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BEING the Successful Professional Manufacturers‘ Representative A Professional Development Conversation

BEING the Successful Professional Manufacturers‘ Representative A Professional Development Conversation. Bryan C. Shirley, CPMR MANA , President & CEO CPMR 101 January 10, 2010. In memory of…… . Bob Trinkle George Hayward Jack Berman . C H A O S. today. Your expectations

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BEING the Successful Professional Manufacturers‘ Representative A Professional Development Conversation

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  1. BEING the Successful Professional Manufacturers‘ RepresentativeA Professional Development Conversation Bryan C. Shirley, CPMR MANA , President & CEO CPMR 101 January 10, 2010

  2. In memory of…….Bob TrinkleGeorge HaywardJack Berman

  3. C H A O S

  4. today • Your expectations • What is (being) the best • Reps‘ Biggest Challenges • Making a change • Networking 101 (CPMR 101) • CPMR into the future • 7 THINGS

  5. Very interactive and open • Lots of inputs and interaction (lots of WORK!) • Strategic Planning brainstorming methodolgy • How many do strategic planning? • Willing to do a brain-train spring-board exercise • Open your mind ..... It‘s OK • NEED A TEAM LEADER (AND SCRIBE) • form the TEAMS ......

  6. READY TO BRAINSTORM ? • FAST THINKING (60 SECONDS) • QUICK THINKING (SHHH, SHOUT THEM OUT) • CRAZY IDEAS WELCOME • SPRINGBOARD OFF OF OTHER IDEAS • QUANTITY OF IDEAS --- the most ideas win ! • READY ????

  7. OK, you took the CPMR leap • So here you are • So WHY are you here? • Now what?

  8. EXPECTATIONS • WHY ARE YOU HERE ? • Please write this down • For the next three years, I am investing my money and time into CPMR to: • _________________________________ • _________________________________ • _________________________________

  9. EXPECTATIONS, drill down • Specifically, you want to learn about: • ______________________________ • ______________________________ • ______________________________ • SPECIFIC TOPICS, CLASSES, THINGS

  10. DEFINITION: • Being a Professional Manufacturers‘ Representative Salesperson or firmis • ___________________________________ • ___________________________________ • ___________________________________ • ___________________________________ • ___________________________________ • Write them down, then we will spring board

  11. GROWTH • This here is a funny word, huh • What does it mean • Do you want to grow • How do you want to grow

  12. GROWTH is all about NEW • New Business Oppty • New Sales • New Orders • New Customers • New Lines • New territories • New product direction • New markets • New salespeople • New goals • Growth is all about NEW, and new is all about CHANGE …..

  13. C H A N G E It’s not so much that we afraid of change or so in love with the old ways, but it’s that place in between that we fear… It’s like being on a trapeze. It’s Linus when his blanket is in the dryer. There’s nothing to hold on to. - Marilyn Ferguson

  14. Change • WHADITW • Pretend and Defend • A culture of change • NEW as a way of life • The things we still do • SO WHAT • NECESSARY vs. NICE • Perf Objs (GOALS)

  15. Seth Godin, blogger • ‘NO’ is not the enemy of change, ‘NOT YET’ is. • Change almost never fails because it’s too early. Change almost always fails because it’s too late. • The organizations that needs innovation (change) the most are the ones that do the most to stop it from happening. It’s a paradox, but once you see it, it’s a tremendous opportunity.

  16. Making a CHANGE in your company • How do you do this ? • Conferences of years ago • Strategic Planning • GOAL setting • GOAL getting

  17. CHANGE • “GREAT IDEA BRYAN” • I’m going to implement that …. • “How did it go?” • Well ….. Um …… uh ….. • NO TIME • TOO BUSY • CUSTOMER THIS • PRINCIPAL THAT and, it’s OK

  18. Biggest Challenges

  19. The Biggest Challenges Challenge • What are the biggest challenges facing your rep firm today (please write down 3) • __________________________________ • __________________________________ • __________________________________

