and continuous relationship. >>>>>


Attend MAFSI’s Membership Meeting and Free Cocktail Party at The NAFEM Show          

MAFSI will hold a Membership Meeting and Free Cocktail Party for all members at The NAFEM Show, Friday, February 8, at the Orange County Convention Center from 5:00 to 6:30 pm in room S330E-H.

Agenda for Membership Meeting

    • New Expanded Barometer in 2013 will include detailed product sub-categories
    • Orgo - Operations Software for MAFSI Reps and Manufacturers
    • New Fields for Members in AutoQuotes
    • Data Collection and Reports
    • 2014 Business Development Conference & Sales Management Forum (SMF)
    • New Member Benefits for all MAFSI Members
    • Changing of Officers

We encourage all rep and manufacturer members to attend and please ask all of your personnel at the show to participate. By exposing them to MAFSI, it will expand our goal of business expansion among reps and manufacturers and the networking of ideas towards one common goal.

To register your company please click on link - MAFSI Membership Meeting Registration

Questions?  Contact MAFSI Headquarters at 404-214-9474 or [email protected].

      What You Need To Know Before You Hire in the New Year

     Interview with Linda Pickett: Human Resource Consultant, Time4HR LLC

Hiring new staff for small businesses such as rep firms and manufacturers is often a challenge. In this interview, Linda Pickett from Time4HR, MAFSI's provider for hiring and business consulting for rep firms, highlights some of the key strategies that can be used to make finding the perfect match for your business a success. Linda brings her wealth of corporate human resource expertise and provides services to make human resources expertise an attainable service for any sized business. >>>>>  

 MAFSI's Health Care Reform Planning Tool


As the Patient Protection Affordable Care Act (PPACA) changes the health care landscape it is going to present decisions for businesses of all sizes regardless of whether the business is required to accept certain responsibilities by law or not.

This planning tool is designed to help you sort through the decision making process.  While there are many pieces to the puzzle still missing, one particularly critical piece of information is not available yet.  Until we know how various insurance products are priced in or outside of what are known as the “exchanges” (don’t worry we will provide more information about exchanges), it will be difficult to draw conclusions for an action plan. We will not know these price points until 2014 when the exchanges are up and running.  Until then, you can make some educated guesses based on the current costs of providing health care benefits, either from your own experience or from widely available resources. 



President's Message: It's Been A Great Year




As the year closes out, like most people, I tend to reflect on the positive and the negative of what has transpired throughout the year and also what exciting prospects are building on the horizon. MAFSI has accomplished a great deal this year in regards to research and technology.


We launched our new website in April and starting in 2013, we will expand our Business Barometer to include broad categories such as Cooking Equipment as well as detailed categories such as Fryers. >>>>>



Tax Tips for 2012



As the end of the year rolls around, this time of the year can also be considered a second "spring cleaning" season where individuals consider helping the less fortunate by cleaning out their closets of unwanted household items and clothes, donate noncash property to charity, and receive a tax deduction as a result. In order to receive the deduction for a donation, substantiation of that donation is required.







TECH Tips - Video On The Go





If you got a new smart phone in the last few months, congratulations! You probably got LTE data connectivity, giving you a connection to the internet that is as fast, or faster, than your home computer.  But that speed came with a price.  Most of the major carriers have eliminated their unlimited data plans, replacing them with tiered data.  So your phone is capable of consuming a lot more data just as your plan stops allowing that. >>>>>





MAFSI Updates



Agents Wanted

Bringing the best reps together with best manufacturers is at the core of MAFSI's mission. We are pleased to bring you our monthly Agents Wanted bulletin, which lists MAFSI manufacturers needing representation by region.

If you contact one of these manufacturer members and tell them you are interested in the line, you will probably make the sales manager's day. You are saving him or her the trouble of doing a directory search and this will also give you the inside track on getting the line.

To view lines needing representation in your area click on your region below:

Region 1 - New England

Region 2 - Upstate New York/W. Pennsylvania

Region 3 - New York Metro

Region 4 - Keystone

Region 5 - Mid-Atlantic

Region 6 - Michigan/Indiana

Region 7 - Mid-America



Region 11 - Carolinas

Region 12 - Southeast Central

Region 13 - Florida

Region 14 - South Central

Region 15 - Texas/Oklahoma

Region 16 - Mid-Central

Region 17 - Chicago Metro

Region 18 - Wisconsin/Upper Michigan

Region 19 - Upper Mid-Central


Region 20 - Mountain States North

Region 21 - Arizona/New Mexico

Region 22 - Southern California

Region 24 - San Francisco Metro

Region 25 - Northwest

Region 26 - Canada

Region 27 - Mexico

Region 28 - International


You can also click on “Find a New Line” in the members’ only section of the website at any time to search for manufacturers needing reps. New manufacturer listings are added weekly.

This service is offered by MAFSI to keep our agent members advised of available lines from manufacturer members. This bulletin should not be construed as an endorsement of that product line by the association.   |   [email protected]   |   P: 404-214-9474   |   F: 404-522-0132