January 2013 Issue

Calling into Question: Call Reports

While MAFSI realizes the reporting of significant opportunities or problems with key accounts must exist between rep and manufacturer, the IRS looks at the use of regular reporting systems, call reports if you will, as one of the key factors to determine whether or not an agent is an independent contractor, or an employee. In a way, you can see their reasoning. Be that as it may, the issue of regular call reports is a problem for the manufacturers who demand them and for the agents who comply with the manufacturers' demands. Both are putting themselves on the line.  >>>>>

Passport into the Territory: Ground Rules for Regional Sales Manager's and Representatives

Looking for a guideline to developing deeper and clearer understanding between Regional Managers and Representatives? Then take advantage of this easy to navigate worksheet. When it comes to business relationships, there are many unspoken rules of engagement. What should you expect and what should you be willing to offer through the process of nurturing rewarding, long-term partnerships in the marketplace? Find out here >>>>>

       What MAFSI Reps Did in 2012 to Meet Market Challenges

The results from the Q3 Business Barometer are in. This is a great way to measure yourself against your business peers and see what others are experiencing and thinking as they run into the similar business issues. All the answers are ranked in order of the most popular responses including some brief input from some of the respondents. >>>>> 

     Secret House Accounts, Unreported Sales and Split Commissions
           Kept by Manufacturer Yields 7-Figure Payout for Rep Firm
           by Gerald M. Newman & Adam J. Glazer

Sometimes, a large manufacturer really believes its size and resources will enable it to overwhelm its sales rep.  By withholding commission payments due under the contract, and by then attempting to wear down the rep in litigation once the rep makes the difficult decision to exercise its legal rights, certain companies follow a “might makes right” business strategy.  Resolve, however, goes a long way toward leveling the playing field for the long-abused sales rep. >>>>>  

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 Software Presentation
• 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].

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