  20. The BCS (Biggest Challenge Stuff) list from 3000+ reps around the country • From MANA ALL Rep Events (PDFs) • From MANA Survey, November 2008 • 443 unique responses • 13.8% response rate (for online survey) • From presentations to other Rep Associations • Also, from Manufacturers (Associations)

  21. Biggest Challenge Stuff • CPMR 101 TEAM • 1 • 2 • 3 • 4 • 5

  22. Biggest Challenges • Solutions

  23. HOW DO WE SOLVE THEM? IN THIS BUSINESS, IT’S MOSTLY ABOUT COMMUNICATIONS EXPECTATIONS TRUTH, TRUST, RESPECT BE a communications expert

  24. The Biggest Challenge Exercise • Was that helpful • Or, just moaning ….. • Did we offer some concrete solutions • Did we give you something to try

  25. GOALS … just some reminders • YOU HAVE TO SCHEDULE TIME • SMART • Specific • Measurable • Action Oriented • Results (defined) • Time bound

  26. GOALS • DR. GRAC (Covey) • DESIRED RESULTS • GUIDELINES • RESOURCES • ACCOUNTABILITY • CONSEQUENCES • IT’S REALLY ALL ABOUT GOOD PROJECT MANAGEMENT !!

  27. GOALS You CAN do it

  28. NETWORKING and INFO-SHARE • STUDY GROUP at CPMR • 401 GROUPS that return annually ! • REP NO-NAME GROUPS • PEER GROUPS • ENTREPRENEUR GROUPS • Vistage

  29. NETWORKING and INFO-SHARE • YOU have to WANT to share • Attending CPMR, conferences, seminars: • Business cards • Line cards • Mini Profile (got one?) • Marketing tools (VIP, Year End Letter) • Reporting tools • 50% you learn from Profs, 50% from each other

  30. Principal Expectations • What are your manufacturers asking for? • _______________________ • _______________________ • _______________________

  31. Principal Expectations • Manufacturers P.E.T. peeves • P • E • T • MORE ! • “BE MORE PROFESSIONAL”

  32. MARKETING • WHAT IS THE DEFINITION OF MARKETING?

  33. MARKETING • Yep, all of that and, even deeper • The art of telling a story to a customer that is so remarkable, that they persuade themselves to buy • The story is so compelling, they tell someone else • The story is authentic, and truthful (‘truth tellers’)

  34. MARKETING • PERMISSION MARKETING: we have to earn the right to deliver anticipated, personal, and relevant messages to people that want to get them • RELEVANCE MARKETING

  35. MARKETING • FOCUS ON THE CUSTOMER ! • W.I.I.F.M. ? • SALES is • ART • SCIENCE

  36. REPS: ARE YOU IN THE SOCIAL NETWORKS?

  37. Professional Development • CUSTOMERS ARE and DO: • CPM • PE • TQM • ASQ • ISO 9000 • Six Sigma • Kaisen • Kanban • And, your PRINCIPALS too !

  38. CPMR • Education excellence • “The Ph.D. of the Rep business” • Promote CPMR • On your business card, email, website, etc… • To your Principals, customers, dealers/distributors • Be proud --- get them to ask (PINS) • Promote Professionalism (YOU)

  39. LASTLY, my thoughts in a familiar format7

  40. 7 this and 7 that ….

  41. And of course, the 7 wonders..

  42. THE 7 THINGS YOU NEED 1- Mission/Vision, Ethics, Philosophy 2- For real planning with for real follow up 3- Technology tools that are up to date 4- Operational systems (#‘s and $‘s mostly) 5- Great sales management (even of you) 6- Marketing and branding 7- PRODUCTIVE FUN !

  43. You CAN do it However good or however bad, nothing lasts forever

  44. 3000+ Rep Companies • 1000+ Manufacturer Members • DUAL membership (vertical …. broad) • MANAFest 2011, “REP-A-LOOSA” • Professional Development Forums (all rep) • Education: seminars, webinars, reports • Commission Protection Act – the leader

  45. RESOURCES

  46. www.MANAonline.org/manafest/2009

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